Joanne Rivera

Joanne Fay B Rivera, MM 9859 Solitary Place Bristow, VA 20136 l H- l M- l-15 years of successful B2B and B2C sales experience providing fiscal and strategic leadership in Business Development Demonstrable history in building teams to achieve peak performance. Attained multiple milestones with record-breaking numbers month on month and year on year. Utilized keen analysis and insights to drive organizational improvements and implementation of best practices. Superior interpersonal skills, capable of resolving multiple and complex issues within cross-functional organizations (i.e. sales, personnel, marketing, financial). Areas of Expertise        Face-to-face and Tele Leads generation campaign management Profitability and Cost Analysis Balanced Scorecard Design Channel Management Customer Relations Management Performance management & Incentive Design Recruitment & Retention    Train the trainer Portfolio Management Product marketing and Brand Management  Territory Planning & Business Development Mapping  Networking events Education Asian Institute of Management l Masters in Management (EMBA) SY- www.aim.edu/the-aim-advantage/about-aim University of Santo Tomas l BA Journalism SY- http://www.ust.edu.ph/about-us/history/ Professional Experience Philippine National Bank, Global Filipino Banking Group, LOS ANGELES Present General Manager Assume direct control, responsibility for and supervision over activities and business affairs of the Branch. Work for the continuing development and profitability of the Branch’s activities.  Markets the Bank’s services as developed by the Branch or Head Office and provide feedback to Head Office on the market situation and propose new strategies whenever necessary.  Administers and manages all functions, activities and transactions of the Branch involving services to the banking public, personnel policies and to maintain discipline, satisfactory work performance, high level of morale and cooperation in the Branch.  Reviews or delegates to appropriate officer the review of daily transactions and results of operations; analyzes trends in deposits, withdrawals, clearing operations, cash position, FX positions, fund transfers, loan grants and collection, and provides superior officers with sound advises as it affects operations.  Analyzes and appraises regularly and systematically the effectiveness of operations; see that policies are strictly observed; and take prompt corrective action as needed.  Determines, formulates, develops and administers with subordinate officer/s policies affecting operations, preparation of studies, programs, reports, etc.  Guides, confers and work closely with other branch officers in implementing, administering, and carrying out policies, regulations and procedures pertaining to services of the Branch.  Ensures the continuous development of overall growth program of the branch as well as all activities and functions that will comply with established policies.  Coordinates through proper delegation of responsibilities among officers, branch functions and reporting of operational activities and results.  Sees to the favorable projection of bank’s public image, its services, and facilities through various communication, media, measures, public opinions, interpreting audience reactions.  Establishes good public relations with Federal and local authorities, establishments, banks, trade and commercial associations. Coordinates and makes representations with the Department of Financial Institutions, Federal Reserve Board and other appropriate government authorities having jurisdiction over the bank on all matters concerning its business operations in the locality.  Coordinates with other PNB offices, clients and see to development of business relations with private/government entities, banks/financial institutions in the locality. CITIBANK, N.A. (Philippines) Field Sales Acquisitions Channel Head, Sales & Distribution July 2012 – August 2014 Directly responsible for total country sales of outsourced agencies and in-house universal bankers forming 600 field sales agents including 3 AVPs/ 5 Senior Managers/ 13 Assistant Managers @ 207 full time employees (FTE). Portfolio worth $200MM+ Fiscal management: Hit all KPI’s (key performance indicator) that trigger efficiencies in department P&L, product ANR, CNR, Loan Loss Reserves, Marketing & Acquisition expenses, Risk Appetite Coverage ratio Results:  Successfully insourced (Project Gibraltar) 200+ Universal Bankers improving YoY productivity per person by 65% vs. plan and +260% vs. 2013  47% share of total in-house universal bankers at present  +24% New-to-bank growth vs. plan and +60% growth vs. 2013  57% share of units sold (a) new-to-bank; (b) total accounts business share at 49%  Attrition rate below 17% regional requirement at an average of 3%  Launched geographic expansion that led to dramatic increase in acquisition of quality new-tobank accounts by 23% in 2013 and 15% in 2012. Major portion of sourcing included door-todoor/cold calling for businesses within the territories as well as joining/sponsoring marketing events including but not limited to tradeshows, conferences, sporting events and private company functions that catered to C-level executives, senior managers and mid to large scale business owners. Group Head of Branch Marketing June 2011 – July 2012 Identify new business opportunities and strategic alliances with other business partners to enhance the Bank’s competitive positioning. Managed district managers and area directors in their sales & marketing initiatives. Targeted high net worth clients mostly C-level executives and business owners. Developed Balanced Scorecard for 42 retail branches & loan centers; Initiated sales & marketing strategies to acquire new customers, grow usage volumes and increase the product/facility