michael vanin jobppt.8 31 2009
TRANSCRIPT
Michael C. Vanin 617-835-0189 [email protected]://www.linkedin.com/in/mcvanin
Michael C. Vanin 617-835-0189 [email protected]://www.linkedin.com/in/mcvanin
Michael Vanin…Michael Vanin…
• Highly motivated and results-driven Manager. • Track record of over achievement, cross functional
team building skills and proactive leadership in business development.
• Proven ability to optimize complex problem solving.• Creates and delivers superior results by employing
excellent communication and client relationship management skills.
• Highly motivated and results-driven Manager. • Track record of over achievement, cross functional
team building skills and proactive leadership in business development.
• Proven ability to optimize complex problem solving.• Creates and delivers superior results by employing
excellent communication and client relationship management skills.
QualificationsQualifications
• Manager: Developed the cadence for bringing efficiency and structure to global operations
• Leader: Directed diverse groups to anticipate and adopt methodologies that created a mature business model within Global Alliances
• Results: Dramatically improved business market share and margins while broadening the investment portfolio and customer base of branch offices.
• Manager: Developed the cadence for bringing efficiency and structure to global operations
• Leader: Directed diverse groups to anticipate and adopt methodologies that created a mature business model within Global Alliances
• Results: Dramatically improved business market share and margins while broadening the investment portfolio and customer base of branch offices.
Best-of-Breed Skills Personal + Management + Leadership = Proven ResultsBest-of-Breed Skills Personal + Management + Leadership = Proven Results
Best-of-BreedLeadership Skills
Best-of-BreedManagement
Best-of-BreedPersonal Skills
ProvenProvenResultsResults
Financial Advisor, Branch
Manager
1984 -20041984 -2004
Financial Advisor, Branch
Manager
1984 -20041984 -2004
FinancialFinancial ServicesServices
Faculty Member, Dean of
Students
Faculty Member, Dean of
Students
EducationEducation
1976 -19841976 -1984
Program Management
Office
Program Management
Office
TechnologyTechnology
2004 -20092004 -2009
...“out of the box thinking”...“out of the box thinking”
A A diversediverse career brings experience career brings experience,
innovation, innovation, creativity….creativity….
……and extraordinary resultsand extraordinary results
Innovative, Visionary, PracticalInnovative, Visionary, Practical
StudentsStudentsFaculty Faculty
& & AdministrationAdministration
Innovation*Innovation*
Faculty Member:Faculty Member:Science Curriculum Science Curriculum Rewrote guidelines for Honors Biology Researched & implemented MS ChemistryCoordinated 3 year sequencing
Prepare students academically Lifestyle challengesIncorporate finding into curriculum and counselingCommunication with administration, parent body, board of trustees, students and faculty
Secondary School Secondary School Curriculum/Life Curriculum/Life Management IntegrationManagement Integration
Dean of Students:Dean of Students:
Parent body Parent body &&
Board of TrusteesBoard of Trustees
*Education
CommunicationCommunication
Consistent, Proven Growth*Consistent, Proven Growth*
Assets under management ($B)Assets under management ($B)
Revenue ($M)Revenue ($M)
$5M$5M
19911991
$.9B$.9B
$8M$8M
19931993
$1.4B$1.4B$15M$15M
19961996
$2.3B$2.3B
$30M$30M
20002000
$3.7B$3.7B
*Financial Services Branch Management
79% change in revenue 79% change in revenue (vs. others** in 1996)(vs. others** in 1996)
Revenue Marketshare Revenue Marketshare
Advisors49
Total RevenueTotal Revenue$14.6 million$14.6 million
Client AssetsClient Assets$1.5 billion$1.5 billion
91% change in revenue 91% change in revenue (vs. others** in 2000)(vs. others** in 2000)
Client AssetsClient Assets$3.7 billion$3.7 billion
Total RevenueTotal Revenue+$30 million+$30 million
AdvisorsAdvisors+80+80
1996- 20001996- 2000Ranked #3 fastest Ranked #3 fastest growth of 13 local growth of 13 local
branches from branches from competing firmscompeting firms****
**Boston Market: AB, BS, DLJ, EJ, FUS, GR, LB, LM, ML, MSDW, OP, PW, PS
*Financial Services- Branch Management
Improved Market Share*Improved Market Share*
VisionVision Built the Foundation of a New Business*Built the Foundation of a New Business*
*(www.mercurywm.com/mercuryadvisor/advisormgt.htm)
Supported
Education
Support and Maintenance
Marketing
eServices
Results
1st year
Opened 2 offices
Waltham, MAHartford, CT.
