SALES & BUSINESS DEVELOPMENT EXECUTIVE / CONSULTANT
B2B GROWTH & TURNAROUND EXPERT • ENTREPRENEURIAL & CREATIVE LEADER • RAINMAKER
22 year track record of delivering aggressive business growth, leading organizational transformations & personally closing large, C-level deals. Adept at developing strategy & tactically executing to: increase sales; shorten sales cycles; reduce expenses; launch new products & services; open new markets; improve enterprise account management.
MBA, MARKETING & INTERNATIONAL BUSINESS
MILLER HEIMAN - Conceptual & Strategic Selling & Coaching
IBM - Sales & Marketing Training
http://www.linkedin.com/in/kevinlutz
SELECTED ACCOMPLISHMENTS
* Reversed Summit Security’s 5-year sales decline & increased revenue 19% in 2 years. Additionally, personally led the RFP presentation that won the New York City MTA $30MM CCTV contract.
* Reversed years of flat sales & grew LexisNexis Screening Solutions’ sales 42%, within 1 year.
* Grew USIS’ Eastern Region 32% & positioned them as a ‘Top 3’ national provider, in 3 years.
* Achieved numerous sales firsts – and 4 major promotions – during 11 years with Aon/ASI/PRI.
- Grew ASI’s groundbreaking Call Center Quality Outsourcing business 814%, in 3 years.
- Positioned ASI for a successful IPO, having grown their ‘who’s who’ Fortune 1000 client list.
- Grew Proudfoot Reports 450% & positioned them as a ‘Top 2’ national provider, in 4 years.
FUNCTIONAL AREAS OF EXPERTISE
* Consultative Sales
* Large / Enterprise Deals
* C-level Presentations
* Contract Negotiation
* Channel Management
* Creating Productive Alliances & Partnerships
* Large Client Acquisition & Development
* Recruiting Top Talent & Team Building
* Product & Service Pricing Innovation
* Performance / Process Improvement
* M&A Integrations
* CRM Databases
* P&L Management
* Compensation Plans
* Cross-selling Programs
PROFESSIONAL SERVICES & PRODUCT EXPERTISE
* Consulting
* Outsourcing
* BPO / HRO / RPO
* Software / SaaS
* Call Centers
* Information Services
* Security & Investigations
* Human Capital Management
* Applicant Tracking Systems
* Background & Drug Screening
* Staffing & Recruiting
* Assessment & Selection
* Performance Management
* Quality Assurance
* Training & Development
REPRESENTATIVE FORTUNE 1000 CLIENTS
3M • American Express • Bank of America • Becton Dickinson • Best Buy • Blue Cross Blue Shield • Booz Allen Hamilton • Bristol Meyers Squibb • British Airways • CA • Cablevision • CIGNA • Citibank • Corning Delta Airlines • Duke Energy • GEICO • Georgia Pacific • IBM • JPMorgan Chase • JetBlue • Kohl’s MasterCard • MetLife • Motorola • PPL • Procter & Gamble • SBC • Sears • Sony • Southwest Airlines • State Street • TriWest • UnitedHealth • UPS • Verizon • Viacom • Wachovia • Wells Fargo • Westinghouse
PROFESSIONAL EXPERIENCE
MORGAN GRACE, LLC, Sea Cliff, NY 2007, 2010–Present
Consulting & outsourcing firm that provides corporate clients with sales, marketing and business strategy services.
PRINCIPAL
Originally launched Morgan Grace in 2007, at the suggestion of former clients & colleagues. Developed a successful retainer, project & commission based consulting & outsourcing company that provides sales, marketing and business strategy services. Clients span the following industries: Financial Planning, Construction, Information Services, Organizational Development, Private Equity / Venture Capital / Angel Investors, Human Capital Management, Performance Improvement, Security, Healthcare Staffing & Recruiting, Shipping & Logistics, Advertising & Marketing and Agricultural Products.
Morgan Grace provides clients with strategy development & tactical execution expertise in: sales & marketing process & content development; lead generation; opportunity creation; selecting, coaching & developing salespeople; leading the creation & delivery of compelling presentations & proposals; closing large deals that are outside of clients' in-house capabilities; discovering & facilitating productive business partnerships / alliances.
Essentially, clients talk with us about their vision and the growth challenges they have with their businesses / portfolio companies. Together, we develop a plan and collaborate to overcome (or minimize) their challenges, shorten their sales cycle, grow their revenues and increase their profits.
SUMMIT SECURITY SERVICES, Uniondale, NY 2008–2010
$76MM Fortune 1000 focused contract security and investigations firm. 2,500 employees.
EXECUTIVE DIRECTOR, SALES & MARKETING
Recruited by Summit’s owners to overhaul sales & marketing and turn around steadily declining revenue. Completed a top-to-bottom assessment of the firm’s 2 divisions and restructured all aspects of the organization, including: the sales process, personnel, territories, compensation, accountability standards, recruiting, marketing, performance metrics and the RFP process. Improved performance and strategically developed Summit to move into higher margin services.
* Reversed a 5-year sales decline & increased revenue 19% ($64MM to $76MM), in 2 years.
* Additionally, personally led the RFP presentation that won the New York City MTA $30MM CCTV contract.
* Developed Summit’s first comprehensive sales & marketing plan and selected 2 high impact partners:
- Replaced PR firm, won Summit’s first ‘Best of LI Award’ and improved NY, NJ, CT marketplace visibility.
- Created Summit’s first customized CRM database (Salesforce.com); increased qualified prospects from 1,000 to 6,400; automated and grounded forecasting in precise metrics.
* Developed the firm’s first sophisticated sales recruiting strategy; built Summit’s first professional Inside Sales Department; increased executive-level appointments.
