National Credit Manager
Resume:
SUSAN WARD
I CRADDOCK ST.
MAPLE, ON
Mobile: 416-***-**** Email:******@******.*** Residence: 905-***-****
CAREER PROFILE
Dynamic and successful credit professional with 18 years experience. Demonstrated expertise in optimizing cash flow, building and leading high performance teams, deploying sound policies and procedures, reduction in DSO and minimizing Bad Debt.
PROFESSIONAL EXPERIENCE
WAKEFIELD CANADA INC. April 2011 – March 2012
National Manager of Credit & Trade Loans Established and maintained 80% current and DSO under 35
•Managed National Credit and Trade Loan Team
•Created and implemented Credit & AR policies and procedures for operational excellence
•Improved work flow to expedite sales efforts while minimizing financial risks
•Developed methodology and prepared Bad Debt Allowance
•Significantly reduced AR and Deduction issues within Key Retail Accounts
•Negotiated Credit and Collection Agency agreements
TOROMONT CAT June 2010 – January 2011
Credit & Accounts Receivable Management - Consultant Utilized strong credit knowledge to help promote profitable sales while reducing risk exposure.
•Analyzed AR by business line, Credit Manager and Region to uncover AR issues
•Trained 12 Regional Credit Managers in complete cycle of granting Credit and AR Management
•Rewrote Credit documents and Credit Policies
•Produced and delivered senior management report including credit and receivables gap analysis, complete with recommendations
•Produced Credit Manager Manual and Job Aids document
HD SUPPLY CANADA May 2009 – March 2010
National Credit and Collection Manager - Contract
Managed 4 Business Units consisting of 20 staff in the construction industry. Re-structured department, implemented policy and procedures that greatly reduced the company's risk exposure and reserve allocation, increased cash flow, as well as, developed and implemented SOX compliancy for A/R and cash processing departments.
•Reduction of DSO by 10 days over previous year
•Hired and trained new staff
•Achieved aggressive collection targets
•Produced monthly financial reports for each of the four businesses
•Instituted processes to augment fundamental KPIs, i.e. unapplied cash, unapplied credit, AR cost % vs. Sales
•Implemented procedures to pro-actively reassess lines of credit and conduct account reviews
SUSAN WARD 2/3
PROFESSIONAL EXPERIENCE (continued)
EQUIFAX 1994- 2008
Commercial Credit Sales Manager, 2006-2008
Managed outside sales team consisting of 12 account executives across Ontario and Quebec that serviced a book of business including 1,200 clients with annual quota of $12.5 million. Hired, trained, coached and managed performance of team members; Developed and executed annual business plan; Forecasted and reported sales results; Involved in complete selling/buying cycle of large accounts.
Exceeded quota by 6% in 2007 and 5% in 2006 on quotas that included double-digit growth, while company average was below plan, by focusing on the goal and overcoming challenges.
Developed team from small dollar deal sales reps to strategic large sale solution account executives. Assisted each team member develop a business plan for their Book and a defined action plan for their top accounts; coached team members individually and in team meetings weekly; trained team on solution selling and obtained for them internal support required to drive the business with their accounts.
Secured deals worth over $0.5 million from major organizations that included Imperial Tobacco, Chase and HD Supply by utilizing Enabling Technology and Predictive Science teams to create custom solutions “adjudication tool” and “attrition model”.
EQUIFAX CANADA
National Credit Group, Database and Product Manager, 2004-2006
Responsible for the 100 Industry Credit Groups run monthly by Equifax which make up 35% of the Company's Commercial Revenue, Enrichment of the Commercial Database which is the core of all the Commercial revenue generating products/services, and majority of Commercial Services.
Exceeded targets for New Trade Lines by 36%, Collection Claims by 14% and Returned Cheques by 90%.
Wrote new product specifications for Commercial Online Triggers and Gold Portfolio Management, reviewed and approved all pertaining IT material on product/project development with IT.
Introduced and managed Industry Group “Web Exchange” to group members nationally which saved company from revenue loss to competition.
Reduced Industry Group printing and shipping expenses by 25% by creating and introducing electronic solutions.
Gathered and formulated industry group data to understand most profitable customer industries to Equifax for marketing/sales purposes.
Produced and implemented Customer Analytics to uncover and solidify large deals. Trained Commercial Business Support Team to create & deliver Customer Analytics.
Developed improved customer boarding process based on information gathered in meetings conducted with management, Account Services, Tech Support, and Security.
Investigated and resolved problems that had arisen from System Failure that affected thousands of customers.
SUSAN WARD 3/3
PROFESSIONAL EXPERIENCE (continued)
Commercial Strategic Account Manager, 2002-2003
Specialized role created to increase commercial exposure and revenues with top strategic accounts that included TD/Canada Trust, BMO, CIBC, Scotiabank, Citibank, GMAC and Amex.
Product Manager, 2000-2002
Managed the complete cycle of new product creation and implementation. Personally responsible for 80% of the $1.0 million new sales; Generated all sales/marketing/training materials; Trained entire sales force across Canada; Interacted continuously with IT during product development and quality testing; Developed account management solution “Gold Portfolio Management”.
Y2K Project Manager, 1999-2000 / Database Co-ordinator, 1998-1999
Ensured 8000 clients were successfully converted to Y2K compliant software and new billing system. Hired, trained and managed a staff of 12; Developed complete business plan including budget requirements; Involved in Y2K executive leadership meetings and strategy; Wrote specifications and quality testing document; Oversaw quality testing; Improved Commercial database extensively by increasing quality and quantity of data through convincing subscribers and 3rd party sources to providing information to Equifax at no cost.
Sales Supervisor/Account Executive, 1994-1998
Exceeded new business targets while supervising Ontario sales team consisting of 6 account executives and book of business worth $8 million.
XEROX CANADA LTD. 1987-1993
Account Executive
Sold equipment to both existing and new clients in the very competitive downtown Toronto territory (Yonge/Bloor). Wrote proposals, demonstrated technology and structured financing agreements; Competed against numerous aggressive competitors; Developed and carried out Annual Action Plan.
Over – achieved sales quotas each year: 150% Club, Sales Rep of the Month & Quarter and Coveted Sales Managers Award winner.
EDUCATION/DEVELOPMENT
YORK UNIVERSITY
B.A., Majors: French, German
CIC Credit Forum participant
NACM Speaker 2007 – Cost of Credit
Credit Risk Analytics Developer and Trainer
XEROX TRAINING
•Basic Sales (SPIN), Focus (Buyer Driven Selling), Professional Selling Skills
•Strategic Selling, Activities Management, Leadership Through Quality
INTERESTS
•Golf, Travel
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