Patrick Florit Email & Phone Number

Mclean, Va, Us

Mclean, Va, Us

Lead a 30 person team of Business Analyst, Data Analyst, Process Engineerings, and Process Managers to transform our field team into a Data Powered 300+ Sales & Customer Management Field Team Strategy:- Work hand-in-hand with SVP of Sales and Customer Development and senior field leaders to set our Go To Market strategy- Align Field Team’s Go To Market Strategy with other channel’s strategies including the development of multi-channel strategies- Partner with product teams to define product placement & execution- Lead the development and implementation of Propensity models, Revenue Models, and other models to improve our Field Team’s Lead Targeting and Customer Prioritization strategyDesign & Execution:- Design & manage our end-to-end Field Campaign strategy and infrastructure- Enable Field Team associates with Best-in-Class Sales Tools- Lead Incentive and Recognition Programs (e.g., President’s Club) Designs & Execution to align with our Go-to-Market strategy- Establish Field Team Goals, Quotas, KPIs and related monitoring (MBRs, QBRs, Dashboards, etc.)- Build our Analytical infrastructure and provide insights to drive our Go-to-Market strategy

Mclean, Va, Us

Drive transformational change in our 200+ Relationship Managers Field Channel by leveraging Customer Analytics & Industry Leading Sales Enablement tools and technology.- Work hand-in-hand with SVP of Sales and Customer Development and senior leaders to set our Go-to-Market strategy- Build our Analytical infrastructure and provide insights to drive our Go-to-Market strategy- Lead Sales Enablement (Salesforce.com, Groove, etc.) product team to enable the field while simultaneously capturing critical data to drive our analytical capabilities- Design & manage our end-to-end Field Campaign strategy and infrastructure- Partner with digital channels to stand up our multi-channel infrastructure- Partner with product teams to define product placement & execution- Lead Incentive Design & Execution team to align incentives with our Go-to-Market strategy- Establish Field Team Goals, Quotas, KPIs and related monitoring (MBRs, QBRs, Dashboards, etc.)- Partner with HR and Field leaders to establish our Performance Management infrastructure

Mclean, Va, Us

Led Commercial Card Go-To Market Acquisition strategy, business performance reporting & monitoring, sales incentives, and required tools and infrastructure.Strategy & Execution:- Quadruped revenue per client using analytics to refine our sales strategy and pursue long sale-cycle clients with higher margins vs. shorter sale-cycle ones with lower margins - Developed forecasting models (e.g., Monte Carlo) and presented findings to support strategic decisions and drive focus to highest priority initiatives- Collaborated with the Corporate Compensation, HR, and Sales Leadership to redesign our sales and sales leaders’ compensation plans to better align with our strategy and drive higher business resultsAlternate Acquisition Channels:- Led our on-line marketing strategy to maximize inbound leads using SEO, SEM, LinkedIn, and other channels- Stood up our inbound leads, call center and processes to improve our customer experience and maximize conversion ratesCOVID Response:- Supported our rapidly changing strategy in response to COVID and managed the shut-down of our sales channel and subsequent market reentry successfully exceeding sales targets in 2020 and 2021- Led communication and associate engagement efforts during COVID providing our sales team with transparency, personal and financial support, and minimizing downtime by rapidly deploying L&D and other projects

Mclean, Va, Us

Redesigned the acquisition process in support of a 500% growth in sales volume while balancing Operational efficiency, Compliance, and Credit Risk. - Worked across functional lines to streamline our credit delivery process for new acquisitions and annual reviews including standing up a risk-based approach to credit risk- Reorganized acquisition teams into Pods vertically aligning sales teams to operational and risk management teams- Developed and expanded the team from four (4) Credit Process Support Specialists to fifteen (15) to support over 140 Sales Associates, 40 Underwriters, and others - Led redesign of Salesforce.com (CRM) tool to support expanding volume and enhanced processes- Enhanced and formalized our KYC/AML and Anti-fraud controls.

