SALES MANAGEMENT / GENERAL MANAGEMENT :
Business Development, Sales, Operations, Strategic Planning
Pragmatic leader, strategic planner, and sales synergist with over 15 years experience impacting the visibility, performance, and profitability of diverse companies across vertical industries. Combines expert orchestration of sales management, relationship building, portfolio management, and resource optimization with history of positively impacting overall profitability. Exhibits confidence and trust in inspiring teams, expertise in proposal development, P&L management, operations, and strategic planning. Reputation for strong work ethic, high energy level, approachability and consistent commitment to corporate success.
Account, Client, Portfolio Management • Customer Relations • Program & Project Coordination
Process Analysis & Benchmarking • Revenue & Channel Development • Financial Services Management
Business Development • P&L / Budget Management • Market Analysis, Penetration, Assessment
Lead Generation • Profit Creation • Process Improvement • Policy Development
BRADEN KITCHENS, Cocoa, Florida • 2004-Present
$10M cabinet manufacturer/distributor supporting builders with cabinetry.
Executive Vice President / Sales Manager
Leadership of multiple business facets, overseeing strategic planning and development, business development, service management, and operations management. Structure and plan sales, installation, drafting/design, and service departments, mentoring, coaching, and managing 17 direct reports. Ensure optimal sales and customer service processes. Align P&L performance with company goals. Strive to boost and bolster business development techniques to expand client base. Proactively propel sales to larger single family and multi-family home builders and commercial general contractors.
Key Accomplishments:
• Turned around sluggish performance in 2007 by diversifying client base; elevating sales to commercial general contractors by 121%, remodeling companies by 87%, and homeowners by 317%.
• Triggered sales increases of 42% from $7.3M in 2003 to $10.3M in 2006; secured 34 new home builder, commercial , and remodeling clients.
• Propelled sales to new and existing home builder clients; negotiated and secured contracts on several new single family home and town home subdivisions; negotiated and secured contracts for 7 condominium projects totaling over 500 units.
• Positively impacted bottom-line through strategic planning, trend analysis, and forecasting; expanding territory, client base, and product offering to gain market share.
• Reorganized and restructured credit policy, sales department, and installation team; implementing quality control processes; reducing waste and creating value for clients.
WACHOVIA BANK, N.A., Orlando, Florida • 2001-2004
National financial services company with $324B in assets; the 4th largest bank in the US.
Vice President, Wealth Management / Relationship Manager
Managed, developed and maintained a portfolio of important revenue generating affluent client relationships based upon objective and sound personal financial planning and financial advisory concepts. Analyzed clients financial position and utilized a team of Wealth Management Specialists to identify appropriate solutions and alternatives to help clients meet their objectives. Refined expertise in commercial lending, investment management and trust sales, operations management, referrals management, and presentation skills.
Key Accomplishments:
• Utilized client-focused consultative sales strategies to source over $12M in new commercial loans annually, $20M in investment management accounts, and 9 fee based financial planning and estate planning engagements.
• Increased annual revenue generation of client portfolio by 41% from $3.9M to $5.5M; managed referral relationships with business banking department and 22 retail branches to generate leads.
• Developed comprehensive knowledge of benefits and features of all offered products, services and solutions to assist in the attainment of client goals.
• Assisted in the growth and development of the team by sharing business and financial expertise in a collaborative manner.
• Sustained and managed over 300 client relationships, transitioning services to commercial lending, commercial real estate, business banking, professional and executive services, and retail branches; consistently maintaining optimal relationships and client satisfaction.
HUNTINGTON NATIONAL BANK, N.A., Orlando, Florida • 1999-2001
A $30B asset company specializing in financial services.
Vice President, Private Financial Group / Sr. Sales Executive
Provided specialist support and expertise in revenue management, sales optimization, and relationship building. Directed the seamless establishment of the Trust Division of the Orlando Private Financial Group. Conducted recruitment, training, development, and employee management. Traveled extensively to implement and oversee best practices. Partnered with and directed internal and external referral sources. Served as member of the Estate Planning Council of Greater Orlando. Delivered outstanding customer service by executing transactions in compliance with bank operational controls, as well as legal, corporate, and regulatory policies and procedures.
Key Accomplishments:
• Propelled sales of $31M in investment management and trust accounts for $279K in recurring fee revenue in 18 months; also solicited numerous future fee appointments.
• Captured superior levels of client satisfaction by delivering comprehensive presentations focused on increasing performance of individually managed investment portfolios and through skillful utilization of corporate offerings.
• Developed a network of contacts with local centers of influence through community involvement, professional and social organizations.
• Obtained and maintained NASD Series 6 and 63 and Florida Life, Health and Variable Annuity licensing.
FLEET BANK, N.A., Glen Rock, New Jersey ● 1994-1999
A $100B asset company specializing in financial services.
1996-1999 Assistant Vice President / Private Client Group Sales Officer
Business development position working with three Private Client Group offices located through out the state of New Jersey. Offered affluent individuals a broad range of products and services such as; traditional deposit accounts, asset management, personal trust and estate planning, insurance and risk management services and retail and mortgage credit.
Key Accomplishments:
• Traveled extensively to establish large internal referal network with other lines of business through out the state; delivered presentations to external referal source detailing the products, services, and capabilities of PCG and propelled sales to exceed annual revenue goals of $350K annually.
• Attended Canon Trust School to develop knowledge and consultative sales skills pertaining to asset management, personal trust and estate planning.
1994-1996 Assistant Vice President / Business Banker
Identifed, solicited, managed, and expanded business relationships in assigned territory. Offered full range of loan, deposit and other non-credit services such as cash management and merchant services to existing and perspective business clients.
Key Accomplishments:
• Successfully managed territory comprised of 12 retail branches soliciting business clients with annual sales up to $10M with credit products from $250K up to $3M; generated annual revenue in excess of $400K annually.
• Ranked as # 1 Business Banker in revenue production in the state of New Jersey and # 2 in the New York City metropolitan region in 1995 and 1996 exceeding revenue goals by over $100K.
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Career Note: Additional experience as Sales Manager for New York Beef, Inc (1991-1994), and as Assistant Treasurer, Business Development Officer for Republic National Bank of New York (1987-1991).
EDUCATION
Bachelor of Arts, Social Science
St. Bonaventure University, St. Bonaventure, New York
TRAINING/DEVELOPMENT
Formal Credit Training
NASD Series 6 and 63
Florida Life Health and Variable Annuity License
Canon Trust School – Trust I, Trust II and Trust Sales
University of Central Florida Continuing Education - Certified Financial Planner Certificate Program
PROFESSIONAL & CIVIC AFFILIATIONS
Florida and Brevard County Home Builders and Contractors Associations
Brevard County Habitat for Humanity |
