- P&L Management
-Operations and General Management
- International Business Expansion
-Revenue & Profit Growth
-Mergers & Acquisitions
-Turnaround & Re-engineering Initiatives
-Classic Marketing Background
-Product Development & Launch
-Client relationship management
Senior Executive – General Management / Strategy / Sales & Marketing
Proven Leader, Change Agent, Strategist, and Driving Force for Business Growth & Enhanced Profitability
Accomplished executive career in financial services with consistent history of success in domestic and international assignments, in both start-ups & established businesses, across line and staff roles. Influential leader with intrinsic talent for identifying opportunities and critical issues, developing creative solutions, conceptualizing & communicating vision, and managing projects to successful completion. Proven track record of success developing plans, processes, and results-oriented teams to achieve corporate goals. Recognized catalyst for innovation and action.
PROFESSIONAL EXPERIENCE
XXXXXX 2003 – 2007
Chief Operations Officer (Leading Sales, Service, Marketing, Process Improvement, and Technology)
Recruited via Korn Ferry to serve as the Executive Vice President of Sales reporting to the President of XXX, a premier provider of title insurance and real estate related services for residential and commercial customers. The charter was to take ownership and build the Company’s sales culture, acting as a change agent and the chief of sales, advising on a broad range of sales strategies and processes. Rapid success in this role led to expanded responsibilities, beginning with oversight of the Company’s Alliance Group (charged with establishing joint ventures and partnerships with 3rd-parties), and culminating in promotion to Chief Operations Officer, overseeing the largest group of Shared Resources (“headquarters”) functions: 16 direct reports (EVPs, SVPs, etc.), approximately 600 FTE, and an annual budget of approximately $125MM. As a member of the Executive Leadership Team, reporting to the Chairman/CEO, played an active role in establishing Company strategy and policy, and initiating the transformation of the enterprise from a loosely knit confederation of individual offices to a unified operating company.
Primary Responsibilities:
• Led the development & execution of short and long-range sales strategies across the enterprise.
• Developed & institutionalized appropriate sales methodologies, processes, training, and compensation plans, across the enterprise.
• Enhanced sales force effectiveness, emphasizing customer segmentation, new business acquisition, and repeatable “Best Practices.”
• Oversaw large organizational change initiatives, including organizational realignment, brand development, IT consolidation, etc.
Results:
Recruited & developed a team of sales professionals and effectively engaged the “Field” leadership teams, resulting in the successful reversal of a 7-year trend of consistent market share erosion: from 21.7% in 1998 down to 18.2% in 2003 (in 2003, 1% would have represented approx. $170MM in gross premium). Drove profitable organic growth resulting in a market share increase to 18.3% in 2005, and a further increase to 19.5% in 2006.
Created a sales-driven culture emphasizing accountability and active performance management. Introduced the effective use of metrics including Cost-of-Sales, Efficiency Indices (revenue dollars generated per dollar of compensation & benefits paid), stack ranking reports, etc., to drive greater profitability and reduce sales expenses (in many instances by 15%-20% or more).
Oversaw IT consolidation and simplification initiatives on target to deliver run-rate savings of $35MM annually. Led the development of a Project Management Office (PMO), introducing discipline, rigor, and enhanced effectiveness to our operations.
Led the realignment of the Marketing group: redefined roles, upgraded resources, and drove greater accountability & efficiency, including projects to streamline & centralize marketing production and fulfillment (on track to reduce expenses by 15% annually).
CITIGROUP 1999 – 2003
Corporate Vice President – International Marketing / Global Consumer Bank (Long Island, NY) 2nd & 3rd Qtr. 2003
The charter was to build an organization that would capture “Best Practices” to create and spread innovation, transfer specialized knowledge, and connect scarce resources and capabilities across multiple markets (especially in Europe and Asia). Participated in the development of both short & long-term sales and marketing plans. Provided leadership to country management teams: defined business objectives, developed performance metrics, monitored results, and revised plans & processes as needed. Oversaw sales channel performance & forecasted results for direct sales agents, branch sales, direct mail, etc.
Senior Vice President - Corporate Strategy & Business Development / CitiFinancial International (Dallas, TX) 2001 - 2003
Direct report to the President & CEO of this global business with $18B in assets and $1B net income in 2001. Internal consultant & “change agent.” Established strategic “road map” for the organization & provided a broad spectrum of support to facilitate the group’s integration into Citigroup. Partnered with leadership team to provide direction, develop & implement strategies for profitable growth, particularly across Europe.
Primary Responsibilities:
• International business expansion: new market entry; market & product development; establishment of business models.
• M&A: identified & evaluated opportunities to accelerate profitable growth; developed business cases & recommendations.
• Oversaw large organizational change initiatives: identified synergies & optimized resource allocation.
Results:
Our organization entered three new markets in 2002: Italy, Denmark and Poland.
Market entry in Poland & Denmark entailed the launching of start-up consumer finance businesses.
Identified and evaluated 25+ acquisitions, two of which were consummated: a $400MM credit card portfolio acquisition & purchase of a $350MM mortgage business. Identified over $2B in non-strategic assets that were targeted for divestiture and/or liquidation.
Led strategic reviews of businesses in Italy & Spain; senior management accepted our recommendations & the consumer finance businesses were realigned within our group. Supported regional European teams to develop & implement integration plans.
President – Domestic Insurance Group - Associates First Capital Corp. / Acquired by Citigroup – Late 2000 (Dallas, TX) 1999 – 2000
Recruited to lead this key business unit generating 20% of total income for this Fortune 500 corporation. Full P&L responsibility for this 200-person organization. Group operating income in 2000 = $300MM / Group expenses = $33MM.
