My Resume

Ryan Lucia

http://www.linkedin.com/in/ryanlucia
lucia316@gmail.com

~    Professional Profile    ~
A tenacious, focused, business professional with 13 years expertise in delivering increased market share and profitability for Fortune 500 organizations and small businesses.  Strong, high-impact leader with a talent for recruiting, coaching, and training to inspire growth and success from sales teams in all phases of the sales process.  Extensive background in channel partnerships, account management, and creative product development to boost business results.

Areas of expertise:

Professional Experience

Voyage Financial Group, Sacramento, CA
March 2009 to August 2010

Vice President / Business Development
Recruited and Managed Voyage’s branch network and outside virtual loan officers (~40 loan officers and branch managers), to increase loan production.  Developed branding and new business avenues.

Selected contributions:

• Increased branch and loan officer loan production by 102%
• Doubled number of branches nationwide and established flagship branches in Hawaii and New York
• Grew virtual loan officer network by 20%
• Created “Voyage Team Goodness” brand.  Drove efforts to re-develop the company as a socially conscious organization, and to change perception of the financial business via social media and traditional media
• Garnered extensive local TV coverage as outcome of the media blitz
• Worked with operations management to develop new hire and continuing education training and certification program

eLearning Systems International/Weblessons, Dallas, TX
2007 to 2009

Manager / Marketing and Special Projects
Ran the day-to-day business of the small, but growing company.  This included sales, sales management, sales training, CRM management, vendor relations, managing the rest of the staff, product development, marketing, tradeshows, coordination of speakers, event planning, creative, copywriting, and client product training.

Selected contributions:

• Managed market development for WebLessons expansion to the Homeschoolers, a potential market of $150MM to $250MM per year
• Oversaw sales training curriculum and delivery for products, sales skill and application training, and coaching/mentorship program
• Created pricing strategy for WebLessons eCommerce and developed the campaign, collateral, positioning and versioning for WebLessons for US Schools, Home Learning and South Africa markets
• Led tradeshow and conference preparation including speakers and corporate functions at 5 national events turning sales leads into $200K of incremental business

DHL Express/Airborne Express, Seattle, WA, New Orleans, LA, and Plano, TX
1999 to 2007

Earned a series of promotions for demonstrating a tireless work ethic and commitment to excellence in sales, account management, business development, and client relations.

District Sales Manager / Express Products – Mississippi/Louisiana and Plano, TX (2003 to 2007)
Directed a team of 6-8 account executives to cold-call, develop relationships, negotiate agreements for optimal visibility and bottom-line growth. Created contests and additional incentives tailored to individual motivations.  Trained sales team in sales skills and account penetration to exceed sales quotas.  Responded to market needs by developing market specific programs to address areas of potential growth.  Analyzed data via corporate reporting and CRM to help team meet individual and district quotas.

Selected contributions:

• Coached LA/MS district to 17% year-over-year growth before Hurricane Katrina in 2005 (1^st in Area)
• Led the Plano district to 9% year-over-year revenue growth including international growth of 25% and Imports growth of 145% in 2006 (4^th of 130 districts)
• Created, marketed, and implemented the “DHL King Cake Program” in New Orleans.  Coordinated operations and sales, and assisted DHL marketing with the national media campaign for the King Cake program post-Hurricane Katrina yielding $800K in revenue the first season
• Initiated creation of 2 high margin niche products at DHL, the International Seafood Logistics and Transportation program, and a high security/high value product (jewelry/electronics) – $100-140MM potential market
• Worked closely with pricing department to increase district profitability, and with billing and collections to increase billing accuracy and resolve unpaid customer debts

National Account Manager / Express Products – Seattle, WA and Salt Lake City, UT (2002 to 2003)
Planned and executed efforts to propel substantial, measurable growth inside 12 existing national accounts.  Met and consulted with key customers from C-level to shipping dock. Worked to sell into 3 targeted accounts.

Selected contributions:

• Significantly improved the profitability of current clients by working with pricing to restructure discounts to more closely address client service usage
• Developed Marketing Alliance programs with Safeco Insurance, Greyhound, BD&A, an opportunity of $3.5 – 5MM per year in additional business
• Added an addition $9MM per year of incremental revenue
• Exceeded quota for NAMs by 1.8% (4.3% relative to corporate goal of 2.5%) in 2002
• Subject matter expert for the development, testing and implementation of “DHL Digital Selling Guide” (Sales Credibility Tool)

Outside/Senior Salesman / Express Products (1999 to 2002)
Established a foundation for success in sales and account management by providing knowledgeable support to my existing clients. Prospected new business through cold-calling to C-level executives. Conducted on-site customer visits. Consistently pursued and won new accounts at award-winning levels that far exceeded quota.

Selected contributions:

• Exceeded quota by 16.4% (22.4% relative to corporate goal of 6%) in 2000
• Member of CRM (Onyx) executive development and implementation team reducing input time of sales information and activity by 20% companywide.

Prior experience in telesales with Airborne Express in 1999, and in sales and service with Great Earth Vitamins (1998 to 1999).  Details will be provided on request.

~ Education ~

Bachelor of Arts in Politics and Government

University of Puget Sound, Tacoma, WA

Certificates and Professional Development (selected list)

DHL Management Training I, II, and III
DHL Finance for Managers
DHL Advanced Sales and Negotiations
Miller Heiman Strategic Selling Seminar
Miller Heiman Conceptual Selling Seminar

Awards Received

Regional Sales Award, DHL, Dom – Q4 1999, Q3 & Q4 2000, Q1 2001; Intl – Q1 & Q2 2001
“Glengarry Glen Ross, Coffee’s for Closers” Award (Most 10K acct sold), DHL – Q1, Q2, Q4 2001
“Gary Anderson” Award (Highest Closing Average on accounts of merit), DHL, Q2 2000
“Mark McGuire” Award (Most Revenue sold for the quarter), DHL, Q4 2000
“Winner’s Club” (3 consecutive quarters growth over corporate quota), DHL, Q4 2000
University of Puget Sound Leadership Award, 1996 & 1998
Eagle Scout, 1994

Additional Qualifications

SacTweetup Leadership Team
Captain of Voyage Team Goodness (Voyage Social Good program)
Musician – Singer/Saxophonist/Songwriter
Sales, Management and Marketing Blogger – “Plug In, Turn It On, and Turn It Up!”