SENIOR Global Account Director Driving Revenue ~ Growing Market Share ~ Increasing Profits ~ Delivering Value Profile & Expertise Client-focused business leader with over 18 years' experience delivering profitable revenue growth in the Travel, Meetings and SaaS Enterprise Software space. Creative problem-solver with proven expertise in account development, consultative sales, strategic planning, relationship management and service excellence. Vision, Strategy & Leadership Executive Level Collaboration Key Account Planning RFP Analysis & Response Proposal Development Sales Strategy & Execution Solution Design & Deal Construct Contract Negotiation Strategic Sourcing Process Analysis & Standardization Program Optimization Supplier/Vendor Management Software Deployment/Integration Travel/Meetings Technologies Financial Analysis & Reporting Travel & Expense Management Partnership Development VOC/Customer Advocacy
Client account management
Principal, 01/2009 to CurrentIntegrity Consulting － Atlanta, GA
Retained consultant focused on strategy, business development, program design & project management.
Clients include: PGA Tour Club, Lenos Software, Infor, Axiom M&I, Farm Bureau, Green2Grocer and Brianza Gardens & Winery.
Leveraged extensive industry relationships and employed aggressive sales tactics to increase product awareness, develop pipeline of opportunities and close new business.
Contracted over $7 million of new revenue.
Developed innovative client engagement, sponsorship activation & hospitality programs for corporate clients & PGA Tour partners.
Delivered memorable experiences for key customers, partners and prospects.
Identified, secured and managed properties and partners to provide program services & value-added benefits that enhanced the customer experience and generated millions of new/incremental revenue.
Negotiated deal points and contract terms.
Briefed teams on program objectives, deliverables, implementation timelines & service expectations.
Oversaw project execution; led team debriefs & business reviews.
National Sales Manager/ VP, 01/2004 to 01/2008EXPERIENT, a MARITZ TRAVEL COMPANY － Atlanta, GA
Leading provider of travel, meeting management, performance improvement & technology solutions.
Responsible for sales, account management, retention & service delivery to global clients with managed spend in excess of $125 million.
Drove sales process to win, implement and manage strategic meeting management programs and special event projects with global clients that included: AT&T, Coca-Cola, Infor, Alcatel-Lucent, Adecco and NCR.
Contracted over $6 million new gross profit in National Sales role.
Established collaborative, trusted-advisor relationships with senior business leaders and key stakeholders (customer-side & internal) to understand business objectives, assess needs and determine key value drivers.
Developed and executed client-specific account plans to grow and manage portfolio of business.
Increased portfolio revenue by 245% in 18 months.
Grew fee-based revenue of major account from $680k to $1.8 million in 16 months.
Managed SE Region/Corporate Services organization with professionals engaged in sales, account management, proposal development, strategic sourcing, project management, accounting & administration.
Implemented SOP's, streamlined processes & aligned resources to meet client needs & service expectations.
Monitored daily operations & KPI's to ensure proper service delivery & adherence to contract terms & SLA's.
Improved average customer satisfaction scores from <60% to="">60%>
Increased net profit by $1 million in single budget cycle.
Provided actionable reporting on program spend, savings, compliance, performance and financial metrics.
Region Manager, 01/2003 to 01/2004American Express TRS － Atlanta, GA NJ
Leading global provider of travel, meetings and corporate payment solutions.
Responsible for key accounts in the SE.
Consulted with Global 200 clients to develop and implement enterprise-wide processes to manage major spend categories of meetings, travel and corporate card.
Captured program savings that averaged 12 - 28%.
Implemented global strategic meetings management solutions and enabling technology.
Coordinated cross-functional teams and strategic partners to capture new business and support customer objectives.
Vice President, 01/2001 to 01/2003STARCITE/B-THERE.COM － Atlanta Westport, GA CT
Sales & Account Management Starcite (Lanyon) is a leading SaaS Solutions Platform & Marketplace for the travel, meetings & hospitality industry.
Developed and delivered compelling proposals, presentations & demos that aligned with customer objectives.
Increased YOY revenues by more than 270%.
Implemented channel strategy & customer support teams to market through strategic partnerships & alliances.
Managed team of Sales & Client Relationship Managers.
Initiated reseller training & certification program.
Provided voice of customer input to drive custom development and overall product enhancements.
Vice President, 01/1999 to 01/2001BCD TRAVEL － Atlanta, GA
Leading global provider of Travel, Meeting, Conference & Facility management solutions.
Member of executive team providing strategy and direction for the Meetings & Incentives division.
Reported directly to Chief Operating Officer.
Drove sales process to secure and implement outsourced strategic meetings management & group travel programs with clients such as Pfizer, Eli-Lilly, Bank of America, Citigroup, Lucent, Goldman Sachs & IBM.
Increased client expenditures under management by more than $75 million.
Led sales pursuit teams in crafting & delivering winning proposals & presentations.
Coordinated business development efforts with HQ, Global & Regional Operating Divisions and TRX.
Collaborated with colleagues in operations, account management, IT, legal, finance & marketing to structure and implement best-in-class service delivery, staffing, pricing and technology solutions.
Managed contract negotiations and oversaw program implementation.
Monitored key performance indicator's to ensure customer satisfaction and performance against contracted service level agreements.
National Marketing Director, 01/1996 to 01/1999SELLUTIONS, INC － Marietta, GA
Creative agency that produced award-winning performance marketing, incentive and customer loyalty programs.
Assembled internal resources and led cross-functional teams to propose, win and execute B2B, B2B2C and B2C marketing and loyalty programs.
Generated over $2 million in new service billings.
Developed and delivered custom incentive programs, product launches & promotional campaigns for a variety of clients including: Lexus, Chubb, Ford, Cigna, Lennox, Home Depot, Schering-Plough & AGL.
Director of Sales, 01/1995 to 01/1996International Sports Events － Atlanta, GA
ISE provided access and hospitality at high profile sporting events including: The Masters, Ryder Cup, US Open, Super Bowl, Final Four & Kentucky Derby.
Responsible for new sales & expanding relationships with established clientele.
Customized hospitality and entertainment strategies for clients at premier sporting events.
Increased revenue by more than $1 million during first 8 months.
Account Executive, Call Center Supervisor & Customer Service Manager, 01/1982 to 01/1995UNITED PARCEL SERVICE － Atlanta, GA