Director--New Business Development at Access to Money / Cardtronics, Inc.
March 2011 - April 2012 | Haverhill, Massachusetts
Access to Money, Inc. is one of the largest providers and non-bank operators of ATMs in the United States. With approximately 10,700 terminals under contract, its customers range from national specialty stores, retailers and credit unions to individual convenience stores, and are located throughout all 50 states. Access to Money was purchased by Cardtronics in November 2011.
Working out of virtual office, responsible for establishing and building New England territory from ground up. Focused on selling turn-key outsourced ATM Fleet Management & ATM Branding solutions to fit unique needs of Community Banks and Credit Unions within territory. Conducted Market Analysis and developed Account Penetration Strategies. Maintained extensive network of C-Level contacts within territory, especially within Credit Unions through Credit Union League and local Chapter activities. Secured initial FI customers in territory.
Vice President--Channels at Wincor Nixdorf
July 2009 - February 2011 | Haverhill, Massachusetts
Wincor Nixdorf is one of the world's leading providers of IT solutions and services to retailers and retail banking. Wincor Nixdorf offers consulting and associated services centered around optimizing business processes at banks and retail companies.
Charged with reorganizing Tier III sales channel within the organization. Managed nationwide Reseller Channel of approximately 20 VARs with 2 senior sales representatives & 1 operations/project management direct reports. Simultaneously built Tier 3 direct sales organization in 5 major US markets. Continuously met profit and revenue goals of organization.
Director of US Sales--Banking Division at Wincor Nixdorf
October 2006 - June 2009 | Haverhill, Massachusetts
Responsible for Order and Revenue generation of Wincor Nixdorf US Banking Division, while insuring EBITA and Accounts Receivable goals of the Division and Organization are met. Successfully built US sales organization from 4 to 26 personnel in 18-month period while simultaneously exceeding organization’s order and revenue targets. Achieved year-to-year (Fiscal Year 05/06 to 06/07) Order and Revenue growth of 84%. Achieved year-to-year (Fiscal Year 06/07 to 07/08) Order and Revenue growth of 49%. Achieved year-to-year (Fiscal Year 07/08 to 08/09) Order and Revenue growth of 80%.
Instrumental in maintaining and securing Tier 1 Bank customers such as Wells Fargo, J.P. Morgan Chase, US Bank, & Bank of America. Managed US Banking Division Sales Team which includes Strategic Account Executives calling on Tier 1 Financial Institutions, Territory Account Managers calling on Mid-Level Financial Institutions, Reseller Channel Managers calling on Small Financial Institutions, ISO Channel Manager calling on ISO’s and non-traditional deployers, and Sales Operations staff. Managed Product Management Group. Managed successful implementation and rollout of Salesforce.com and attended Karass Effective Negotiation Seminar.
Business Manager--US Banking Division & North American Strategic Account Manager at Wincor Nixdorf
October 2003 - September 2006 | Tyngsboro, Massachusetts
Managed Channel Sales and Overall Relationship of Wincor Nixdorf’s Global Partner, IBM, within North American territory. IBM Canada was Wincor Nixdorf’s sole reseller within Canada and IBM US was the primary reseller within the United States.
Coordinated and managed ATM hardware and software business requirements for customers within the Wincor Nixdorf US Banking Division. Responsible for identifying opportunities that best utilized the Banking Division infrastructure while meeting customer requirements.
Developed customer pricing strategy, negotiated and wrote contracts and statements of work, and acted as lead for organization on matters of contract implementation and interpretation. Developed and maintained strategic relationships with 3rd party vendors.
Acted as Executive Project Manager for major software integration at a US Top 5 Financial Institution in response to Check 21/Imaging needs of the FI.
Acting as Executive Project Manager, designed and implemented plan for US Banking Division Process Mapping and Analysis Project . Successfully oversaw integration of Wincor AutoTell organization into “new” parent company, Wincor Nixdorf, Inc. Attended Miller Heiman Strategic Selling Seminar.
Vice President--Sales & Marketing at Wincor Autotell
April 2001 - September 2003 | Tyngsboro, Massachusetts
Wincor AutoTell specialized in the development of applications and complementary management tools for the domestic and international self-service industries. In addition to software development services, Wincor AutoTell provided support and services to Wincor Nixdorf customers in the Western Hemisphere. Planned and directed all aspects of Wincor AutoTell’s sales and marketing policies, objectives, and initiatives. Responsible for ensuring maximum sales volume of Wincor AutoTell’s products and services by developing strategic and tactical direction of the sales and marketing department, including hiring, training, and managing staff. Managed sales and marketing budget. Managed existing accounts and channels and developed new opportunities within those accounts and channels. Increased Revenue by 35% from 2002 to 2003 while contributing to EBITA increase in same period of 200%. Responsibilities also included pricing, authoring of all contracts and statements of work, and management of accounts receivable/collections.
President / E-Commerce Entrepreneur at Maneen Enterprises Worldwide
January 2000 - July 2002 | Saratoga Springs, New York
Maneen Enterprises Worldwide (Former URL: www.juniorsword.com)Responsibilities/Accomplishments: *Independently conceptualized, developed, promoted, and launched working E-Commerce Website. *Took a business concept, used self-teaching methods to learn and master web development software, and then constructed site. *Negotiated contracts and set up working relationships with Internet Service Provider (ISP), Web Hosting Company, Front-end Credit Card Processors, and Bank. *Managed Advertising Budget and implemented integrated advertising campaign using traditional print, online banners, business trade-in-kind, website affiliation programs, and state of the art search engine submission techniques.
