Revenue Growth and Strategy Development

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"Developing a Client Selection Strategy" Published on ACAMSToday.org, a publication of ACAMS © 2016.

"Don't Go Digital Without Understanding the New Business Account Opening Regulations" Published on SmartPayments.com © 2017.

“Five ways to build your business in the COVID-19 environment”  Panelist at the Executive Roundtable.  Hosted by CareerMinds (2020)

“The New FinCEN CDD Rule:  A Dialogue on the Beneficial Ownership Requirement for Customer Due Diligence” Financial Crimes & Compliance Executive Forum (2017)

“Know Your Customer Requirements - Are You Prepared for More Regulatory Scrutiny?” hosted by Treasure Strategies (2015)

“The Future of Big Data and Mobility” sponsored by The Conference Board (March 2012)

1. Developed tools to drive sales strategies in new and under-penetrated markets.  Used data-mining techniques and industry research to identify 22 growth segments. Aligned sales staff to growth segments. Developed tools to define peer group product utilization to identify cross-sell target lists. Partnered with Corporate Bankers to develop cross-selling strategy. Created product usage velocity reports to guide sales teams to higher-impact opportunities.  (Bank of America 2010)
2. Simplified pricing strategy for Merchant Services. Observed multiple pricing events had a negative impact on clients and increased inquiries to the customer support call center. Simplified pricing events by using data to categorize each merchant according to SIC code, average ticket size, and total transaction volume. Stabilized revenue projections and significantly reduced calls to the customer support line from merchants. (Bank of America 2002)
3. Drove global expansion for Cash and Banknotes -- 43% growth in 2011.   Two major competitors forced to exit the Banknotes business due to regulatory violations. Navigated the Risk and Compliance governance committees to alleviate concerns related to operational controls. Developed relationships with Regulators in the US, Europe, and Mexico to dialogue on growth strategy. Instituted Global Operating Committee to monitor operational risk. (Bank of America 2010-2011)
4. Redesigned sales analyst function resulting in 25% capacity gain and improved morale. Developed survey tool to measure variability in the current sales analyst function for 65 FTE. Improved morale by hosting focus groups of sales analysts to gain buy-in for the redesigned function. Developed a new set of competencies for the function with a companion on-line assessment tool to measure who is “ready now,” “ready with training,” and who “does not meet minimum requirements.”   Met with key partner groups to appropriately shift tasks from the sales analyst to other teams. Rewrote end-to-end business processes to drive efficiency for multiple partner groups.  (Bank of America 2011)

1. Coordinated with the product development team to prevent card fraud.  This product utilizes a cell phone's location and compares it to the location of the point of sale device.  When the cell phone is not in the same location, card transactions are blocked thus preventing fraud.  This technology was successfully tested with ten major banks in the US and two international banks.  (Pitney Bowes Financial Services 2013)
2. Revenue growth using location intelligence.  Demonstrated how a financial institution can utilize the customer's cell phone location to push information to the consumer with the nearest ATM and to merchants participating in rewards offers.    This drives revenue by generating additional card transactions.  (Pitney Bowes Financial Services 2013)
3. Developed innovative solution for wire transfers.  Developed a new solution to meet evolving regulations for wholesale payments and cross-border payments.   Designed use cases to measure the effectiveness of address validation for the sender and receiver of wire transfers.  The solution was presented to 11 major banks and the Federal Reserve Board BSA Committee in Washington, DC. (Pitney Bowes Financial Services 2014)
4. Created Use Cases for Big Data utilizing card information to provide customers a better experience.  A large card issuer implemented the solution to capture airline ticketing information to identify dates of international travel and countries.  Customers no longer needed to notify the bank when traveling outside the U.S.   This became a competitive advantage for one major card issuer.   (Pitney Bowes Financial Services 2013)