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Senior Sales / Sales Management Executive
·Track Record of Career Achievement Increasing New Business, Revenue, Market Share & Profitability
·Financial & Business Services, Mortgage, Real Estate, Relocation, Consulting & Outsourcing Services
Top-producing sales and sales management leader with history of success building and leading high performance teams on a national level and generating significant gains in revenue, market share, and profitability. Accomplished in selling complex business solutions to senior executives of Fortune 1000, Fortune Global 500, Forbes Private 500, and emerging growth companies, Trusted advisor and relationship manager. Highly competitive with focus on maintaining highest degree of ethics and integrity.
Sales Strategy Development & Execution·New Business Development·P&L Management
Strategic Alliances & Partnerships·Recruiting, Training, Development & Leadership
Contract Negotiations·Client Relationship Management with Senior Executives
Vice President,Strategic Partnerships
Developing new and managing financial services/mortgage joint ventures with real estate companies, banks,home builders, credit unions.Developing new relocation/corporate mortgage programs,and affinity relationships on a national level. Leading sales team with full p&l responsibility for joint ventures and corporate relationships.Edit | Remove
2004 - 2009
SVP,National Sales Manager
Led new business development in United States selling relocation/corporate mortgage programs, outsourced employee benefits, and integrated financial services (including lines of credit, wealth management, credit/debit cards, and banking services). Managed 7-person team selling to Fortune 1000, Fortune Global 500, Forbes Private 500 and large non-profit organizations. Developed alliances with strategic partners.
·Market Share Gains. Created and executed business plans that boosted market share from #5 to #2 all from organic growth.
·Client Expansion. Doubled client base by signing 350+ new corporate clients, including 85 Fortune 500 companies and 130 Fortune 1000 companies (Exxon, General Motors, Booz Allen, Target, Textron, Sears, Nissan).
·RFP Win Rate Improvement. Strengthened strategic focus on RFPs; improved success rate from 10% to 100%.
·CRM Software. Improved sales team’s focus, forecasting, reporting, territory management, and marketing abilities by implementing new Internet-hosted CRM software.
·Contract Negotiations. Improved profit margin 20%, reduced risk, and expedited new business implementation by skillfully leading contract negotiation process.
·Sales Training.Achieved more consistent, focused, and consultative sales approach by introducing new sales training methodology.
·Cross-Marketing Leads & New Revenue Streams. Delivered 18% increase in new revenue streams by generating 40% increase in cross-marketing leads.
·New Business Channel. Partnered with high net worth business unit to generate mortgage referrals from customers relocating that resulted in over $300M in additional mortgage volume.
Senior Vice President, Real Estate Partnership Executive (2004-2005)
Recruited to new start up division focused on building industry unique strategic mortgage, financial services, and e-commerce alliances with new homebuilders and leading residential real estate companies. Participated in creation of 5-year strategic plan. Drove alliance and JV development initiatives in 15 state Midwest Region. Assisted brokers and builders in attracting and retaining the best agents and providing a better home buying experience for their customers.
·Revenue Goal Over-Achievement. Exceeded 1st year start up revenue goals 21% and 24% the second year.
·Marketing Alliance. Developed marketing alliance with Chicago’s oldest and largest real estate firm ranked among the twenty largest real estate firms nationally.
·Customer Lead Improvement. Increased customer leads 25% for Bank of America and its alliance partners by leveraging co-branded web sites.
·Recruiting & Training. Recruited and trained top performing loan officers and sales managers essential to alliance start up and success.
1998 - 2004
Member of Executive Committee and minority owner of privately held retained executive search and management consulting firm with 40 worldwide offices; firm provided senior-level retained search, leadership assessment, talent management, succession planning, andrelated advisory services. Built and managed individual consulting practice – developed new business, managed client relationships, projects, and project teams. Industry focus was financial services, real estate, business services, management consulting, and early stage private equity portfolio companies. Clients included Prudential Insurance, Prudential Real Estate, GMAC, Realtor.com, and AC Nielsen.
·Revenue Growth & Market Share Gains. Built and grew successful individual consulting practice from ground up that ranked among top 25 % of partners inbillings; firm’s market share increased from 10th to 5th.
·Client Development. Developed 50+ new senior executive-level client relationships with Fortune 500, privately held, and private equity start-up portfolio companies.
·Engagement Wins. Won/managed multiple senior-level search assignments (CEO, President, CIO, SVP of Sales, VP Marketing) and advisory service engagements. Won North American CEO search assignment from Hong Kong-based Chairman ranked in Business Week Magazine as one of Top 25 Executives in the world.
1984 - 1997
Executive Vice President, Sales
Coldwell Banker Relocation Management
Drove new business development efforts in US and Canada for global provider of outsourced relocation, human resource administration, real estate, mortgage, off- balance sheet financing, accounting, tax reporting, and consulting services to Fortune 1000, Global 500, and privately held companies. Member of Executive Committee and Client Advisory Board.
·EBITDA & Market Share Improvement. Improved EBITDA from 9% to 28% and increased market share from 6th to 1st – 90% from organic growth.
·Client Expansion . Doubled size of client base by securing 250+ new corporate clients, including many clients with multimillion-dollar contracts(IBM, General Electric, Lilly, Merck, Sara Lee, Burlington Northern).
·Sales Team Recruitment, Training & Management. Recruited, trained, and managed highly productive 7-person sales team out performing major competitors with larger sales teams.
·Marketing Alliances. Forged marketing alliances with Bank of America, IBM, PNC Mortgage, Morgan Stanley, Coldwell Banker Residential and Commercial Real Estate, and Allstate.
·Company Awards. Company received Andersen Enterprise Award, Connecticut State Quality Award, and KPMG/University of California Award for best practices and excellence in customer satisfaction.
Vice President, Sales (1988-1992) / Director, Business Development (1984-1987)
As VP of Sales for 40 state region, captured over 175 new accounts and developed largest new account in company’s history (AT&T). Achieved #1 sales and revenue producer ranking out of 7 peers nationally for 3 consecutive years while serving as Director of Business Development
College of Financial Planning
- financial planning,investments,insurance,taxes
-Finance/Marketing concentration with Honors
- 4 yr athletic scholarship( ice hockey)
- captain varsity hockey team 3 yrs
-member varsity golf team