Michael D. Mancini
Output Technology Solutions, Marketing Services Group
Vice President, Sales
As Vice President of Sales, managed the sales and marketing efforts of this $65 million division of OTS (14 direct reports, including Directors of Strategic Accounts, Strategic Account Managers and Marketing personnel). Reported directly to the Division President and served on the Executive Committee, which managed overall division P&L.
During three-year tenure annual revenue grew 225%, from $29 million at year-end 1997 to $65 million at year-end 2000. Developed and deployed a strategic plan that increased gross margins over 300% during this same period, from 16% to 49%.
Managed the development and implementation of division sales and marketing plan, including coordination of an outside advertising agency with internal corporate marketing activities. Also managed the collection and interpretation of competitive intelligence and formulated subsequent action plans.
Clients: Alliance Capital, Dreyfus Corporation, The Vanguard Group, Allstate Insurance, TIAA-CREF, T. Rowe Price, Invesco, Agilent Technologies, Enterprise Funds
First Data Solutions, Inc. (Formerly Donnelley Marketing)
As Account Executive, provided sales representation for the Financial Marketing Services division of this international information services company and produced $4 million in revenue in the first 12 months.
Services provided included custom mainframe database development and management, list rental fulfillment, merge/purge and postal presort, NCOA processing and compiled file offerings such as the national DQI2 file, the Shareforce Questionnaire file and the Hogan Public Records. Also provided custom model development for response, risk and other credit performance tools.
Clients: Norwest Bank; Bank One; First Banks; Metris Companies; Union Federal Savings Bank; Hospitality Franchise Systems; FISI Madison Financial; Northwestern Mutual Life Insurance, Metropolitan Life Insurance; Mutual of Omaha Companies
John H. Harland Company
Regional Vice President
Managed the central region (a 17 state area) direct marketing sales efforts for this international financial services marketing company. Responsible for $10 million in revenue the first year with five direct reports and 75 indirect reports which include two market sectors; national and community financial institutions.
Services provided to financial institution clients included the sale and installation of decision support software (MCIF systems, both PC and mainframe based), marketing consulting services, direct mail production with internal and external resources, telemarketing (inbound and outbound) and a variety of other consulting services such as customer profitability analysis.
Clients: First Chicago Bank; Norwest Bank; Bank One; Fifth Third Bank; Discover Card; First Banks; Household Finance
Johnson & Quin, Inc.
Director of National Accounts
Directed and managed the daily activity of sales, account service and purchasing personnel for this direct mail production company, including five direct reports and eight indirect reports consisting of Sales Executives, a Manager of Account Services, Account Supervisors, Account Service Representatives and Production Buyers.
Services provided included pre-press, printing (cut-sheet and continuous), data processing, laser personalization (both cut-sheet and continuous), bindery and lettershop. Served approximately 35 clients with annual revenue of $10 million. Started my tenure in June of 1994 with sales at $1.5 million and finished the year with $5 million in revenue. Finished second full year at $10 million in revenue.
Clients: Bank One; Nordstrom; Bank of America; Household Credit Services; Helzberg Diamonds; Mitsubishi Consumer Electronics; Norwest Bank; Household Finance; W. W. Grainger; Providian; Leo Burnett Company
The Equity Companies
Des Plaines, Illinois
Executive Vice President
After merging LF&M Network with this financial services consulting concern, served on the Board of Directors and Executive Committee. Participated in overall company management including legal and financial issues with primary responsibilities centered around new business development and management of all client service activities.
Assisted financial institution clients in developing opportunities for additional fee income through review and improvement of current insurance programs or the development of new insurance programs. Implementation services involved insurance program design, underwriting insurance company reviews, insurance company negotiation, initial and ongoing sales training and marketing planning and execution.
Also provided other financial marketing services such as customer analysis, marketing planning, creative development, print production services, marketing database (MCIF) development and support, software prototyping and promotional analysis.
Clients: Farm Credit Banks of St. Louis; AgriBank, FCB; Systematics, Inc. (various clients); Farm Credit Bank of Springfield; Farm Credit Bank of Wichita
Co-founded this consulting group specializing in financial services marketing. Worked with financial institutions to formulate annual marketing budgets. Developed and implemented strategic marketing plans including design and production of direct marketing efforts (direct mail, point-of-sale and telemarketing).
Also worked with clients in researching sources for marketing database software packages (MCIF's) and in implementation of internal marketing information data processing capabilities. Developed household profitability models and lifetime value of current customers and ongoing new customer acquisition efforts.
Clients: Kemper Financial Services; Motorola; Discover Card; Republic Capital Bank; North Shore Bank
North American Communications
Sold and managed the production of direct marketing projects for clients throughout the country. Developed direct mail test concepts, formulated innovative copy and graphic approaches aimed at production savings and response enhancement. Coordinated efforts of external creative resources (copywriters and designers) and internal production personnel (printing, data processing and lettershop managers) to develop client presentations and detailed cost proposals.
Clients: The Signature Group; Rand McNally; Signet Bank; First Omni Bank
Wiland Services, Inc.
Chicago, Illinois and Fredericksburg, Virginia
Sales Executive Account Executive
May, 1985 June, 1983
July, 1983 May, 1979
As Sales Executive, opened a Chicago-based sales office for this direct marketing data processing service bureau and produced $2 million in revenue in the first 18 months. Services included database development and management, list rental fulfillment, merge/purge and postal presort.
Responsibilities as an Account Executive included the day-to-day account service for several large political/charitable fundraisers and commercial direct marketers, communicating client needs to internal data processing personnel. Also worked closely with sales staff in preparation of presentation materials used to expand services to solidify relationships with established clients. Provided clients with donor database development and management, merge/purge and postal presort processing for external prospecting lists.
Clients: Foster & Gallagher, Inc.; Meredith Corporation; Montgomery Ward; Magazine Marketplace, Inc.; Republican National Committee; National Republican Congressional Committee; National Wildlife Federation; National Liberty Insurance; Credit Card Service Bureau
Virginia Commonwealth University, Richmond, Virginia
Major: Marketing, 1979