CHIEF EXECUTIVE OFFICER / CHIEF OPERATIONS OFFICER
Successful in leading and growing businesses in all stages of the business life cycle, from concept to operational success. Entepreneurial leader focused on results and experienced in building high-energy teams. Proven competency in translating strategic design into effective execution. Strong foundation in finance and accounting.
FORDDIRECT - Detroit MI 2001 - 2003
Chief Executive Officer
Recruited by the president of Ford Division and chairman of the Ford Dealer Council to redefine marketing strategy, reorganize, and build FordDirect, the nation's first in-channel joint venture between a manufacturer and its dealer. Focused on increasing vehicle retail sales by building strong customer relationships, re-engineering operational processes, and developing key strategic alliances.
* Implemented plan that, within two years, resulted in FordDirect accounting 9% of all Ford sales (with a 60% new customer conquest rate), generating profit significantly ahead of plan.
* Increased dealer participation from 15 dealers to 5,000 dealers, increased customer lead volume by 125,000 leads/month, and increased the lead closing rate by 30%.
* Created strategic alliance with AutoTrader for used vehicle sales, growing dealer participation to 1,500 dealers, and providing immediate profitability with no fixed costs.
* Initiated Dealer Advisory Counsel as an effective marketing tool for FordDirect. Also created monthly "Net sales" radio show (teleconference) that greatly enhanced marketing and dealer effectiveness.
* Created high energy teams and instilled a culture of accountability and results through implementation of quarterly goals and six sigma processes.
TRADEOUT - Westchester, NY 2000 - 2001
Group Vice President - Automotive
Recruited to build the automotive segment of this sales organization targeting automotive manufacturers, financial institutions, and key franchised auto dealers in the U.S. The company, owned by ebay, Benchmark Capital, GE Capital, Morgan Stanley and Goldman Sachs, had filed S-1 in anticipation of going public in August 2000 and offered significant options. Due to adverse market conditions, the public registration was pulled and the company was sold.
* Sold over $3.6 million in vehicles in first full quarter of operation.
* Built the automotive vertical to become one of two successful verticals out of seven.
DAIMLERCHRYSLER (DCX) FINANCIAL SERVICES - Auburn Hills, MI 1991 - 2000
Vice President - General Manager - DaimlerChrysler Financial Services
(1998 - 2000)
Directed national collections and customer service operations, with accountability for a $60 billion portfolio and 800 people. Later assumed responsibility for offices and portfolio performance for the western third of the country ($15 billion portfolio and 500 people). Charged with centralizing operations, reducing costs, increasing customer service effectiveness, and decreasing delinquency.
* Established plan that consolidated 25 regional collection centers into three, and centralized customer service operations. Implemented behavioral scoring and call optimization technology. Saved $60 million per year while increasing customer satisfaction and improving portfolio performance.
* Actively participated in dealer counsel, financial product design and pricing, and leadership development process. Provided entrepreneurial viewpoint to company strategies, policy decisions, and operating result review
Vice President - Services Division - Mercedes Benz Credit Corp.
Norwalk, CT (1997 - 1998)
Member of the Mercedes Benz executive leadership team recruited by the president to initiate a Shared Services Division incorporating information systems ($60 million budget), accounting, marketing, and other shared services, with the goal of improving efficiency by 20%. Additionally charged with establishing a new Services Division to create new fee-based revenues through services offered to outside companies.
* Established plan for new Services Division focused on acquiring, building, and managing fee-based businesses centered around the automotive value chain, with goal of generating $50 million in fresh EBITA within five years.
* Created new value/supply chain strategy to move Daimler Chrysler up the value chain, and led an international 50-person due diligence team to purchase a $1.5 billion fleet management company.
* Key member of executive team that integrated operations of Mercedes Benz Credit and Chrysler Finance into Daimler Chrysler Financial Services.
Chief Executive Officer - Remarketing Services of America (RSA), Inc.
Buffalo, NY (1991 - 1997)
Created business plan, arranged private financing and built RSA into a worldclass lease maturity management company serving the top automotive manufacturers and financial institutions in the U.S. Direct responsibilities included strategy development, new product development, sales and marketing, operations, and information systems.
* Grew the company to 300 employees with over $30 million in revenues and a net profit margin over 18%; sold the company to Mercedes-Benz Credit Corp. in 1996.
* Led RSA to become the entrepreneurial benchmark of operations for Mercedes Benz Credit Corp.
* Created business plan and started a collection business that was eventually sold by RSA to a private investor. Today, the company ranks among the top ten collection companies in the U.S.
HSBC - MARINE MIDLAND BANK - Buffalo, NY 1989 - 1991
Senior Vice President
Responsible for treasury management (a $6 billion portfolio), including asset liability management, asset-backed securitization, and hedging/interest rate swaps. Additionally responsible for risk management of the portfolio (including insurance operations), and asset management (including lease residuals and remarketing management).
* Developed lease maturity management and marketing program reduced off-lease exposure by over $1,000 per vehicle on a 150,000-vehicle portfolio, saving the bank $50 million in lease losses.
* Negotiated sale of HSBC's auto operations to Ford, creating Primus, for approximately $300 million.
* Developed asset liability management policy that reduced risk in interest rate swings, including asset-backed securitization strategy and execution.
GOLDOME REALTY CREDIT CORP. - Buffalo, NY 1984 - 1989
Chief Financial Officer
Managed all financial, treasury, and accounting operations, with responsibility for a staff of 50.
* Implemented financial controls that cut external audit time from seven months to one month.
* Developed acquisition models used to purchase several billion dollars of mortgage servicing, generating a significant ROI.
* Through creative funding mechanisms, reduced risk and funding cost by over 100 basis points.
* Built the foundation for this mortgage banking business to eventually become Bank of America's most efficient national servicing operation.
MERRILL LYNCH MORTGAGE CORP. - Stamford, CT 1982 - 1984
Director of Finance
Created national mortgage banking operation by combining elements of five different mortgage and commercial banking operations.
KPMG PEAT MARWICK - New York, NY 1979 - 1982
Finance Company Audit and Computer Specialist
Recognized early for high level of competency; selected to serve on several audit teams for first-time KPMG clients.
EDUCATION / CERTIFICATIONS
Kellogg Executive Marketing Scholar, Northwestern University, October 2003
B.S., Accounting, State University of New York at Binghamton, May 1979
Certified Mortgage Banker, Mortgage Bankers Association
Certified Public Accountant, New York State
Six Sigma Executive Training
Harvard Program on Negotiation for Lawyers
DCX Group One level training (highest training for global business leaders)
Leadership at the Peak, Center for Creative Leadership
AWARDS / ACHIEVEMENTS
Finalist for Ernst & Young "Entrepreneur of the Year Award," Buffalo, NY
"Top 40 Executives under 40" award, Business First Newspaper, Buffalo, NY
Willis Bryant Scholar Award, Top National Mortgage Banking School Graduate
Adjunct Professor for several university MBA Programs, teaching classes in creative problem solving, leadership, operations management, strategic thinking, asset-backed securitization, and e-commerce.
Keynote speaker at several trade association conferences. |
