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| Senior CRM Consultant | | | Ref. Number: | CRM11344 | | |
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| Personal Information |
| Personal Profile: | QUALIFICATIONS SUMMARY
Experience includes over twenty years in the Financial Services and CRM Industries, with overlapping spans of ten years in Executive and Sales Management, ten years in Consulting and fifteen years in Business Development. Expertise in building and developing new lines of business or small enterprises in short order. Successful track record of accomplishment in developing or expanding sales organizations. Significant experience with integrating newly merged companies. Excellent written, oral, interpersonal and communication skills. Regularly utilized as main presenter to largest prospects, clients and events. Technologically well versed.
SUCCESSES
Built a Broker/Dealer and a Mutual Fund Company within a Bank from ground zero into a $50 million a year revenue business on a 38% EBITA with nearly $4 billion in assets in less than 6 years, managing upwards of 100 in staff (Midlantic Bank).
Founded and subsequently sold Financial Services based CRM software company (Business BriefCase).
Turned around a stagnant Outsourcing Service Providers Financial Services Division of a FORTUNE 500 company targeting the Mutual Fund Industry. Division had previously grown only $2 million in revenues in 8 years. Subsequently, division grew organically $20 million annually after only 4 years utilizing a highly customized, hosted CRM based product line targeting the Financial Services vertical (ACS).
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| Education: | Bachelor Degree |
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| Current Position |
| Current Job Title: | Senior CRM Consultant |
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| Current Location: | Philadelphia |
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| Preferred Position |
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| Preferred Location: | East Coast, USA |
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| Preferred Salary: | >100,000 $ |
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| Education | B.S., Business Administration & Management, 5/89
Montclair State University, NJ
GPA: 3.6
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| Working Experience | 12/04 - President, DiLaura Development, LLC - Philadelphia, PA
Consultant to financial service companies on sales automation, CRM solutions and incentive compensation plans.
Defined and reengineered sales processes, aligned sales goals to compensation plans & conducted compliance audits.
Conducted CRM vendor searches, designed application interfaces and defined data requirements, supervised implementation and conducted end user training for large, international financial services company implementing and training 3,000 users worldwide.
Published Financial Services Cost of Sales Competitive Intelligence Study evaluating the top 25 Investment Companys live compensation plans against a standardized data set of actual Financial Advisor production figures for accurate cost of sales comparative analysis.
12/00-12/04 Senior Vice President, Affiliated Computer Services (FORTUNE 500) New York, NY
Recruited, hired, trained and supervised sales, marketing, customer service and technology teams.
Presented at all conferences and trade shows and was main presenter on all large deals.
Personally sold > 50% of all new revenues including the companys top 5 deals, one totaled $12 million over 5 years.
Division grew organically from $4 million to $20 million in annual revenues with better than 20% margin.
Headed M&A Search and Due Diligence team for division. Brought in 3 deals totaling $55 million in revenues.
Charged with developing a new line of CRM products and services focused on Mutual Fund Industry.
By 4th year, considered industry leader in Sales Reporting & CRM Services to Mutual Fund Industry in U.S.
Created comprehensive business plan including; strategies, tactics, processes, competition, & economics.
Created all marketing materials including strategy, positioning, graphics and copy.
Negotiated all vendor contracts and managed all research with customers in defining automation needs.
Created design documentation for developers and accurately estimated development costs.
Supervised development of new CRM products and services targeting the Mutual Fund Industrys three main segments; Broker/Dealer Channel, Investment Advisor Channel and the No-Load Direct Channel.
Expanded data consolidation, cleansing and reporting of Transfer Agency, Omnibus, Variable Annuity, Managed Account, Supermarket, Retirement Plan and Institutional into a single database repository and ported to CRM.
Expanded report layouts including Purchases, Redemptions, Net and AUM by Firm, Branch and Rep into CRM.
Expanded product reports by type, share class, territory, big ticket, rankings, trend analysis into CRM.
Expanded fulfillment and a comprehensive integrated tool linked to all fulfillment vendors into CRM.
