VP of Sales, Business Development, Channnel Manager, Major Account Manager
Highlights
· Senior level sales and business development executive, sales team leader, and major account manager with considerable experience selling at the ‘C’ level in both the software and financial services industries.
· Effective leader with hands-on experience in all facets of sales, sales channel creation and management, business development and special project leadership.
· Proven skills in planning and administration of remote, multi-site, service-oriented sales organizations that grow revenue and market share.
Business Experience
FUNDSXPRESS FINANCIAL NETWORK – Austin, Texas 3/99 - 1/02
Vice President of Sales
FundsXpress provides secure Internet based services to financial institutions in an ASP environment. FundsXpress’ products include retail and commercial Internet banking, cash management, automated lending, account aggregation, dynamic Web sites, as well as strategic e-commerce and marketing consulting services. Recruited to build, manage and direct the sales organization in order to establish a winning sales culture and grab market share quickly. Reported to Executive Vice President of Sales and Marketing and later, directly to Chairman/CEO. Built inside and outside sales organizations from ground up, while creating and implementing all sales management processes including lead generation, contact management and sales forecasting. Managed $5.9mm budget. Achieved tremendous success in a fast paced environment as a top manager during a period of substantial corporate growth.
Results included:
· Led a new team that elevated company sales to the top of the Internet banking space within my first 3 quarters. New contracts grew from an average of 2 per quarter to over 40 per quarter in first six months.
· Grew quarterly sales an average rate of 649% versus prior year from 6/99-6/00.
· Sales team achieved Internet banking contracts with over 195 financial institutions in first four quarters under my direction.
· Coordinated external channel partner and internal sales teams in successfully closing 104 contracts with financial institutions in just the first six weeks of the portal product launch.
· Recruited and managed over 20 direct sales executives and 10 support personnel in first 14 months, while simultaneously hitting aggressive sales targets.
· Assisted in the creation and successful management of strategic channel partner relationships including FISI Madison.
· Assisted Executive Management team that presented to potential investors and successfully secured $40 million in private funding in January/February 2000.
Director of Sales and Operations - FX ONLINE/ FX SECURITIES, INC.
Promoted to lead this FundsXpress subsidiary in order to launch the online brokerage initiative and to grow both the online and retail businesses. Successfully developed the online site, assumed control of all retail and online sales efforts, created multiple new business partners, and sold the brokerage service into the FX bank channel. Responsible for all sales, marketing and operations functions for the retail operation as well as for initial launch and growth of online sales. Highlights included:
· Organized and lead the design team in the creation and launch of the online product to successfully launch Phase 1 within six weeks of assuming this role, one of the fastest product launches in company history.
· Assisted in negotiating terms with and was solely responsible for coordinating efforts of all content and clearing partners resulting in record launch.
· Successfully reorganized the retail firm to increase revenues by eliminating customer complaints, streamlining operations and bringing firm into full regulatory compliance.
FundsXpress decided to sell the brokerage firm due to its need to retrench and its desire to streamline the company’s product line. Negotiated the divestiture and completed the sale of the business in January 2002.
SHAY FINANCIAL SERVICES, INC. – Dallas, Texas 11/92 - 3/99
Sales Director, Retirement Benefit Services
Selected to direct marketing and sales efforts for new retirement benefit plan product provided by Shay’s newest strategic partner- Kemper Retirement Plans Group. Successes include:
· Assisted in the concept creation and managed entire channel relationship with Kemper.
· Closed firm’s first three retirement plan accounts in the first few months of the program.
Southwest Territory Sales Representative
Specialized in marketing the Shay Asset Management Fund’s managed portfolios to independent savings institutions in Southwest. Identified and marketed AMF to industry segments new to Shay such as commercial banks, credit unions and trust departments. Operated autonomously in a seven-state area and efficiently managed time and company resources. Successfully coordinated and led key members of company’s sales team to secure new business and opened key relationships in all three new markets. Opened firm’s first trust department account and grew relationship into the single largest AMF shareholder with average daily balances of over $42 million.
UNITED MEDIBILL/ TOUCHSTONE CAPITAL CORP. – Dallas, Texas 3/90 - 8/92
Major Account Manager
Secured over $1 million for limited partnerships as 1 of 5 Top Producers. Achieved Top Producer, Presidents Club, and Top Achiever awards and was promoted to Sales Manager for this Broker/Dealer
that offered limited partnership investment programs to qualified investors. Successfully raised over 90 percent of funds needed for the company’s first investment program.
U.S. LEAGUE INVESTMENT SERVICES – Dallas, Texas 5/88 - 3/90
Account Executive
Hired by my former manager at RepublicBank to specialize in institutional bond sales to banks and thrifts located in the 9th and 10th Federal Home Loan Bank Districts. Achieved status as only salesperson in Dallas office to open new accounts during period of thrift failures in the Southwest. Company closed Dallas office.
RAUSCHER PIERCE REFSNES, INC. – Dallas, Texas 1/87 - 5/88
Account Executive
Specialized in fixed income sales working with commercial banks, insurance companies and small tax-free dealer accounts. Obtained Series 3 License. Sold treasury and mortgage-backed products as well as futures contracts for speculative and hedging purposes. Client base also included high net-worth individual investors trading in municipal and preferred issues. Incorporated an asset-liability management computer model for working with bank portfolios.
WEBER, HALL, SALE AND ASSOCIATES, INC. – Dallas, Texas 3/85 - 1/87
Department Head – Fixed Income Sales
Participated in an asset-liability management program for commercial bank accounts. Responsible for bond sales to commercial bank accounts and high net worth individuals. Also assisted the bond sales efforts of the equity sales force. I was promoted to Department Head following a restructuring of the fixed income area.
REPUBLIC BANK DALLAS/Funds Management Department – Dallas, Texas 6/83 - 3/85
Account Executive
Hired to initiate a new, aggressive, commission-based approach in the bond department. Sold fixed income products and bank funding source securities to correspondent banks, high net worth individuals, and corporate accounts. Experienced tremendous first year success. Achieved more than $250k in commission production, which resulted in a move by management to incentive based compensation for the entire sales force.
Education
Bachelor of Business Administration Degree in Finance, 1982.
Texas A&M University, College Station, Texas.
Securities licenses include Series 24, Series 7 and Series 63. |
