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.