Mclean, Va, Us

Change Manager and Program Manager Lead for the Deployment of Salesforce across the Commercial Sales organization of Capital One impacting approximately ~1,000 associates across four business lines and multiple horizontal / product teams as part of the Associate Facing Digital team. - Stood-up and managed the Accountable Executive Program comprised of executive leaders representing each business area and influenced discussions around trade-offs in development and foundational decisions- Leveraged Agile Development Methodology to prototype and gather feedback from over 100 end-users to receive direct end-user feedback on necessary functionality- Managed program across multiple stakeholders across the organization including executive leaders, impacted associates, and other business partners to stay within tight timelines and garner the necessary approvals and support

Mclean, Va, Us

Senior Manager in the Commercial Strategy & Transformation (CS&T) team leading cross-functional complex projects across the Commercial Bank. Managed the Swap Dealer Registration Assessment Program for Capital Markets- Developed initial project plan for implementation phase including structuring the program into towers, identifying key stakeholders, and socializing broadly to multiple Sr. leaders across commercial around needed resources and risks- Engaged and drove critical executive leadership discussions with Business Risk Office, Compliance and other partners in order to stand up a resilient program able to stand up to regulatory scrutinyMarket Risk Committee (MRC)- Project manager to stand up the MRC to assess market risk for fully underwritten syndicated deals- Facilitated cross-functional sessions to identify and drive the development of Policies, Standards, and Procedures- Drove critical discussions around data integrity / data controls from point of sale, through UW, syndication desk, into ACBS, and finally to accountingSyndications Capabilities Assessment- Mapped out Syndication process including system and team member limitations - Identified pain points / opportunities for enhanced collaboration between sales teams and syndication deskTreasury Management Implementation process redesign to enhance client experience- Vertically aligned implementations to each sale's team (creating pods) in order to enhance consistency and accountability- Developed Business Requirements for new system to gather client’s implementation requirements and drove IT’s engagement on the project

Gb

- Stood up a Governance, Risk and Controls Program- Performed Risk analysis and Internal Controls for Clients in the Financial Services Industry- Advised on Enterprise Risk Management and design of KRI/KPI Dashboards- Designed Governance structures including the development and alignment of Policies, Procedures, tools and templates- Developed Process Flows and related control documentation- Built Process Business Requirements including workflow and reporting / dashboards

For $1Billion financially distressed coal power plant construction project, manage financial analysis and reports.- Pinpointed financial exposures and scheduling risks, offering corrective measures to mezzanine strategies.- Reestablished base line for $60 million staff budget allocation, correcting a 50% overage and providing critical cost data to Senior Vice Presidents charged to maximize profit under partnership model.- Mentored junior Project Control Analysts.

Reston, Virginia, Us

Lead high-performance teams to manage the project schedule and cost for the $75 M wireless telecommunications market, just tripled in scope and the biggest in the Northeast- Surmounted late-in-the-game client requirement change and produced 700 True-ups in 3 months by re-parceling the True- up work process- Preserved team momentum despite abrupt staff departure by advancing junior team member to supervisor and recalibrating supervisor workload to reflect new qualification mix- Delivered comparison of internal versus subcontracted construction team performance and cost to optimize redistribution- Detected and averted a major client deadline miss, using schedule analysis to support a temporary solution

Reston, Virginia, Us

Formulate strategic forecast recommendations for the President, the CFO, vice presidents and other senior managers. - Assisted Business Development with proposals and determination of alignment with Bechtel’s strategy.- Analyzed and reported company’s cash flows, currency hedging requirements and working capital balances to allow corporate finance to establish the necessary currency hedges and necessary lines of credit- Directed and audited projects on their Project Financial Status Reports

Worked with clients to install new service for personal homes and commercial buildings. Designed backbone installations for new residential areas. Estimated required equipment, person-hours and project completion costs for upgrades and new installations.

Traveled to Dominican Republic and other countries in the Caribbean and Central America to perform market studies, train customers, and build relationships with customers. Performed market pricing studies to determine target margins.

Mba, Finance Concentration

Master Of Business Administration - Mba

Bachelor Of Science - Bs, Mechanical Engineering

Bachlors, Engineering