LEXISNEXIS RISK MANAGEMENT, Boca Raton, FL & Orem, UT 2005–2006
$3.6B global provider of legal & business information, workflow solutions & software. 18,000 employees.
VICE PRESIDENT, NATIONAL SALES & SERVICE
Recruited by my former manager (USIS President) to increase sales and integrate an underperforming, 35 person, Screening Solutions sales group (acquired 5 years earlier) into a $300MM risk & information analytics business.
* Increased sales 42% ($12MM to $17.5MM), to growth capacity.
- Grew pipeline from 200 to 1,450 prospects, increased healthcare vertical penetration over 650% and doubled Fortune 1000 RFP participation rate (19 to 41).
* Reorganized top performers into 4 solutions based sales teams and reduced staff by 49%.
- Changed the culture from product oriented and reactive to proactive, service oriented and consultative.
- Created the Strategic Accounts Group; implemented the Miller Heiman sales process, Siebel’s CRM system and KPIs.
* Led a detailed competitive analysis, which demonstrated a 6-10 year competitive gap and the need to redirect resources to more profitable core businesses.
- Developed the organization’s final restructuring, dissolved the Screening Solutions vertical team and redeployed sales across the SMB segments.
USIS – COMMERCIAL SERVICES DIVISION, Tulsa, OK & Falls Church, VA 2003–2005
$710MM provider of investigations, security & risk management to government & commercial clients.7, 200 employees.
VICE PRESIDENT, SALES AND ACCOUNT MANAGEMENT – EASTERN REGION
Recruited by this former competitor to increase private sector revenue. Within 3 years, positioned CSD as a ‘Top 3’ national background & drug screening provider, contending with ChoicePoint & FADV.
* Grew the business 32% ($57MM to $75MM), exceeded sales targets & reduced expenses 26%.
* Consolidated 6 sales groups (from 4 acquisitions) into 1 high-performance team, consisting of: National Account Managers (Hunters), Strategic Account Managers (Farmers) and Inside Sales.
* Introduced structured & systematic sales methods and continuous process improvement.
* Improved CSD’s competitive position by driving development of the eApplication for the corporate market and the Self Registration delivery channel for SMB customers.
* Established several, productive, revenue sharing partnerships (i.e., Paychex, Gevity, Position Manager, NARMS, etc.) to penetrate new markets and increase margin.
AON CONSULTING, New York, NY 1991–2002
$7.5B global provider of insurance, risk and human capital management solutions. 36,000 employees.
STEADY RECORD OF PROMOTION, CONTRIBUTION AND SUCCESS THROUGHOUT TWO MAJOR OWNERSHIP CHANGES.
Promoted to VP SALES, AON HUMAN RESOURCES OUTSOURCING (2001–2002)
* After Aon’s acquisition of ASI Solutions, led sales for the heritage ASI businesses and managed Aon’s Inside Sales Department.
- Increased sales 238%, pipeline 850% & qualified lead generation 1,000%.
* Launched Aon’s Call Center Solutions by bundling and repositioning all contact center directed consulting, outsourcing and web-based products into one performance improvement solution.
Promoted to VP, BUSINESS DEVELOPMENT, ASI Solutions (1997–2001)
* Expanded the client base 400%, increased revenue 95% and changed this ‘boutique HR consultancy’ from a referral based sales model to an aggressive, outbound sales culture.
* Sold numerous outsourcing deals across multiple businesses: OD; RPO; MSP; HR Outsourcing; Assessment & Selection; Call Center Quality Monitoring; Training & Development.
- Grew the groundbreaking Customer Contact Monitoring business 814% (from a single, $700K client to a $6.4MM, 26-client, standalone business) in 3 years.
Promoted to MANAGER and then VP, SALES & CLIENT SERVICES, Proudfoot Reports (1994–1997)
* Expanded the business 450% (from $1.6MM sales/15 employees to $9MM sales/120 employees).
* Positioned Proudfoot as one of the ‘Top 2’ screening providers in the U.S and positioned ASI (Proudfoot’s parent) for a successful 1997 IPO, via Proudfoot’s extensive Fortune 500 client list.
NATIONAL ACCOUNT REPRESENTATIVE, Proudfoot Reports (1991–1994)
* Recruited by Proudfoot’s President (a client of mine from NYNEX) to sell background screening & software to the Fortune 1000.
* Averaged 275% over quota and established Proudfoot as the #1 vendor to the nuclear industry.
ADDITIONAL EXPERIENCE (1986–1991)
NYNEX - IBM, New York, NY (1989–1991), MARKETING REPRESENTATIVE: Marketed IT solutions to Fortune 500 CIOs; averaged 200% over quota. Achieved President's Club both years and won prestigious Most Valuable Marketing Representative award.
GOLDMAN SACHS GROUP, INC, New York, NY (1986–1989), ANALYST, TREASURY OPERATIONS: Monitored and controlled $50 billion in cash positions.
EDUCATION AND PROFESSIONAL DEVELOPMENT
MILLER HEIMAN, Boca Raton, FL (2005)
Conceptual Selling & Coaching; Strategic Selling & Coaching. Certificates of Completion.
MBA, HOFSTRA UNIVERSITY, GRADUATE SCHOOL OF BUSINESS, Hempstead, NY (1993)
DUAL CONCENTRATION: MARKETING AND INTERNATIONAL BUSINESS.
IBM SALES AND MARKETING TRAINING, NYNEX, Atlanta, GA (1990)
Certificate of Completion; Recipient: Overall Sales Award.
BS, FAIRFIELD UNIVERSITY SCHOOL OF BUSINESS, Fairfield, CT (1986)
Major: Marketing; Concentration: Finance.
DIPLOMA, CHAMINADE HIGH SCHOOL, Mineola, NY (1982) |