8 Advisors,$5 in
Revenue
Day to Day Operations
Compliance
EmployeeDevelopment
Managed
Execution
Recruit
Integration of Plan
Branding
Built
The Foundation of a New Business
The Foundation of a New Business
Management* Management*
*Program Management OfficeIntegration of Programs
Contracts
Cadence
Head Count ~ Resourcing
Velocity ~ Partner Programs
Partner Education & Training
Revenue Forecasting
Management*Management*
* Global Alliances PMO
20062006 20082008
Alliance Partners6 Strategic6 Strategic 11 Growth11 Growth
ContractsCadence
Business PlanningPartner Education
Contributed to Partner Revenue Contributed to Partner Revenue Growth: +50%Growth: +50%
Implemented Process Implemented Process ImprovementImprovement
Developed Budget Developed Budget ProcessProcess
Co- Chaired Staffing Co- Chaired Staffing & & Headcount Headcount
Created & Developed Created & Developed QBR Best Practices QBR Best Practices
Best-of-Breed Alliance Partnership EcosystemBest-of-Breed Alliance Partnership Ecosystem
Small Alliance Partners
High Growth
Large Alliance Partners
High Growth
Large Alliance Partners
Low~Moderate Growth
Medium Alliance Partners
High Growth
Segmentation of Global Alliances and
Partner Management (’08)
Segmentation of Global Alliances and
Partner Management (’08)• High Growth < 25%• Low Growth > 25%
Large > $40 million
Medium = $25-$39 million
Small < $25 million
Small < $25 million
New Velocity New Velocity ProgramProgram
Devised the model template for delivering new program Model was interactive to accommodate multiple case uses Used as tool to “socialize” program with Executives Easily accommodated last minute or major changes
Improved Improved Budget and Budget and
Partner SpendPartner Spend Dramatically improved the model and timeline for sequencing partner requests and approval Devised the model for determining Alliance partner spend in velocity
2008- A Year of Great 2008- A Year of Great AccomplishmentsAccomplishments
New and New and Enhanced Enhanced CadenceCadence
Gave structure and predictability to the communication plan for partner support Virtual team GAM Updates CMA, RSA Partner Education and Training
Michael C. Vanin31 Magnolia Drive Westwood, MA 02090
617-835-0189 [email protected]
Michael C. Vanin31 Magnolia Drive Westwood, MA 02090
617-835-0189 [email protected]
OBJECTIVEOBJECTIVEA results driven Director of Sales Operations for a innovative company that is open to new ideas and where my ability to provide proactive leadership,
creative strategies while communicating and implementing pragmatic difference making innovations will result in clarity of process, improved productivity, development of new markets leading to increased revenue and profits, market share and the long term value of the company while seeding leaders for the
future.
EXECUTIVE SUMMARY EXECUTIVE SUMMARY Proven Business Leader and Innovator Anticipates the Need for Change Resulting in a Consistent and Exceptional Track Record of SuccessProven Business Leader and Innovator Anticipates the Need for Change Resulting in a Consistent and Exceptional Track Record of Success
Outstanding Communicator Outstanding Communicator Creative Problem Solver Creative Problem Solver Cross Functional Leader Cross Functional Leader Senior Manager with more than 25 years of experience. Successfully implemented process improvements for top 100 Global Relationships by directing diverse groups to anticipate and adopt methodologies that created a mature business model within Global Alliances contributing to a 50% overall increase in revenue over 2 years ($800 million to $1.2 billion). As Senior Channels Program Manager, drove a 30% net increase for #1 partner and formally extended the contract for an additional 5 years. Within Financial Services, managed major offices, developed innovative and effective strategies that lead to record revenue and profitability improvement by defining and tracking market share penetration. Responsible for the business plan, marketing materials and execution of boutique brokerage start up. By utilizing past successes, took on the responsibility of practice management, compliance and advisor development. In first year opened 2 offices (Waltham, MA and Hartford, Ct.), recruited 8 financial advisors that generated $5million in revenue.
