Jeffrey J. Robinson, CPA
Somerset, NJ 08873
Hands-on, highly adaptable financial and operating executive possessing more than twenty years experience in public and private software, emerging growth and service businesses. Consistent track record of improving profitability and cash flow. Experience includes strategic financial and business planning, mergers and acquisitions, cost analysis and control, SEC and management reporting, developing banking and legal relationships, contract negotiations, IT, operations and human resources. An experienced leader, team builder, and manager with consistent record of building successful relationships with customers, suppliers, management and employees.
November 2000 – September 2008 IBM (formerly Princeton Softech, Inc.)
Vice President, Finance/Corporate Controller
The market leader in enterprise solutions that align application data management with business objectives by enabling organizations to optimize performance, mitigate risks and control costs. The company’s products are used by more than 2,400 of the world’s largest companies – including nearly half of the Fortune 500 - across industries in more than 30 countries. A senior member of the corporate management team, providing financial and operational leadership, ensuring financial discipline for this global organization and continued success and growth. Significant accomplishments include:
Sold company to IBM in September 2007 and achieved a 17,000 percent increase in share price.
Worked directly with the CEO and CFO in negotiating major terms and conditions of the sale.
Due diligence and integration lead of all aspects of finance, contracts, order-to-cash, customer mapping, product fulfillment and facilities.
Assisted in changing the company from a non profitable no growth company into a double digit profitable company with revenue growing from $33 million to almost $70 million in three years of which 40% was generated outside the United States.
Managed prudent growth by instituting best practice metrics and other control procedures to insure revenue growth was realistic prior to approving increased spending.
Effectively scaled and directed all aspects of the worldwide finance department in the United States and all foreign subsidiaries.
Enforced standard revenue recognition guidelines and practices, ensuring compliance and maximizing recognizable revenue.
Developed multi-year business plans which wered used for strategic planning with the investment and analyst communities.
Developed and implemented expense management and scalable processes that increased the profitability of the company’s late stage product line resulting in increased cash flow to fund the company’s high growth product initiatives.
Developed and implemented cash management policies and procedures resulting in a reduction of the average DSO from over 90 days to less than 50 days worldwide and under 45 days for domestic sales.
Developed and implemented product maintenance renewal policies and procedures resulting in increased retention from 70% to 94%, increasing cash flow, and increasing revenue by more than $6 million over 5 years.
Implemented the upgrade of all financial and accounting systems, providing stability, scalability and high availability required by the business.
Assisted in developing channel strategy of which 25% of new license deals were partner influenced.
Assisted in the company’s $21 million financing transaction, with a leading global private equity firm.
Assisted in the divestiture of a $10 million product line with negative cash flow of $4 million and eliminating $11 million in debt.
2007, 2005 and 2003 President’s Circle winner.
April 1998 – November 2000 ServiceWare Technologies, Inc.
Controller /CFO (formerly Molloy Group, Inc.)
$20 million developer of CRM software. Joined, as a result of the acquisition of Molloy Group, Inc., in pre-IPO stage and directly participated in positioning the company for its IPO and all aspects of the IPO process, resulting in a successful launch in August 2000. As a key member of management team reporting to both the President and Chief Financial Officer, developed pre- and post-IPO business strategies and processes. Responsible for all aspects of accounting and financial reporting, raising capital, banking and legal relationships, contract administration, IT, and human resources. Significant accomplishments included:
Negotiated, directed and integrated the company merger into ServiceWare Technologies, Inc. as the acting CFO.
Implemented standard revenue recognition guidelines and practices (SOP 97-2), ensuring compliance and maximizing recognizable revenue.
Developed and implemented appropriate and up-to-date software license agreements.
Structured the company’s reseller/channel agreements.
Negotiated all legal and financial contracts.
Directed and developed business planning, financing, and strategy for the company’s first-ever eCommerce product initiative.
Implemented financial and executive information reporting processes, while reducing the month-end close from 15 days to 5 days.
Implemented cash management policies and procedures resulting in a reduction of the average DSO from over 90 days to 50 days.
Negotiated and secured a $2 million revolving credit facility.
2000 ServiceWarian award winner.
April 1993 – April 1998 The Icon Group
$5 million construction service company. Key member of the executive management team with full responsibility for corporate and financial operations of this construction service and manufacturing business. Significant accomplishments included:
Developed, implemented and managed a responsive finance department.
Restructured and implemented a fully automated accounting and financial reporting precess, including budgeting and forecasting processes.
Initiated, developed and implemented corporate internal controls, policies and procedures and ensured compliance.
Structured and implemented a comprehensive employee benefits program, including an employee deferred savings plan.
Negotiated and secured a $1 million revolving credit facility.
Created and directed a manufacturing division to support the service operations without significant capital infusion.
1987 – 1993 Aetna Health Plans; Director of Operations Support, Manager of Corporate Accounting
1985 – 1987 Wagner & Co., CPAs; Accounting & Audit Manager
1984 – 1985 Loring, Wertley & Co., CPAs; Senior Accountant
EDUCATION AND PROFESSIONAL ASSOCIATIONS
King’s College – Bachelor of Science in Accounting; Major in Accounting 1984
Certified Public Accountant, State of New Jersey
Member, American Institute of Certified Public Accountants, New Jersey Society of Certified Public Accountants and Pennsylvania Institute of Certified Public Accountants
Chairperson, Saint Matthias School Finance Board