Tom Hanson Email & Phone Number

Virtual Office Location/New Hampshire

National Senior Account Executive in the Communications and Energy Vertical for Experian, with wide-ranging expertise in risk management/collections, data, analytics, and software. I use my 28+ years of overall business development experience working in a variety client segments across marketing, credit-risk management, fraud, and collections. Key responsibilities for sales growth and account management with the largest utility companies in the U.S.If clients look at your job history, they are wondering what are the specific tasks that you do when supporting them. Perhaps list what you do: I serve as the primary point of contact, with responsibility for the execution of services, client satisfaction and contract completion, including the following:• Contract execution• Implementation planning and service initiation• Schedule development (if applicable)• Project oversight, including testing• Training• Communication and project reporting• Stakeholder management• Strategic planning• Contract close

Drive new business opportunities nationally in the energy, telecommunications, cable, and wireless sectors with payment channel solutions that span from in person payments, IVR/VRU and Internet methods.Assist in Building client relations team and technical support to address new opportunities and scale for upcoming opportunities. Created and implemented a 3 tier sales strategy focusing on leveraging existing relationships, strategic alliances, and conducting a targeted direct mail/telemarketing blitz on major prospects nationally.Lead in the development and implementation of a new company web site, collateral and direct mail piecesClosed and implementing client projects in 2003 that resulted in an increase in revenues of over 2002 by 35%. First quarter of 2004 resulted in new revenues of $1.2mm.

Targeted and developed sales opportunities in the retail and regulated utility sector for several business applications including billing, account acquisition, and CRM throughout the US and an application service provider.Managed the complete sales cycle including needs assessment, technical fit analysis, and financial due diligence. Prepared and presented proposals, RFP requests, and presentations to targeted prospects. Established and developed 3rd party relationships to enhance sales projects in the pipeline.Initiated and built relationships at the executive level to leverage all opportunities and minimize the sales cycle. Developed opportunities with 4 strategic clients and revenue totaling $7.5mm per year.

National sales position focused on the retail/regulated energy, telecommunications, cable, and wireless industries. Consulted and strategize with clients in developing customized solutions to address account acquisition, credit risk, and churn.Developed customized fraud solutions for on line application systems and as a stand alone tool to reduce fraud occurrences pertaining to a consumers ID or address used when applying for service. Reduced fraud related write-offs by an average of 10-12%.Represented utilities in discussions with regulators on changing credit/collection policy to align with their overall strategy and successful implementation of Equifax products and services.Worked successfully with Equifax system affiliates to drive account strategy and new sales in the Mid-West while displacing the competition in six of the largest mid-western utilities.New revenue realized totaled $2.6MM/year.Built and managed 3 regional data exchanges for utilities in New England, New York, and the Mid-West. Exceeded revenue and database growth of participants while generating additional sales of Equifax services.Closed sales and continued to grow business with models, outsourcing, data appends, and marketing data to strategic accounts, which generated $4MM/year in new revenue. Achieved sales of 116%-145% over goal and grew new business by 40%. Awarded sales vertical leadership award for sales 145% of goal.

Sales and marketing efforts focused on the energy and telecommunications markets. Built credit database for Equifax in Northern New England through solicitation of consumer data files from banks, credit unions, finance companies, and collection agencies. Gained significant current and previous historical information to expand usage of the Equifax file by national and regional companies. Reached revenue targets after 12 months of building the file. Sold and installed software solutions at the customer site. Trained on access and the application of credit/collection information to enhance the client's business process and meet their department's goals. Generated new revenue and an account base that exceeded revenue objectives by 30%. Finished in the top 3 for regional sales and ranked second in market penetration.

Created and implemented a direct marketing program for a temporary and permanent placement company, which employed over 200 contract workers.Developed new markets and opened 2 new offices in Northern New England. Hired, trained, and managed sales and operations staff to support the implementation of a sales plan which resulted in achieving profitability in 6 months.Implemented and managed successful telemarketing programs in each office, which increased overall revenue by 24% in the first year.

Responsible for the sale, rental or lease of copiers, electronic mailing and shippingEquipment for territories in New Hampshire and Maine. Built sales prospects and customers through telemarketing, lease renewals, referrals, and cold calls. Managed sales process from qualifying prospects, ROI, demonstrations, and presentations. Completed Pitney Bowes national training classes where sales skills, presentations, and time/territory management were emphasized.