Susan Luckett

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302 Champion Falls
210.273.5359
San Antonio, Texas 78258 slec3d46@westpost.net
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Highly motivated top producer with expertise in account management, people manag
ement, consultative sales, and business development. Dynamic communicator equall
y effective in group presentations or intense one-on-one negotiations. Strong re
sults and profit orientation are enhanced by excellent analytical skills. Extens
ive experience dealing with executive level decision makers and delivering value
proposition to diverse customers. Skilled at building and developing strong cu
stomer relationships that lead to increased revenue.
PROFESSIONAL STRENGTHS
Relationship Management Account Management Consultative Sales
Business Development Sales Management Marketing
Information Insights Customer Retention Forecasting and Analysis
Negotiation Project Management Market Research
Strategic Planning Best Practice Management Risk Management
SELECTED ACHIEVEMENTS
Managed 22 national B2B merchant accounts with volume in excess of $1billion for
the world's largest credit card issuer. Consulted and negotiated directly with
C-level executives to drive revenue, profitability and retention. Identified opp
ortunities to sell in differentiated products and services. Drove expansion effo
rts with a merchant with only limited card acceptance across the country. Turned
around a cancellation threat from merchant with one large card paying customer.
RESULTS: Projected to deliver incremental $30 million in annual volume. Regain
ed trust on the threatened account and retained $40 million in existing annual v
olume.
Identified an opportunity to convert lost revenue from a key account not accepti
ng foreign card transactions. Presented and sold in a new platform to accommoda
te multiple currencies. RESULTS: Projected to generate $10 million in addition
al annual volume.
Built a solid team of six successful business development managers in six months
. Recruited, hired, trained, and developed managers prepared for quick ramp up a
nd poised for successful year of selling. Conducted extensive individual coachin
g in the field. Targeted and signed six of the largest regional acquisition pros
pects. Worked extensively with managers to strategize, negotiate, and sell top p
rospects on the value of company's services. RESULTS: Accounts delivered $50M i
n net new volume. Two managers were ranked in the top 15 nationally the first y
ear. District led the country in non-prorated, net new booked volume, achieving
129% of goal and signing 290 new prospects (124% of goal) during a very challeng
ing economic period.
Managed a $700 million portfolio of both regional and national B2B and B2C accou
nts in two major markets. Negotiated and delivered a reduction in sponsorship fu
nding for a major state association while selling and securing a two-year partne
rship agreement. RESULTS: Significantly increased card acceptance and customer
awareness, generating a 90% increase in volume in one year. Grew total portfoli
o volume by 125% annually for three consecutive years. Received corporate Most
Valuable Player award.
Turned around service cancellation threat from major sports team. Worked with C-
level executives to resell the value of card services and eliminate preference c
ampaign. Conducted extensive market research, information insights, and custome
r demographics analysis. Developed a strategy to create a win/win partnership.
RESULTS: Secured a strong merchant partnership, saving $20 million in ongoing v
olume.
Recognized with highly coveted corporate Sales Excellence award six times over 1
5 years. RESULTS: Achieved top 5% annual ranking for delivering best revenue,
profitability and leadership across all managers in the country.

PROFESSIONAL EXPERIENCE
American Express, San Antonio, TX 1986 - 2010
National Manager, B2B, Merchant Services, U.S. 2010
Regional Director, Business Development, Merchant Services, U.S. 2008 - 2009
Manager, Account Development, Establishment Services, U.S. 2005 - 2008
District Sales Manager, Establishment Services, U.S. 2001 - 2004
Manager, Market Development, Establishment Services, U.S. 1992 - 2001
District Sales Manager, Establishment Services, U.S. 1991 - 1992
Account Executive, Establishment Services, U.S. 1989 - 1991
Territory Manager, Establishment Services, U.S. 1986 - 1989
Quaker oats, Louisville, KY 1985 - 1986
Account Representative

EDUCATION
Bachelor of Science, Business Administration, Miami University, Oxford, OH
Recipient, Full Athletic Scholarship - Tennis; Academic All-American

INDUSTRY LEADERSHIP
Former Board Member, Texas Restaurant Association, Austin, TX
Former Board Member, San Antonio Restaurant Association, San Antonio, TX
Former Board Member, San Antonio New World Wine Festival, San Antonio, TX
Former Education Committee Member, Texas Hotel and Lodging Association, Austin,
TX