Results-driven professional with over 18 years' experience delivering of innovative travel, meeting and shared corporate services solutions. Major strengths include: market development, major account sales, strategic planning, relationship management and asset optimization. Key areas of expertise: Vision, Strategy & Leadership Executive Level Collaboration C-Level Consultative Sales Marketing & Brand Management Solution Design and Deal Construct Team Development & Direction Contract Negotiation & Administration Financial Analysis & Reporting
UPS Leadership School, SPIN Selling, Sogistics Major Account Strategy
ASSOCIATIONS (Current & Past).
691 Society, supporting The East Lake Foundation via The Tour Championship by Coca-Cola.
GBTA, SITE, MPI, PCMA, Atlanta Sports Council.
Integrity ConsultingAtlanta, GAPrincipal Consultant01/2009 to Current
focused on market strategy, direct sales, relationship management & project execution.
Clients include: PGA Tour Experiences, Farm Bureau, Lenos Software, Infor, Axiom Incentive Solutions & Green to Grocer.
Worked closely with business owners and senior executives on sales strategy, market positioning and channel development.
Led direct sales pursuits with corporate accounts and initiated new partner relationships.
Leveraged industry relationships and employed aggressive sales tactics to increase market presence, develop solid pipeline of opportunities and close new business.
Contracted over $7 million in new revenue.
Developed unique client engagement, sponsorship activation & hospitality programs for corporate clients & PGA Tour partners.
Delivered extraordinary experiences for key customers, partners and top performers.
Negotiated deal points and terms of agreement.
Briefed teams on contractual commitments, deliverables, timelines, budgets and integration requirements.
Conducted business reviews and led team debriefs.
EXPERIENT, a MARITZ COMPANYAtlanta, GAVP01/2004 to 01/2008
Leading provider of experiential marketing, performance improvement and customer loyalty solutions.
Responsible for sales/revenue growth, gross margins & client relations with largest corporate clients.
Reported to SVP / CCO.
Led the sales process to win, retain and expand strategic engagements with major clients such as AT&T, Coca-Cola, Alcatel-Lucent, Infor, NCR and Cisco.
Generated over $5 million in new gross profit.
Developed and executed sales strategy and account plans grow portfolio of business.
Cultivated trusted advisor relationships with key stakeholders, identified and closed new business opportunities and negotiated multi-year agreements.
Doubled region revenue in 12 months.
Conducted thorough discovery with client decision-makers, influencers and end-users to understand business objectives, uncover challenges, and define priorities.
Engaged and collaborated with internal resources and SME's to configure, present and implement comprehensive outsourced service solutions.
Led Southeast Region with team members engaged in sales, account management, program operations, accounting & administration.
Coordinated dedicated resources across multiple departments and service locations, including client facilities, to flawlessly deliver hundreds of customer programs.
Implemented SOP's, streamlined processes and aligned resources to meet client needs and exceed service expectations.
Improved net income by more than $1 million in a single budget cycle.
Mentored teams on contractual commitments, SLA's, budget/expense management and technology systems.
Monitored KPI's, consolidated data and reported on performance and financial metrics.
American Express TRSMt. Laurel Atlanta, NJ GARegion Manager01/2003 to 01/2004
Leading provider of travel, meetings and card/payment solutions.
Responsible for key account sales in the SE.
Consulted with Fortune 100 clients to develop and implement enterprise-wide processes to manage major spend categories of travel, meetings and corporate card.
Program savings averaged 12 - 28%.
Sold and implemented global travel, strategic meetings management and corporate payment solutions.
Coordinated cross-functional teams and strategic partners to support client needs and capture new business.
STARCITE/B-THERE.COMWestport Atlanta, CT GAVice President01/2001 to 01/2003
Sales & Account Management Starcite (now Lanyon) is a leading SaaS Solutions Platform for the travel, meetings and hospitality industry.
Recruited to drive corporate sales.
Secured and managed relationships with major accounts and strategic partners.
Executed sales & marketing plan to acquire and grow key accounts.
Maintained personal pipeline of opportunities and managed a team of account executives; increased YOY revenues by more than 250%.
Implemented channel strategy and client support teams to market through strategic partnerships & alliances.
Delivered presentations and technology demonstrations in support of partner firms & agencies.
Conducted discovery and facilitated due diligence meetings with client and partner stakeholders Represented the company at industry events; frequent speaker/panelist and liaison with the press.
BCD TravelAtlanta, GAVice President01/1999 to 01/2001
Member of Management Team providing strategy and direction for Meetings & Incentives division.
Reported to COO.
Maintained personal pipeline of strategic target accounts with revenue opportunity of $5 million or more.
Led the business development process to win, renew and expand Strategic Meeting Management programs with clients such as Goldman Sachs, Citigroup, Bank of America, Eli-Lilly, Pfizer, Schering-Plough and Lucent.
Increased client expenditures under management by more than $75 million.
Collaborated with colleagues in marketing, account management, operations, IT, legal & finance to develop effective market strategies and implement custom technology, service delivery and fulfillment solutions.
Oversaw the sales & marketing strategy.
Led pursuit teams in crafting & delivering winning proposals & presentations.
Coordinated business development efforts with HQ, Global & Regional Operating Divisions.
SELLUTIONS, INCMarietta, GANational Marketing Director01/1996 to 01/1999
Creative agency that produced award-winning marketing, performance improvement and customer loyalty programs.
Assembled internal resources and led cross-functional teams to support client needs 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: Ford, Lexus, Chubb, Cigna, Lennox, Home Depot, Schering-Plough & AGL.
International Sports EventsAtlanta, GADirector of Sales01/1995 to 01/1996
ISE provided access and hospitality at high profile sporting events including: The Masters, Ryder Cup, US Open, Super Bowl, and Final Four.
Responsible for new sales and expanding relationships with established clientele.
Customized hospitality and entertainment strategies for clients at premier sporting events.
Improved client brand awareness by identifying, evaluating and activating sponsorship opportunities.
Increased revenue by more than $1 million during first 8 months.
UNITED PARCEL SERVICEAtlanta, GASenior Account Executive01/1982 to 01/1995