*Site sold informational content through subscriptions, as well as merchandise through an e-commerce shopping cart. Daily activities included updating of site content, printing and distribution of âinformational contentâ through traditional means, and fulfillment of merchandise orders. *Accomplished this while maintaining full time position at USPS. Activities were accomplished and completed primarily during hours of 6 PM â 2 AM, Monday-Friday. Started Development Phase approximately April 1, 2000. Formally went live on June 30, 2000. Formally taken off-line June 30, 2002 to devote full efforts to Wincor AutoTell position.
Tactical Marketing & Sales Development--Sales Specialist at United States Postal Service
January 1998 - March 2001 | Washington, DC
The United States Postal Service is an independent establishment of the Executive Branch of the United States Government. It operates in a businesslike way. The Sales Organization within the USPS is charged with assisting business customers in their use of the Postal Service while facilitating growth of USPS business.
Responsibilities/Accomplishments: *Responsible for new business development of Package Services Products within National Accounts or high potential non-national single or multi-site locations. Comprehensive experience with web start-ups and e-commerce. Extensive internet prospecting experience. *Consistently met new business revenue generation goals. *Selling to VITO (Very Important Top Officer) Certified Trainer. Responsible for administration of and conducting of training for entire USPS Northeast Region Sales Force personnel.
National Account Executive at United Parcel Service
January 1996 - December 1997 | Latham, New York
UPS is the world's largest package delivery company and a global leader in supply chain services, offering an extensive range of options for synchronizing the movement of goods, information and funds. UPS serves more than 200 countries and territories worldwide.
Responsibilities/Accomplishments: *Manage and execute National Accounts sales and service strategies and activities in Upstate NY District. *Consistently met revenue and incentive management goals through retention and penetration in assigned accounts. *SPIN Selling Certified.
Hundredweight Account Executive at United Parcel Service
July 1993 - December 1995 | Latham, New York
Responsibilities/Accomplishments: *Responsible for sales revenue growth of UPS CWT Service for territory comprising eastern one-third of New York State. *Personally secured over $1 million in new business revenue in 1994.
Terminal Manager at Central Transport
February 1993 - June 1993 | White Plains, New York & Newburgh, New York
Central Transport is a multi-modal transportation conglomerate with a network of 150 service centers in 40 states, Canada, and Mexico; along with affiliated companies in logistics, freight forwarding, brokerage and real estate. Central Transport provides transportation services to 98% of the major manufacturing markets in the US, Canada, and Mexico.
Responsibilities/Accomplishments: *Oversee and direct LTL (less than truckload) operations and sales for White Plains, NY and Newburgh, NY territories. Managed 2 terminals. *Accountable for P & L and sales budget.
Account Executive at Central Transport
January 1991 - May 1993 | Durham, North Carolina
Responsibilities/Accomplishments: *Responsible for sales revenue growth for Raleigh-Durham, NC territory. *Increased sales revenue by 104 percent in 1991/92 and 110 percent in 1992/93.
Account Executive at P.I.E. Nationwide
February 1990 - December 1990 | Raleigh, North Carolina
P.I.E. Nationwide was a provider of Truckload (TL) and Less than Truckload (LTL) transportation services.
Responsibilities/Accomplishments: *Managed sales territory for Raleigh, NC and surrounding area. *Continuously met inbound and outbound quotas. *Named Region Sales Rep of Month May 1990.
Operations Supervisor at P.I.E. Nationwide
January 1989 - January 1990 | Raleigh, North Carolina
Responsibilities/Accomplishments: *Responsible for all aspects of terminal operations.
*Supervised office personnel, pick-up and delivery drivers, dock workers, and hostling personnel numbering up to 15 daily.
Sales Manager at Orkin Pest Control
January 1988 - December 1988 | Raleigh, North Carolina
Orkin is a provider of essential pest control services and protection against termite damage, rodents and insects in North America. With more than 400 locations, Orkin employs nearly 8,000 individuals in the United States and Canada who serve approximately 1.6 million customers.
Responsibilities/Accomplishments: *Supervised and trained sales force of up to 12 personnel in direct marketing of pest control, termite control, and moisture control to commercial and residential customers.
Non-Commissioned Officer at US Army
October 1983 - November 1987 | Fort Bragg, North Carolina
US Army Non-Commissioned Officer (SGT/E-5)
*Psychological Operations Specialist
*Chinese Mandarin Interpreter-Interrogator
*Airborne Jumpmaster Qualified
Regional Sales Manager at MagTek
August 2012 - October 2012 | Marblehead, MA
Since 1972, MagTek has been a leading manufacturer of electronic devices for cards, checks and PINs. Today, MagTek leverages strong encryption, tokenization, real-time authentication and dynamic transaction data using MagneSafe enabled products. Products include secure card reader authenticators, small document scanners, PIN pads and card personalization and issuance systems.
Responsible for Sales to Financial Institutions in the Northeast US. States covered include New York, New Jersey, Connecticut, Massachusetts, Rhode Island, Vermont, New Hampshire, and Maine.