Primary Responsibilities:
• Infused marketing expertise & innovation into a staid, internally focused business.
• Responsible for overall management, profitability, strategic planning & growth of this business.
Results:
Ignited performance by providing clear, decisive leadership direction and installing essential performance metrics to focus team efforts. The domestic insurance group achieved its business plan in 2000 for the first time in four years.
Generated approx. $12MM incremental revenue through new product launches & successful direct mail & telemarketing programs.
Delivered $5MM in annual savings through improved resource allocation & renegotiating key supplier contracts.
RAIFFEISEN BANK 1999: 6 MONTHS
Marketing Consultant (Vienna, Austria)
Engaged to develop a strategic marketing plan for the start-up international retail banking group. Key deliverables included: customer value proposition, segmentation, branding, product offerings, pricing, promotional campaigns & creative direction in Czech Republic, Hungary & Poland.
Results:
Worked with multinational team to successfully hire /train key personnel, and develop & implement marketing plans within budget.
Supported senior management to establish overall business direction & develop business cases for major capital expenditures.
AMERICAN INTERNATIONAL GROUP (AIG) 1997 – 1999
Vice President – Central and Eastern Europe & CIS (Warsaw, Poland)
Recruited to grow AIG’s Accident & Health insurance business in the emerging markets of Central and Eastern Europe. Responsibilities expanded after 14 months to include CIS (former USSR). The primary incentive to join AIG was the opportunity to assume an officer-level position with P&L responsibility (operating budget of $8.5MM), leading a team of 46 professionals (in ten countries) in a start-up business environment.
Primary Responsibilities:
• Accountable for overall management, strategic planning & development of these product lines.
• Led all marketing activities including pricing, branding, advertising, promotional campaigns, and new product development.
• Identified, negotiated, and implemented alliances & new distribution opportunities.
• Built the infrastructure & developed teams capable of achieving and sustaining significant growth.
Results:
Generated significant growth in net premium written: average increases of +75% in 1998 (vs. 1997) and +91% in 1997 (vs. 1996).
Introduced formal business planning process emphasizing new business, product development & distribution channel expansion.
Successfully differentiated AIG’s offerings through effective marketing and value-added service enhancements.
Upgraded key personnel (new hires & training); developed “bench strength” & facilitated knowledge transfer to local teams.
GENERAL ELECTRIC CAPITAL CORPORATION 1988-1997
Vice President – Marketing / Business Services Group (Atlanta, GA) 1996 – 1997
Chosen to lead turnaround effort for unprofitable Visa Business Card program; 4th largest in U.S. Direct accountability for revenue & margin performance; developing & executing marketing strategy, product development, pricing, advertising, etc.
Results: Successfully repositioned Business Card program to achieve profitability during 1997. Identified & led initiatives which added $1.8MM incremental income in 1996; projected to yield >$5MM annually going forward. Saved $1.6MM by bringing advertising functions in-house, switching service providers, and negotiating vendor concessions.
Managing Director – Operations & Marketing / International Consumer Finance Group (Jakarta, Indonesia) 1993 – 1996
Selected to spearhead the consumer finance group’s first venture into Southeast Asia & GE Capital’s first credit card issued outside of the U.S.A. Managed 152-employee operation with $16MM in assets. The primary goals and responsibilities consisted of developing and implementing a strategic plan to enter this key emerging market (via joint venture)---including the development of a market-scoping study, competitor analyses, and market research---and then to execute that plan. Oversaw all operational activities, from sales & marketing, to customer service & technology.
Results: Developed excellent relationship with business partner: at partner's request, assumed control of day-to-day operations six months before joint venture negotiations were concluded. Laid the foundation for profitable businesses in both Indonesia & Thailand by building operations infrastructures from the ground up: recruiting staff, developing go-to-market plans, workflows, policies, etc. Developed & successfully launched new brand & products; increased sales volume over 40% & enhanced service levels >300%.
Director – New Business & Product Development / Retailer Financial Services (Atlanta, GA) 1992 – 1993
Appointed to lead business development efforts targeting technology sector. Youngest direct report to CEO of this billion-dollar business unit. Responsible for identifying opportunities, winning customer business, and securing internal approval for financial service transactions.
Results: Identified, structured & negotiated the acquisition of a $33MM credit card portfolio generating net income of $1.1MM in year one. Successfully launched innovative private label card program; produced $27MM in volume & 15,000 new customers in 14 months.
Business Analyst / Retailer Financial Services (Atlanta, GA) 1990 – 1992
Evaluated transactions using financial & competitive analysis, client visits, etc. and presented recommendations to senior executive management.
Results: Obtained approval for investments totaling >$400MM to fund acquisitions & support growth of existing/start-up programs.
Marketing Program Manager / Retailer Financial Services (Dallas, TX) 1989 – 1990
Responsible for managing $100MM client account that was threatening to terminate its agreement & actively soliciting bids from competitors.
Results: Successfully restructured program & negotiated a 3-year contract renewal. Forged a relationship that yielded our group’s most successful business credit program. Increased profitability by 30%, program volume by 45%, & reduced annual expenses by $500,000.
Account Executive – Business Development / Retailer Financial Services (Anaheim, CA) 1988 - 1989
HOUSEHOLD FINANCE CORPORATION (Dearborn, MI) 1984 –1986
Directed branch office to ensure profitability of personal loan & second mortgage portfolio.
EDUCATION
THE UNIVERSITY OF MICHIGAN (Ann Arbor, MI) - Graduate School of Business Administration. MBA (Corporate Strategy & Marketing); graduated April 1988 with honors. BBA (Marketing); graduated April 1984 with honors. |