Defined testing and soaking criteria, created application certification process and implementation process.
Managed and prioritized new system enhancements and system defects for repair and re-deployment.
Created prospect database, defined sales territories, goals, objectives, tactics, processes & procedures.
Set all product and service pricing with both direct and wholesale channels.
10/96-12/00 President, Business BriefCase, LLC - West Chester, PA
Software Division
Founded and financed company in 1998 and sold company to ACS in December, 2000.
Designed and built vertical CRM software systems targeting the Bank, Brokerage & Mutual Fund Industries.
Created business plan including strategies, tactics, processes, competition, forecasts & economics.
Evaluated the ten largest CRM vendors and rated each on a number of performance & service metrics.
Negotiated all BP vendor contracts and trained all personnel on new technologies.
Created business processes for all departments; sales, marketing, operations, IT and customer service.
Conducted research with customers, potential clients and their staff in defining automation needs.
Created design document defining new requirements and estimating developmental costs.
Recruited, hired, trained and supervised sales, marketing, customer service and technology teams.
Researched and contracted with outsourced development company and supervised development.
Designed infrastructure to support software including data center, monitoring and security tools.
Defined testing criteria and created application certification process and implementation process.
Managed and prioritized new system enhancements and system defects for repair and re-deployment.
Created prospect database, defined sales territories, goals, objectives, tactics, processes & procedures.
Defined all product and service pricing with volume and contract term discounting.
Designed and implemented automated proposal and real-time pipeline reporting systems.
Created all marketing materials including strategy, positioning, graphics and copy.
Presented at all conferences and trade shows and was main presenter on all large deals.
Supervised each client implementation and conducted all end-user training.
Consulting Division
Responsible for all consultant sales, work flow analysis and solution delivery.
Conducted compliance audits and set policies and procedures for Bank Broker/Dealers and Insurance Agencies.
Evaluated B/D Operations and streamlined workflow for small to medium sized B/D Operation Departments.
Conducted economic comparative analysis of Fully Disclosed B/D vs. Self Clearing B/D Operations.
Published national study on incentive compensation plans for Financial Services Industry.
Conducted incentive compensation analysis including; review, adherence, efficiency and redesign.
Provided CRM vendor search, product design, development, testing, documentation, project management, end-user training and support services to various industries on CRM systems.
Initiated numerous Financial Services Industry studies including; Market & Wallet Share Analysis, Consumer Segmentation & Life Cycle Analysis, Sales Methodologies & Operational Efficiency.
9/89-10/96 Managing Director, Midlantic Bank Financial Service Co., Edison, NJ
Started a 15 fund family from ground zero and funded it with $2 billion from bank trust fund asset conversions.
Started a Section 20 Broker/Dealer & separate insurance agency apart from the Bank but internally operated and managed under the bank holding company.
Created formal business plan for a Retail Bank Brokerage Unit and Mutual Fund Complex.
Designed work flow processes for all departments including sales, operations and compliance.
Recruited, hired and trained staff for all departments managing upwards of 100 employees.
Designed software, hired developers and supervised software development to support sales, operations and compliance which increased productivity 53% in its first 8 months. This was absolutely the key to our success.
B/D grew to more than $500 million in annual sales with a 38% net margin by its third year.
Mutual Fund assets grew an additional $4 billion by year six and Agency income grew to more than $1 million.
Received national Top 10 ranking from Industry in 1992 and 1993 for revenue and profitability.
Received Prophet Market Award of Excellence in 1992 & 1993 for both customer service and compliance.
As of 2006, still the only bank ever ranked in Top 10 in four categories simultaneously.
12/86-9/89 Investment Manager, Anchor Bank, Elmwood Park, NJ
First licensed broker ever hired by a bank in the state of NJ.
Developed customer base totaling @$30 million in assets by year two with average ticket of @$50,000.
Received the Top Broker Award in 1987 and 1988 within Bank and ranked in the top 40 of 1,500 brokers nationwide in 1987 and 1988.
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