Training/Proposal/Business Development Director with extensive experience directing and managing worldwide initiatives leading to increased global sales. Strengths include: proven record in generating revenue and client retention using masterful strategic planning. Consensus builder with MBA, recognized for strong team-building skills focused on senior-level executives. Areas of expertise:
| Strategic Planning | Project Management | Sales Product Training |
| Strategic Selling | Proposal Management | Technical Training |
| Global Sales Support Initiatives | Creative Problem Solving | Executive & Customer Briefings |
| Mentoring |
MASTERCARD WORLDWIDE, Purchase, NY (2006 to December 2009)
I. Leader – Business Development
Developed strategic marketing goals and drove execution of deliverables
to expand the MasterCard brand in the commercial and public sectors. Increased
market share and generated revenue for payment cards and services exceeding
expectations of over $3 Billion. Collaborated efforts with consulting firms
such as Kelly, Anderson and Associates, Broad Reach Partners, Inc., Waggener
Edstrom, and InteliTarget to achieve a broader market reach.
- Generated more than $500,000 in revenue for first half of 2009 for Public Sector Small and Middle markets by driving on-time execution of sales support solutions including proposals, presentations, teaming agreements and partnerships, product and capability development, and brand positioning.
- Organized and facilitated focus group analyzing Payment Card Solutions for 10 government agencies. Eight out of 10 agencies acted on needs assessment results; 2 were constrained by budgets.
- Oversaw all MasterCard’s GSA Contract and government contract compliance requirements.
II. MANPOWER (at MasterCard), Purchase,
NY (2005-2006)
Project Manager – Qualified Payment Card Agent (QPCA) Project Developed
and deployed MasterCard’s QPCA application and procedures for IRS initiative.
Results enabled MasterCard to act on behalf of cardholders in collecting,
and validating merchant names and tax IDs to furnish to cardholders for
1099 tax filing. Responsibility included budgetary and cost analyses of
entire project, legal consultations, IRS meetings, development of procedures,
education of sales teams for partners, and extensive communications to
all.
- Recruited for senior position at MasterCard based on success of QPCA project.
- Developed final procedures for MasterCard QPCA process to be utilized by financial institutions, corporate clients and merchants based on extensive consultation with financial institutions.
- Managed technical team of 6-8 for systems development to support QPCA initiative on time.
- Increased MasterCard’s merchant database accuracy by 25% to pass IRS standards of 95% data reliability.
IBM CORPORATION, White Plains, NY (1995-2002)
I. Senior Briefing Consultant/IBM Corporate, (2000-2002)
Created and implemented processes that enhanced communications between
senior level executives and sales account teams to align most appropriate
executive with defined customer requirements in order to move account strategy
forward. Increased revenue nearly 30% over 2 years.
- Generated over $1.5 Billion in revenue by developing account strategies for executive customer briefings.
- Designed and managed briefing process that supported sales account strategies and ensured executive support for sales account objectives and revenue generation.
- Coached executives on specific customers to strengthen briefings based on account strategy.
- Established post-presentation feedback process providing quantitative and qualitative data to executives resulting in strengthened executive - customer relations.
- Provided education to sales and internal organizations on cross-team resource availability within CIO organization including pertinent information on new resources, website information, and new practices.
II. Client Solutions Manager/IBM Global Services, (1995-2000)
- Analyzed and qualified potential outsourcing opportunities and directed various account teams regarding strategic outsourcing proposals and projects generating more than $1 Billion in revenue.
- Managed 12-15 account teams and 5 support teams annually for sales activities and responses to RFPs resulting in creation of first class proposals and customer presentations. Outstanding wins were: HCFA @ $812M over 7 yrs; Mercedes Benz @ $600M over 10 yrs; Rational Software @ $1.5B over 5 yrs.
- Formulated comprehensive sales strategies that included designing technical and cost-effective solutions, as well as participating in due diligence and contract negotiations.
- Managed customer expectations and requirements resulting in improved communications and increased customer satisfaction.