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St. Charles, IL 60175 Home: 630.513.7632 Cell: 630.533.7632 SUMMARY
Strategic and visionary Sales Executive with highly successful track record of driving multimillion dollar increases to revenue. Expert at building relationships with key clients by aligning their challenges with our organizations competencies and value offerings. Strategist who targets and captures lucrative and defendable revenue streams by providing distinct and relevant solutions to customers. Outstanding leadership skills with keen ability to develop successful and dynamic teams through recruitment, training, and incentive programs. Expertise in analyzing business processes and devising enterprise-wide solutions to increase operational efficiency and effectiveness. Leadership Strategic Planning and Forecasting Client Relationship Management Networking and Referrals Revenue / Sales Growth Tracking, Reporting and Analysis Goal Setting and Attainment Sales Team Development Recruitment and Training Contract Negotiation and Execution

CLARITY SERVICES, Clearwater, FL 10/2010 9/2011

Business Development Manager, Credit Vertical Responsible for business development, market and competitive analysis, product and go to market strategy design along with channel partner and strategic alliance management. Collaborated with Retail Banking Specialist to develop and present a thorough S.W.O.T analysis, first such document in Claritys history, that became the foundation for go to market strategy development. Prospected and penetrated three top 10 card issuers and two top 5 retail banks. Resulting on going discussions continue to shape product development and go to market strategy and preparedness for remainder of verticals. Led development of product requirements that resulted in design of companies primary offering to the credit card issuer market, contributed to requirements development and design of product offering for Retail Banking market. Primary contributor to Clarities marketing pieces focused on credit and retail banking markets. Lead companies thought leadership efforts through development of relationships with Federal Reserve Bank and FDIC gaining broad exposure for organizations unique consumer data based offerings. 6/2001 4/2010


Director of Sales 8/2003 4/2010 Directed sales staff responsible for $14M revenue budget. Developed and implemented aggressive annual business plans designed to exceed sales goals. Forecasted monthly sales and revenue expectations. Exceeded $14M annual sales quota. Established team and individual goals based on market opportunities, created accountabilities, analyzed sales performance discrepancies, coached and took required personnel actions to ensure optimal and sustainable sales performance. Prospected and captured new clients to generate $2.3M+ in new revenue in 2009, $1.9M+ in new revenue in 2008. Structured distinct solutions for clients data collection and data analysis needs. Provided clients with mission-critical data solutions, enabling them to segment their markets based on key criteria. Resulted satisfied and loyal customers and associated lucrative revenue streams.



Attained Satmatrix Net Promoter client satisfaction rating of 40.2 (44 considered world class). Collaborated with clients to understand their pain points. Structured cost-effective solutions that enabled them to most effectively meet their marketing and risk management challenges. Engaged clients in ongoing communications to ensure services provided expected value and ROI. Selected to elite multidiscipline task force to restructure company-wide operations to drive greater efficiencies, higher levels of service, consequent higher levels of client satisfaction and retention. Analyzed current processes and ROI. Compared to ideal process and predicted ROI. Planned and implemented transformational efforts. Resulted in achievement of all project business objectives. Drove more than $3M annual incremental revenue gains across previously untapped client base. Analyzed market, identified new value proposition for niche market segment, formulated sales plan, led multidiscipline work team to provide more competitive pricing scenarios across client base. Achieved optimal and sustainable staff performance. Ensured staff always had the information, knowledge, skills, tools and motivation to achieve all performance objectives. Identified and resolved performance discrepancies through coaching, training and necessary personnel actions. Strategic Accounts Director 2/2001 8/2003 Managed executive-level relationships with two largest clients: Discover Financial Services and Sears. Increased Discover Financial Services spend by 70%. Collaborated with leaders in Risk and Marketing to structure a value proposition that met Discovers need to control costs and risks while increasing market share and revenue. Drove optimal customer satisfaction by focusing service performance along more than 50 Experian touch points. Provided staff with the training, tools and motivation to deliver each service point optimally and sustainably. Created revenue forecasts and budgets and determined resource allocation requirements. Analyzed clients historical tactics and expenditures and future opportunities and risks. Synthesized information to structure critical financial and resource allocation projections. Developed strong and profitable relationships with C-level executives. Collaborated to gain in-depth understanding of goals, strategies and operations. Recommended custom enterprise-wide solutions and provided on-going consultation and support. CREDIT DATA OF ILLINOIS, Naperville, IL 4/1999 2/2001

Vice President and General Manager Led all sales, marketing and operational functions for $3M Experian distributor. Oversaw operations, sales activities, and P&L. Created and executed annual marketing plans, sales objectives and expense budgets. Developed, documented and implemented sales methodology. Resulted streamlined sales engagement process and increased client satisfaction. Improved overall operational efficiencies through selection and implementation of CRM system. Leveraged synergies created through single view of client to drive incremental revenue by creating additional cross sell opportunities and activities. Established sales training program and developed accompanying material. Increased speed that new sales representatives began to generate revenue and increased retention rates of key sales personnel. Restructured sales process, including sales approach, records storage, and contact management. Increased sales years by $500K and profit margin from 28% to 32%, first time this had been accomplished in five years. Resulted in new 7-year negotiated contract with Experian. EXPERIAN, Schaumburg, IL 3/1991 4/1999

Area Sales Director 2/1996 4/1999 Led sales and support team of 15 responsible for $36M annual sales quota. Created and executed sales marketing strategies leveraging new business development and client retention.

EXPERIAN (Continued) Sales Manager 7/1994 2/1996


Recruited, trained and directed inside sales team. Developed and executed marketing plans. Created territory segmentation and alignment strategies. Tracked revenue attainment through new business development; compiled and presented monthly reports. Account Executive 3/1991 7/1994 Interacted with clients and built mutually beneficial relationships. Leveraged consultative sales methodology to identify client opportunities and key objectives, created custom solutions leading to improved client profits. Drove additional $25M to business over next four year period.


BS Finance, Eastern Illinois University, Charleston, IL

Large Account Management Process, Miller Heiman Spin Selling, Huthwaite Frontline Leadership, Forum Group Consultative Selling, Zehren Freidman

Recognized by 100% Club in 2004, 2006, 2007, 2008 as well as Experian Elite, 2005 Earned Experian North Americas Innovator of the Year award, 2008 Achieved Platinum Circle 1995,1997, 1998 and 1999 Experian Account Executive of the Year 1992 and achieved Presidents Club status 1993,1994 and 1996

Volunteer, Habitat for Humanity Volunteer Girls Coach, St. Charles Storm Youth Basketball Volunteer, Northern Illinois Food Bank