Throughout my career I’ve helped people and organizations identify growth opportunities and execute strategies to make them happen. I frequently identify gaps between a group's goals and current actions, and am equally at home charting a better path forward, executing change initiatives, and developing people’s capacity to achieve more than they thought possible. I’ve found that colleagues and clients recognize authenticity and appreciate when we focus on helping them succeed.
Sep 2010 - Present
Director of Client Management, Digital Solutions Group
Fiserv provides technology in the financial services industry, including innovations in payments, online banking, and mobile banking. I joined as an account executive and progressed to a management position where I currently lead a team of seven account executives. My team's 32 clients spend $287M per year with our group. After a rebuilding year where we closed $16M in new business, we started 1H14 by closing $21M, which is more than any other team in our group. My team has consistently delivered payments revenue growth of more than 100% of corporate expectations by renewing contracts with fewer discounts, and sometimes net increases.
I've expanded the team's capacity in several ways. First, I upgraded the team's talent by hiring five account executives in 15 months. I noticed that even our senior people mis-read the signs of a healthy negotiation process and the relative strengths of the parties' positions. I worked with Franklin Covey to provide a Win-Win Negotiation course for my team, plus others. My impact extended beyond my team when I led the onboarding process for new hires and offsite strategy sessions. I also lead an initiative for our division president that drives organic revenue growth by getting clients to engage in specific best practices. Our SVP said "Great job Erica! Thanks for the continued leadership on this very strategic initiative. You are doing an outstanding job driving this forward in a very thoughtful and strategic manner, supported by real facts."
Jul 2005 - Sep 2010
Senior Director, National Sales
RBS WorldPay is one of the world's leading payment companies, and had been one of my clients during my tenure at BellSouth. I joined their recently formed national sales group as a sales executive to expand a niche market for which our company owned proprietary payments software. After signing six new referral partners in the first 12 months and speaking at state and regional conferences, I was promoted to director. As a sales director I led strategy for growing the grocery and retail business in the Eastern United States. Consistently exceeding revenue goals, I was recognized at the InnerCircle sales achievement program in 2008 and 2009. I was in line to take on a leadership role, but chose to come to Fiserv because I was intrigued by the opportunity to help clients achieve their business goals by making better decisions regarding emerging payments and enterprise software.
Sep 1997 - Jan 2008
National Account Manager
BellSouth is a telecommunications company that's now part of AT&T. I started as a segment marketing manager responsible for bundling services across business units to benefit clients in a particular vertical segment -- education. This was during the advent of internet access in primary and secondary schools, and we executed a go to market strategy that increased revenue from this segment by helping clients see the vision for what they could accomplish with our services. I was directly responsible for executing the marketing communications strategy, where I led a cross-functional initiative between multiple product owners and our salespeople. I completed my MBA during this time, and was promoted to a sales role in national accounts. There I maintained dotted-line responsibility for four managers and several unionized support specialists. The team I led consistently exceeded sales and revenue targets in our work with Fortune 100 and other complex clients, including growth in managed services and mobile.
Nov 1994 - Aug 1997
Georgia Assoc. of Partners in Education
The Georgia Association of Partners in Education is a membership association for Chambers of Commerce, businesses, and school districts. Not able to afford an executive director, the board hired me as membership coordinator right out of college. They promoted me to executive director because I took an entrepreneurial approach to re-establishing strategic direction and revenue growth. After growing enough to hire a small staff, I represented our members state-wide and nationally, and collaborated with Georgia's largest companies to implement mentoring and advocacy programs.
1998 - 2000
Kennesaw State University, Coles College of Business
Finance, management, marketing and accounting
1991 - 1994
Political Science major, and McDonough Center for Leadership & Business Scholar. Graduated Cum Laude with College Honors. Member of Omicron Delta Kappa leadership honor society, and varsity tennis letterman
Leadership, management, hiring, coaching & development, training, change management, demonstrating value to senior executives, facilitation, sales, revenue growth, client satisfaction, referenceable clients, competitive analysis, negotiation, consultative selling, trusted advisor, running effective meetings. SAAS, licensed software, financial services, payments, online & mobile banking, enterprise technology, hosted services, consulting and professional services.
- Norcross Downtown Development Authority Board of Directors, 2008-2012 Hiring Committee, New Board Member Selection Committee, Marketing Committee Chairperson - Norcross Art Festival Committee Chairperson, 2006-2007 - Technology Association of Georgia Web Challenge Sub-Committee Chairperson, 1999-2000 - Hands on Atlanta Board of Directors, 1996-1998