PROFESSIONAL SUMMARY
Highly accomplished, versatile and entrepreneurial business process outsourcing/ managed services professional with significant senior management experience in financial services, payment systems, CRM and distribution. Active contributor in developing the overall solution, revenue models and key CXO relationships. Consistently exceeds objectives, skilled at organizing, prioritizing and implementing solutions and sales forces across a wide variety of business conditions. An effective communicator, able to present abstract concepts with clarity and imagination. A principled leader, supportive manager and responsive subordinate.
CORE COMPETENCIES
Senior Management and Leadership Sales and Member/Client Relations
Strategic Alliance Building Negotiation Skills
Goal Setting, Team and Consensus Building Motivation and RecognitionConflict Resolution TQM Six Sigma
PROFESSIONAL EXPERIENCE
EDS/FISERV, INC.
Consumer Network Services
Senior Vice President, Strategic Sales January 2003 July 2004
EDS business unit sold to Fiserv in December 2002. Asked to build and lead 6-member Strategic Sales and Client Relations team devoted to pursuits with domestic and international top tier financial institutions, merchants, ISOs (ATM and POS), processors and other opportunities to leverage our technical infrastructure. Chief solutions architect and member of Executive Steering Group. Led mega-deal team for business unit. Due to start-up nature of group, needed to develop sales plan with revenue and cost models, create compensation plan, build pipeline. Responsible for development of strategic alliances with EFT service providers and hardware vendors. Reported to President.
2003 Results: group was 118% of annual commitment.
Northeast Region Manager December 2001 January 2003
Plan, direct, and coordinate overall activities (account management, client services and sales) for business unit within EDS ATM service line. Responsible for profit and loss activities for Northeast Region, and for the assessment of potential markets, development of product/service strategies, coordination of product/service development and coordination of marketing and promotional activities. Develop policies, programs and processes to achieve specific unit goals. Managed 45 EFT professionals, approximately 800 clients that generated $120 million per year including American Express, Armed Forces Financial Network, Bisys Corporation, FDC/Western Union, Citicorp EFS, Synergent and select Canadian accounts.
Key Results: Able to renegotiate contracts where we had assumed excessive levels of expense; achieve revenue growth of 14% over previous year; contract renewals at 98.7%.
Client Sales Executive II May 2000- December 2001
Senior sales professional with concentration on business process outsourcing. Responsible for identification, development and marketing of highly complex information technology solutions to senior executives. Drive and manage an effective partnership with clients through contact with executive management and individuals that influence executive team. Extremely knowledgeable about financial process management and customer relationship management (CRM), especially payment systems, call centers, data warehousing and data analytics.
Key Results: 2000 sales quota was $20 million; secured $25.6 million (128%) in new business. Ranked within top 15% of all EDS sales professionals (578 total sales force) despite only 8 months with firm.
SUCHAK DATA SYSTEMS, INC. May 1998 May 2000
Senior Vice President, Sales and Marketing
Company is a regional provider of core processing, ATM processing, telephone banking and internet banking services to community banks and credit unions in Upstate New York. Responsible for managing sales group, establishing quotas, training, marketing and industry relations. Company was a family owned operation that was involved in legal dissolution, thus leading to my departure.
Key Results: played key role in defining, reviewing, negotiating and developing comprehensive channel management system (ATM, POS, IVR and internet banking) - resulted in 4 new sales exceeding $2 million in revenues; developed off premise ATM product designed to compete with ATM ISO market - resulted in 12 new sales representing $150,000 in revenues; rewrote all sales and marketing materials; established relationship with Community Bank trade association.
ELECTRONIC PAYMENT SERVICES, INC.
Regional Manager New York August 1988 May 1998
Started as Sales Executive when first joined organization. Earned regular promotions based upon demonstrated abilities. From 1992 to 1998, managed New York operations (16 employees) of MAC ATM Network. Responsible for sales, member/client relations, marketing, support services and administration. . Territory encompassed 350 clients, generating $8.4 million in annual revenues. Majority of revenues were derived from client base comprised of credit unions and community banks.
Key Results: Developed and implemented sales strategy that generated 156% increase in number of client banks over 18 month period from 1988 - 1990; renegotiated contracts with merchant clients and major utility clients, adding 10.8% to bottom line; achieved overall contract renewal rate of 97% over 10 year period; oversaw 4 technical conversions during 6 year period.
NYCE CORPORATION
Director of Sales and Product Management January 1986 July 1988
Joined organization as Sales Executive. Was promoted in late 1986 to Director. Responsible for all business related aspects of processing company including reporting, revenue growth, pricing, new sales, strategic alliances and contract negotiations for this national transaction processor. Reported to President.
Key Results: Established sales accountability in organization where none previously existed by implementation of quota system and creation of sales prospecting and tracking system; developed sales strategy for New York City market resulted in sales growth of 127% in 6 months; developed strategic alliances with leading networks and negotiated agreements, creating 134% growth in add-on business to existing customer base.
AT&T PARADYNE
Senior Account Manager May 1983 December 1985
Responsible for sales of data and voice communications systems, diagnostics, and network management systems in Upstate New York.
Key Results: Took start up territory to $1.8 million in sales in 1985 despite entrenched positions of existing competitor; able to penetrate the following strategic accounts: Xerox, Kodak, General Motors, and Rochester Institute of Technology.
NCR CORPORATION
Executive ATM Sales Specialist June 1978 April 1983
Based upon demonstrated ability, was asked to join new ATM Systems Division in 1981 with responsibility for ATM sales to major financial institutions and processors across New York State. Was first recognition of its kind in the industry to this emerging delivery system. Was recruited as Associate Account Manager to join NCR in 1978 and invited to join accelerated sales development team capable of selling the entire product line which included main frames, teller terminals, ATMs, proof and sorting systems.
Key Results: US Sales Leader in 1981 with 673% of quota; promoted three times in four years based upon performance
EDUCATION
State University of New York, BA, Psychology
State University of New York, MBA, Finance |
