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Strategic Sales & Business Development

2208 Island Estates Drive ? Sarasota Florida 34219
(941) 776-5982 ?
Senior sales leader and individual contributor with an extensive track record of
major success in new business development, sales, and relationship management.
Highly adept at growing revenue and gaining customer commitment. Strong skill se
t including strategy, planning, leadership, coaching, and communications, drive
an ability to grow revenue, contain cost, and add value to senior business engag
ement efforts.
Drive a Sales Solutions and consulting approach, Creating and refining value pr
opositions for new business development; Developing and optimizing the right res
ources for new business growth; Achieving hard to reach growth objectives; Build
ing new business relationships that endure; and Coaching sales leadership to dev
elop enduring, high performing teams. Strong Global and Multi national experienc
e and exposure
WURZBURG INC 2008 - Present
Wurzburg Inc. is a privately owned 100 year old Distribution and Manufacturing
company of Packing and Labeling supplies and solutions. A National company with
4 Warehouses and Sales of $250M, Wurzburg Inc., offers its customers a wide rang
e of solutions for all packaging and Labeling requirements. Customer base includ
es Fortune 1000 companies.
Vice President of Sales, Marketing and Operational Support
Managed all sales and account development activities, including bridging all ga
ps between Operations and Sales to drive New Business, grow existing relationshi
ps and regain market share in the packaging industry. (Tampa, Florida)
* Launched a Solutions Selling approach with Sales and Customer Service Call Ce
nter to increase market share
* Consolidated Warehouses from 11 to 4 to run more efficiently with Operations
and condense expenses
* Outsourced Transportation Fleet to 3PL's to reduce shipping and handling expe
* Executed New Inventory Procurement and Replenishment system implemented to dr
ive inventory levels to effectiveness
* Implemented Strategic Pricing in the Core and Non Core Products. Improved GM
Profit % +4.3%
American Express Company, a bank holding company, is a leading global payments a
nd travel company. The Company's principal products and services are charge and
credit payment card products and travel-related services offered to consumers an
d businesses around the world.
Vice President of Global Sales and Business Development 2005-2008
Responsible for generating revenue, defining market positioning, developing glob
al alliance's and formulating strategies for American Express's existing and pro
spective top 250 global clients; approx. $8B in opportunity in a business unit w
ith 67 Direct Reports (Tampa, Florida)
* Drove $470M in new business in 6 months by executing new pricing and implemen
ting a sales solutions
and consultative approach to market. Delivered 140% of new business goal in US,
surpassed Global objective 56%.
* Executed important worldwide changes in strategy, pricing, and marketing depl
* Implemented an end-to-end set of proven solutions for client-facing organizat
ions to drive success with their business partners or prospects
Vice President of B2B 1998 - 2005
Responsible for Sales for B2B Business services, solutions and products, represe
nting approximately $3 billion in sales volume opportunity. Developed and mainta
ined relationships at senior levels with both sales targets as well as internall
y, to drive B2B sales and overall visibility with a network of 48 Direct Reports
. (Cincinnati, Ohio)
* Delivered $4B in new sales by implementing Marketing programs, Commodity and
threshold pricing for key accounts
* Launched Financial Model Analysis to support Sales and Account Management. Wo
rked with Pricing, Treasury
and Finance to create and substantiate American Express Value proposition in B2
B Industry.
* Created and Executed Tools dashboard to support Direct Sales, Account Develop
ments Teams and Call Centers;
providing Business and Analytical solutions, industry awareness, and competitive
facts to support Value Proposition
Vice President of Multi-national Accounts, B2B Strategic Partners 1995 - 1998
Management of a multi-channel (Call Center, National, Third Party ISO's), custom
er relationship and sales division representing approximately $4 billion in sale
s. Supervised Sales, Fraud, Marketing, Operations, and the overall growth and re
tention of customers in North America, Europe and Caribbean. (London, UK. 127 Di
rect Reports)
* Delivered 23% +yoy on sales goal through Product Focused Sales to drive cost
saving for customers, customizing contracts, and innovative incentive sharing. S
egmented Sales team in an industry specific sales model
* Developed and implemented new policies and procedures for Call Center operati
ons, increasing sales during this period from $24MM to $48M.
Director of National Account Sales, New Business Partnerships 1991 - 1995
Leader and Individual Sales & Brand Development Contributor for delivering new
business sales for North America's top 500 Corporations for B2B initiative (Atla
nta, Ga. 42 Direct Reports)
* Developed and executed first Amex cross industry B2B partner website
* Deployed in excess of $42M annually in partnership Marketing
* Delivered $2.42B in Sales volume in one calendar year vs. $310M quota
Director of Sales and Marketing, Merchant Services 1989 - 1991
Generated new Sales revenue and defined market position for key targeted account
s. Ensured customer service, consulting services, marketing and business develop
ment plans were solidified. (New York, N.Y.)
* Closed the single largest domestic account in generating over $1B in new Sale
* Achieved 167% of quota and retained 100% of account portfolio through the imp
lementation of customized marketing, pricing and value proposition representatio
n. $148M in take away new business from marketplace competition
Xavier University, Cincinnati Ohio MBA
University of Notre Dame, South Bend, Indiana
Valparaiso University, Valparaiso, Indiana
Professional Training:
* Black Belt - Six Sigma Certification (Solutions Strategies: Improving Sales E
* CRM Solutions and ERP Super User
Software Proficiency:
* ERP Solutions and Integration
* Microsoft Suite (Outlook, Word, Excel, PowerPoint)