STRATEGIC ACCOUNT DEVELOPER AND RELATIONSHIP BUILDER
' 317.414.8547 | * [email protected] www.randy-‐martin.com |
www.linkedin.com/pub/randy-‐martin-‐mba
Currently reside in Carmel, IN. Open to domestic business travel.
S T R A T E G I C A C C O U N T D E V E L O P E R A N D R E L A T I O N S H I P B U I L D E R inciting breakthrough revenue growth by securing new business opportunities and producing satisfied clients e x e c u t i v e s u m m a r y Target-‐driven, MBA-‐credentialed senior account executive with strong financial discipline, operational insight, B2B/B2C solutions sales leadership and verifiable results in c-‐level national account management for Fortune 500s. Accustomed to pioneering business building visions with CEOs and directors in national account management positions while developing strategic partnerships and gaining customer loyalty with c-‐suite, operations and management executives in diverse markets and geographies. Technically astute, adept at gaining quick insight to new systems and business areas to prompt immediate impact on solution sales. Proven success in branding and marketing, launching and promoting products and services for startup, turnaround and growth-‐focused entities that raise corporate profiles and credibility industry wide. Inspiring, lead-‐ from-‐the-‐front manager advocating initiative, accountability, quality and superior client service.
c r i t i c a l s k i l l s e t
• Strategic Business Planning • New Business Development
• Consultative/Value-‐Added Sales • Sales Force Empowerment • Brand Building/Marketing Communications • Client Training/Knowledge Sharing
• Product Launches/Management
• Enterprise Account Acquisition
• High-‐Stakes Negotiations
• P&L Accountability
• Partnership/Channel Development
• Operational Troubleshooting
p r o f e s s i o n a l e m p l o y m e n t h i s t o r y
NATIONAL ACCOUNT MANAGER Forethought
2006–Present Initially hired by EVP of $6B company as an account executive to sell big ticket solutions to 30+ independent businesses and third party agencies. Selected for 4-‐member taskforce to assess client needs on 20+ key accounts and determine viability of forthcoming channel program prior to launch. Identifying revenue opportunities to reverse flat-‐lining sales, persuaded senior leadership to pursue development of new line of business that now produces $100M in annual premiums. Accepted national-‐level leadership promotion to build channel business from scratch, holding authority over $500M sales channel while minimizing costs and spurring bottom-‐line growth. • Sparked demand, grew portfolio 50%+ prior to launch and prompted seismic revenue growth of $2B in 6 years by expanding brand footprint with 20+ independent marketing organizations and 42 financial agencies, along with network of 18,000+ distributors. • Eclipsed sales of earlier flagship product line by spearheading introduction of new channel geared to needs of evolving market while designing solutions to overcome prevalent market challenges since 2009: Year 2007 2008 2009 2010 2011 Sales $177M $376M $568M $493M $510M
Programmed, processed, engineered, system, systemized, surveyed, converted, analyzed, examined ,operated, transmitted, synthesized, software, information technology, technical, technology, social m edia, text m essaging, information systems, outside sales , proven relationships, interactive marketing, M S Office, telemarketing, telesales, sound decision making, Negotiation Operations M anagement Process Development Public Speaking Process Improvement Scheduling Strategic Planning Hiring and training employees Adaptable Ambitious Career-‐Oriented Creative Committed Detailed Oriented Strong W ork Ethic Persistent Goal Oriented Experienced Knowledgeable Listening Time m anagement Successful Results Driven Recruitment and Selection Team Player Trustworthy Expert Focused Outgoing Motivating Problem Solver Honest Proven Performer Project M anagement Talented Personable Persuasive Responsible High Performing Energetic Internet research Record M anagement Selling Ideas or products Conflict Resolution Customer Service Debt Collection Operations Support Skilled Reliable Self Starter Versatile Innovative Flexible Dependable Determined Organized Muliti-‐Talented Budget M anagement Communication – written and verbal Quality Assurance
• Boosted product sales 30% YoY by generating 200-‐300 new leads per week via face-‐to-‐face field visits and facilitation of sales training programs, personally delivering 75+ product knowledge and sales technique workshops per year for large groups of up to 200+ attendees. • Catalyzed rapid sales growth with B2B and B2C customers by leveraging email, social media and mobile marketing capabilities of ExactTarget platform and exploiting GoToWebinar capabilities to recruit and educate distributors on sales closing strategies for new products. RANDY MARTIN | Page 1 of 2
SENIOR INTERNAL WHOLESALER One America/America United Life
2006 Recruited by division VP of $25B company to boost sales performance and regional brand visibility for diverse suite of products. Originated and circulated sales and marketing program to build a large independent dealer network, simultaneously pursuing and training agents in person to expand distribution channel. • Increased sales 20% in first 6 months by expanding reach and acquiring ~50 new accounts, magnifying sales 50% by year end. • Exploited opportunity to fuel sales with launch of welcome program for new accounts, later implemented as company gold standard for distribution across all channels. Conseco Insurance Company 1996–2006
ACTUARIAL ASSISTANT, 2004–2006 Chosen by Actuary of key business unit to help minimize prevailing financial losses. Quickly and confidently applied analytical skills to assess portfolio risk, along with insight to marketing communications and newly gained MBA credentials to affect positive change.
• Earned #1 ranking in 2003 according to profitability guidelines, reducing cost envelope by
streamlining and prioritizing workflow to realize faster claims processing times for rate increase filings. Decreased overall loss ratio 30% for 2 consecutive years. • Improved total profitability 25% and abridged rate increase processing time by half with new automated rerate filing process. SENIOR MARKETING ASSOCIATE, 1996–2004 Engaged by division VP to combat declining sales and create broader presence in highly competitive New York market. Realized uninterrupted double-‐digit production increases by executing sales and partner recruitment programs. Outlined partner-‐specific marketing strategy and forged business partnerships with marketing firms.
• Grew sales 400% and volume of accounts 10% per year during tenure managing and optimizing portfolio of B2B products.
• Stimulated profitability by introducing sales incentive programs, analyzing debt for
business partners and training on sales techniques and cross-‐selling opportunities. SUPERVISOR, PREMIUM ADMINISTRATION, 1996–1999 Promoted after only 3 months in service to turn around lagging business performance while managing and improving efficiency of 17 staff.
• Repositioned previously floundering unit to lowest number of policies with lowest premiums applied, from millions down to 100,000, on $400M portfolio.
• Increased efficiency across 3 lines of business by streamlining technology systems and promoting 3 staff to team leaders, saving $30K per month despite payroll increases.
e a r l i e r c a r e e r h i s t o r y RESTAURANT GENERAL MANAGER
10+ years
Rose through the ranks to assume helm of 130-‐seat chain restaurant and manage 85 personnel, positioning store as training site for up-‐and-‐coming managers based on lowest national staff attrition, less than 10% annual turnover. Named “turnaround expert” for repeatedly salvaging stores with declining performance. Won consecutive Manager of the Year awards for raising sales 50%+ and bottom-‐line profit 37%. Lifted annualized sales 115% and averaged 35%+ sales increase another 3 years while trimming food costs 25% for 4 successive years to improve profitability.
e d u c a t i o n a n d p r o f e s s i o n a l d e v e l o p m e n t • M.B.A., Indiana State University • B.S. in Computer Information Systems, specializing in Operations and Systems Management, Indiana University • Fellow, Life Management Institute (FLMI) Professional Management Designation: covers insurance, finance, marketing, law, information systems, accounting, management and employee benefits.
RANDY MARTIN | Page 2 of 2
