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GartnerSenior Account Executive, Large Enterprise - Finance Practice
Nov. 2018Providence, Rhode Island
American ExpressAccount Development Manager
Jan. 2017Providence, Rhode Island AreaResponsible for deepening strategic account relationships and growing the corporate payments spend in a portfolio of 11 multi-national accounts in the New England area. Proactively provide expertise on policies, benchmarking, and recommendations to optimize programs, reduce costs and drive efficiencies for clients.
American ExpressSenior Client Manager
Aug. 2016Greater New York City AreaOwnership of portfolio of 76 B2B and B2C merchants representing over $580MM in annual charge volume. Additional Responsibilities Include:
• Establish mutually beneficial and profitable relationships across portfolio
• Articulating premium value and maximized benefits of American Express acceptance • Deepen customer relationships to effectively sell-in value across multiple layers of the client organization
• Work with internal partners to implement solutions to drive new initiatives to increase share
American ExpressSenior Manager, Sales Channel Management
Oct. 2012 - Aug. 2016Greater New York City AreaResponsible for managing and optimizing the B2B lead pipeline via various sales channels including merchant acquisition, client management and telesales. Ownership of the performance of an outbound telesales force of 20+ agents and a budget of $1.8M. Additional Responsibilities Include:
• Capacity forecasting, training, reporting, performance tracking and incentive planning
• Developing strategies to maximize close rates and reduce cycle time for B2B merchant leads across various sales channels
• End-to-end P&L ownership • Ongoing program tracking and reporting
American ExpressManager, Field Effectiveness
Jun. 2010 - Oct. 2012Responsible for developing and implementing highly strategic business initiatives to target the global sales and account development field organization’s success. Create and execute plans for stakeholder communication, leadership alignment, and training. Leverage project management techniques to prioritize efforts and ensure high-quality execution in a dynamically changing environment. Closely collaborate with senior leaders, internal business partners and subject matter experts to analyze and deliver against performance improvement opportunities. Key Accomplishments:
• Led a cross-functional team to develop and launch an integrated value message to demonstrate the dynamic and global service offering which led to a 20% year over year increase in charge volume
• Coordinated the development and implementation of comprehensive competitive analysis fact sheets to four sales and account development segments, approximately 1200 individuals, who required training and additional tools to assist in combatting fierce competitive threats
• Spearheaded the development and implementation comprehensive role charters to clearly outline the expectations of the global account development organization which led to increased alignment between the field and senior leaders, more effective recruiting practices, and decreased voluntary attrition
Veritas PrepHead Consultant
Sep. 2008Providence, Rhode Island Area
DeloitteSenior Consultant
Jan. 2008 - Dec. 2010Led a team of 2-6 consultants to assist senior executives in using organization perspectives and methods to execute business strategies, improve operations and performance, and optimize roles and responsibilities. Key Accomplishments:
National sales force CRM technology integration
• Developed and coordinated the delivery of a training strategy to 1,000 end users in six locations throughout the US • Coordinated the training support process and created self-help processes for end users
• Managed the development of a project intranet site to host all key project dates, announcements and documents
• Conducted stakeholder analysis to identify impacted stakeholder groups, assess the level of impact and needs for necessary training, communication, work force transition and enrollment activities
• Developed a CRM Readiness Survey to assess the current level of support and understanding of the new CRM platform including information needs and communication delivery preferences
Project management office for emerging global sales technology offering
• Acted as the liaison between client and third-party product development team to gather and document product requirements • Developed marketing materials to detail the features and functionality of the tool for use in sales pursuits • Developed training materials for administrators and end-users
Columbia Business SchoolMBA 2008
Aug. 2006 - Dec. 2008
PfizerSales Representative
Jul. 2003 - Aug. 2006Managed $3.9 million territory with a customer base of 350 physicians including one hospital and five outpatient clinics. Key Accomplishments:
• Quota attainment exceeded 105% each year
• Maximized return on investment for medical speaker programs and educational sessions
• Weekly sales increased 15% after each program, compared to 6% national average
• Secured $750,000 hospital formulary addition after 6 months, compared to 1.5 year regional average
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