penetration within the existing depositor customer base. Supervise the execution of specific programs in such areas as advertising and promotions, direct marketing and CRM, product research and development, pricing (inclusive of business model analysis), customer service (Net Promoter Score – NPS) which requires directing and coordinating with other internal groups and outside agencies to deliver and implement such programs effectively and efficiently. Including but not limited to E-business solutions. Results:  +21% branch revenue; +15% R:E Q3 vs. Q1 and +24% Q3 vs. Q2 upon assuming the role  Successfully launched Project Athena which re-engineered focal points to drive growth in new customer base while improving operational efficiencies and FTE retention. Results: +15% lift in New-to-bank acquisition; Exceeded plan by 129%; Micro-Marketing campaigns increased top line revenues with an R:E of 85 and 41% conversion rates; Increased segment with TRB>Php300MM  Developed advanced training for field agents in the art of negotiating, public speaking and customer retention that included up-skilling for selling to the high net worth market NATIONAL TRADE PRODUCTIONS, NTP - USA 3/2008-11/2008 National Sales Manager Trade Show Sales Management > Review and analyze trending for exhibit space sales, accounts receivables, attendee marketing campaigns and exhibitor churn rate - Managed 3 International trade shows with a net revenue of $15MM Clients: Diving Equipment Manufacturer’s Association (http://www.demashow.com/dema2014) l American Public Works Association (http://www.apwa.net) l American Public Transportation Association (http://www.apta.com) Results:  Achieved over 85% year-on-year retention in exhibit space sales.  All account executives achieved high tap rate for database of leads (database includes existing accounts, strategic accounts, hot accounts, cold accounts and new leads for prospecting)  Invited to be part of executive committee in strategic planning and execution including but not limited to logistics, exhibitor marketing and attendee marketing HAIR CLUB - USA 9/2005-3/2008 Senior New Business Consultant Primarily responsible for ALL new business acquisitions. Developed and Produced marketing materials for all new and prospective clients Results:  Increased annual gross revenue by 183%  Constantly at 38% over monthly budget  Sold an average of $75,000 in new business every month for 2007  Consistently honored as top sales person for franchise operations  Coordinated with management in enhancing customer relations to achieve high level of client retention MERCHANDISER NEWSPAPERS - USA 7/2003-9/2005 Advertising Sales Manager Effectively Recruited, Trained and Managed Account Executives and Advertising Assistants. Assertively assisted Account Executives with all aspects of Prospecting, Account Receivables and Annual Campaign Renewals to C-level executives Results:  Produced $1.8 million dollars in team revenue annually  Exceeded monthly sales quota by 174% (targeted mid-size businesses with multiple locations across the Mid-Atlantic region)  Successfully renewed 80% of new clients into an annual campaign  Recruited, Trained and Managed account executives in prospecting, account receivables management, annual campaign renewals  Received top team awards for monthly new sales consistently  Managed Northern Virginia, Prince William and Stafford County territories CYDCOR GROUP OF COMPANIES - USA 6/1999-7/2003 Regional Sales Manager Manage branches within Mid-Atlantic region and train all new sales managers. Launched Business to Business sales for Quill Office Supplies (subsidiary of Staples) in Washington D.C., Maryland and Virginia. Provided strategic marketing analysis in energy deregulation on behalf of Pepco Energy Services and Washington Gas Energy Services (residential sales). Spearheaded the BFI (trash removal service) twoweek test market (pilot) program in Richmond, VA (residential sales). Wrote and tracked online, oncampus and newspaper recruiting that provided a systematic pattern in the hiring process Results:  Exceeded sales quota of 300 and goal of 500 to 1,000 new accounts per week for energy clients through Door-to-Door channel (targeted small to mid-size business owners) Chief Operating Officer, CEO Owned and operated a subsidiary of CYDCOR to expand customer base into Knoxville, TN and surrounding areas. Developed direct marketing campaigns for Fortune 500 companies to expand their foothold within TN and surrounding states. Assembled 30 sales representatives locally with low turnover Results:  Won contract to sell for Stamps.com, AT&T and Innovative Merchant Solutions to small and midsize businesses. Implemented the test market for Warner Brothers and Disney goods through Business-to-Business sales  Coordinated event promotions for Wal-Mart, Target, Carclub.com and Net Zero          Developed advanced training for field agents in the art of negotiating, public speaking and customer retention Sponsored regional training for outside sales reps from other branch offices Recorded as having a consistent high grossing office for all major campaigns Acknowledged by CYDCOR as a top manager in the South East region Aggressively prospected 70-100 businesses daily for AT&T Feet on the Street Program (B2B only) Maintained above average closing percentage in local and regional sales Recognized as top leader of the year for major contribution in acquiring contracts with Sprint, Viking Office Supplies, CBS-Switchboard.com, Stamps.com and AOL Broadband to outsource their selling efforts Assisted Regional Director for CYDCOR in opening a branch office in San Francisco, CA Awarded top sales rep for the North East region by CYDCOR for year 2000 **Comfortable using CRM/SaaS software such as Salesforce.com, Launchpad, Goldmine, Eclipse, Rainbow