EXPERIENCE HIGHLIGHTSEXPERIENCE HIGHLIGHTS
Manager- Global AlliancesManager- Global Alliances: : 2006 – 2008EMC, Franklin, MAProgram Management Office for Strategic Partner Community• Successfully implemented process improvements for top 100 Global Relationships by directing diverse groups to anticipate and adopt methodologies that created a mature business model within Global Alliances contributing to a 50% overall increase in revenue over 2 years ($800 million to $1.2 billion)• Developed and executed the budget process for business development management ($12 million) based on performance standards. Provided ongoing analytics that supported Partner Engagement, Operations and Marketing activities resulting in 10% savings YoY.• Co-Chaired committee on staffing and headcount 2008 and 2009 plans for Global Alliances. • Created and developed the process responsible for aligning best practices and emergence of new Quarterly Business Reviews into a systematic formula providing data, analysis and reports on the marketplace and partner information Systems Integrators, Outsourcers, and Verticals partners
Michael C. Vanin31 Magnolia Drive Westwood, MA 02090
617-835-0189 [email protected]
Michael C. Vanin31 Magnolia Drive Westwood, MA 02090
617-835-0189 [email protected]
EXPERIENCE HIGHLIGHTSEXPERIENCE HIGHLIGHTS
Manager/ Sales Operations: Manager/ Sales Operations: 2004 – 2006EMC, Hopkinton, MAWorld Wide Program Office for Dell/EMC• Orchestrated multiple departmental participation to resolve specific DELL issues including pricing, cost relief and forecasting. • Focus was partner satisfaction as measure in ease of doing business, enhanced profits and efficient launching of new products
• Achieved a 30% net increase for the partner and formally extend the contract for another 5 years. • Initiated the new Global Operations Organization and established the dimension of the emerging CISCO relationship. • Responsible for financial analysis surrounding the S&P vs. Dell Normal Margins (increased by 10%) • Integrated Software revenue tracking , Switch business analysis, Latin America (Brazil) business planning, Globalization of Warranty Documentation, E-lab Navigator Integration with Dell Star, RoHS, IPv6.
Principal and Senior Vice PresidentPrincipal and Senior Vice President 2002 – 2004Mercury Wealth Management, Boston, MACharter member of Boutique Start Up Brokerage firm• Developed the business plan, marketing materials, practice management and advisor development.• In first year of MWM opened 2 offices (Waltham, MA and Hartford, Ct.), recruited 8 financial advisors that generated $5million revenue.
First Vice President, Branch ManagerFirst Vice President, Branch Manager 1991 – 2001 Prudential Securities, Metro Park, NJ, Jenkintown, PA, Boston, MABranch Manager of 3 strategically important and diverse locations • Developed and executed a creative business plan which became the model for excellence for increasing the quality and quantity of revenue, assets under management, predictable profit margins while developing new leaders.• Boston office became the 3rd fastest growing office in categories (of 20 offices according to McLagan), including revenue and assets per sales person as well as total revenue and assets.• Consistently grew profits in each location from 34% to 47%.
Michael C. Vanin31 Magnolia Drive Westwood, MA 02090
617-835-0189 [email protected]
Michael C. Vanin31 Magnolia Drive Westwood, MA 02090
617-835-0189 [email protected]
ADDITIONAL PROFESSIONAL EXPERIENCE ADDITIONAL PROFESSIONAL EXPERIENCE
Vice President, Assistant Branch Manager- Prudential Securities, New York, NY.Assistant Vice President- Financial Advisor- Kidder Peabody and Company, Garden City , NY
Dean of Students, Science Faculty- GreenVale School, Glen Head, NY.
EDUCATION AND CERTIFICATIONSEDUCATION AND CERTIFICATIONS Wharton School of Business, University of Pennsylvania, Philadelphia, PA-Three year business program certificateColumbia University, New York, NY- Master’s Program-completed 90% of Ed. Admin degree University at Albany, Albany, NY-BA, Anthropology- Cum LaudeBabson Center for Executive Education- EMC sponsored program-Leadership Program for Sustaining High Performance - Wellesley, MAHarvard University- Cambridge, MA. Business Extension School Certificate. BMAC Program for Prudential Securities Branch Manager’s Advisory Council: Executive Committee- Longest tenure at Prudential Securities, Top 9 Branch Managers from best 40 Advisory Council Managers. Consecutive 4 year service. Advisory Council - Longest tenure at Prudential Securities, Top 40 of 275 Branch Managers. Consecutive 9 year service. Business Management Team: Clariion and Network Attached Storage (NAS) hardware, software and services
COMMUNITY SERVICE AND OUTSIDE INTERESTS COMMUNITY SERVICE AND OUTSIDE INTERESTS Board of Overseers- Boys and Girls Club, Boston, MA. Board of Trustees- Charles River School, Dover, MA.Vestry and Head Usher- St. Andrew’s Church, Wellesley, MAChairman: Capital Campaign, Finance Committee- Charles River School, Annual Fund- Charles River School, Dana Hall School, Dana Hall Alumni Parents. Marathon Running- Completed New York City and Long Island Marathons.Cycling- Experienced a solo summer adventure through Spain. Gardening- Avid outdoor design and plantings
Contact InformationContact Information
617-835-0189 [email protected]://www.linkedin.com/in/mcvanin
617-835-0189 [email protected]://www.linkedin.com/in/mcvanin
Best-of-Breed Alliance Partnership EcosystemBest-of-Breed Alliance Partnership Ecosystem