SOLUTIONS SALES EXECUTIVE / RAINMAKER
- Successful track record building solid client relationships, selling and managing the delivery of complex business services and outsourcing solutions. Generated revenues in the range of $100K-10MM with Fortune-1000 companies in diverse verticals.
- Proven experience growing revenues for leading providers of internal audit, compliance, finance operations, tax, employee healthcare supply chain technology, HR consulting and outsourcing, integrated marketing, and corporate relocation outsourcing.
- Effective at gaining access to C-level executives, and forging alliances across organizational boundaries.
- Adept at taking managed risks to drive business forward, employing a strategic sales process.
Director of Sales, Eastern U.S. 2004-2005
IE-Engine Inc., Woburn, MA
To reverse declining revenues in the Eastern Region for this VC-backed employee healthcare supply chain solutions provider, I was recruited at the suggestion of its largest channel partner. The company・s proprietary ASP technology and services enable Fortune-500 employers, municipal governments, and national HR consulting firms to significantly reduce healthcare costs, cut procurement cycle time by 50%, improve vendor performance, and achieve sourcing efficiencies. Results:
- Grew sales and renewals by $2.1MM as #1 revenue producer: ABB, Altria, Food Lion, Hannaford, JetBlue, Lucent, MetLife, Pitney Bowes.
- Created $2.9MM prospect pipeline: Ahold, American Express, Bayer, Bristol-Myers Squibb, Citigroup, Comcast, MeadWestvaco, Pepsi Bottling, PepsiCo, Putnam, Schering-Plough, Verizon, Worldwide Retail Exchange, various state governments.
Advisor and Team Leader, Business Development 2003-2004
ePostal Services Inc., Stamford, CT
To monetize the invention of a revolutionary concept in commercial email delivery, I was retained for an interim executive assignment by the President/Founder to help create, secure financing for, and launch this restricted-access, premium-value email channel and Internet Post Office. Company・s patent-pending technology has created a value-differentiated, secure channel for high-priority business email (as FedEx did for conventional mail).
- Completed initial software development and testing, signed first customers, and marketed the venture to angel investors. I remain on the Advisory Board. Company presently completing its third-round financing.
Business Development Leader 1999-2002
Watson Wyatt Worldwide, Stamford, CT
To create new relationships and grow revenue in an uncharted regional territory, I was recruited to establish and execute a new business development strategy and expand national account relationships for this $700MM consulting firm specializing in human capital management, employee compensation and benefits, M&A integration, and HR technology outsourcing.
- To counter a non-collaborative ：silo； mentality within my region, applied a strategic selling process in cooperation with client managers, practice leaders, and consulting staff. Results: within three years, grew market penetration from 37% to 47% (from $16MM to $27MM revenue), with $3MM prospect pipeline.
- To penetrate the largest clients of our largest competitors, I used an ROI-based process to build C-level relationships and create new business opportunities. Results: significant new business opportunities with Advest, Danzas, GTP, International Paper, Oxford Health, Pepsico, Playtex, Starwood, Thomson, Terex, UST, United Rentals, University of Hartford.
- To optimize allocation of sales and marketing resources, created regional ：critical issues； survey enabling us to gain market intelligence and credibility with 1,300 prospects. Results: qualified a universe of 300 corporate prospects, generated immediate leads, improved pipeline reporting and revenue forecasting to manage resources more efficiently.
- To properly introduce firm・s offerings to qualified prospects, planned and executed ：best practices； executive briefings, trade conferences, speaking engagements, webcasts, sponsorships, association liaisons, client entertainment events, by-lined articles, direct mail campaigns, and collateral materials with marketing team. Results: grew brand awareness in my territory from 75% to 98% in three years. ：Effectively building and maintaining relationships； was cited as the key reason (per third-party research study)
Account Director 1995-1998
Maritz Performance Improvement Company, St. Louis, MO
To grow a portfolio of underdeveloped national accounts, I was recruited to join the Northeast office of this $2 billion leader in integrated marketing services, non-cash reward and recognition programs, customer loyalty programs, and employee involvement systems.
- To earn a larger share of business opportunities within the company・s most competitive account, I created relationships with Pepsi-Cola・s CEO and chief marketing, sales, product development, bottling, distribution, and HR officers. Results: over three years, $12MM in competitive business wins for Maritz, 7% volume growth for Pepsi-Cola. Representative deals: $2.5MM bottler incentives, $4MM global Centennial, $3.5MM logo merchandise, $750M vending placement, $300M sales training, $250M employee referrals.
- In an account where we had the lowest percentage of revenue compared to our competitors, I leveraged sales data to expand a dormant (but highly profitable) database marketing channel to increase client・s customer loyalty. Results: grew Kraft account from $100M to $1.5MM over three years. Kraft achieved $100MM sales increase and 500% ROI.
- To establish broader and higher level contacts within IBM, initiated relationships with the VP of AS400 Sales, GM of the PC Division, VP of PC Marketing, VP of Direct Marketing, and VP of Telesales. Results: $2MM incremental sales, and significant elevation of Maritz・s profile within IBM..
Vice President National Sales, Consulting and Outsourcing Division 1993-1995
PHH Homequity Inc., Wilton, CT (now owned by Cendant)
To regain the company・s leadership position in a highly-fragmented industry, I was recruited to establish and lead national sales and marketing activities for the consulting and BPO division of this $150MM corporate relocation firm. Expanded business in large group redeployment projects resulting from mergers, divestitures, reorganizations, and headquarters relocations.
- Became company・s top revenue producer. Qualified, pursued, priced, and closed specialty consulting and outsourcing engagements.
- Representative deals: $10MM Ameritech reorganization; $2.5MM Harrah・s deployment project for world・s largest casino; $2MM Monsanto M&A project.
Earlier Career Experience 1976-1993
- To compete against top-tier management consulting firms in the corporate relocation industry, started national consulting and BPO practices for the corporate relocation divisions of GE Capital (as Director of Consulting Services) and Merrill Lynch (as Regional VP and Senior Managing Consultant).
- Previously, I was an independent consultant and real estate entrepreneur, speculating in the purchase and renovation of residential real estate.
- My career began with State National Bank (where I was the first management trainee in their Information Technology group) and PHH Homequity (where I developed a new consulting service that helped corporate transferees find rental apartments in New York City).
EDUCATION, TRAINING, MEMBERSHIPS
B.S. cum laude, Economics and Political Science, Springfield College, 1976.
Professional training in negotiation, writing, public speaking, strategic sales and account management.
Certified Management Consultant (CMC), Institute of Management Consultants. Member: Human Capital Institute. Former member: Human Resource Planning Society, Society for Human Resources Management, Employee Relocation Council, Greenwich Toastmasters. Numerous articles, white papers, research reports, speaking engagements, national business press quotations.
PERSONAL ACTIVITIES AND INTERESTS
Married. No children.
Cabinetmaking, home renovation, sailing, running, Appalachian Trail, contemporary jazz, jazz radio, YMCA Camp Jewell, AmeriCares. |
