Expert Details
Managing Partner
ID: 735769
Ohio, USA
Expert has served as the business owner for financial institutions’ general purpose/co-brand credit card programs. As business owner, he was responsible in concert with key business partners, for the business strategy and P&L optimization of the portfolio, including with respect to credit risk, marketing, underwriting, operations, collections, and customer service. Expert has monitored key metrics using key performance indicators (“KPIs”) to evaluate the profitability and risk characteristics of a portfolio and to optimize results.
Areas of Expertise:
New Business Development
Strategic & Operational Planning
Marketing & Cross Selling Strategies
Contract Negotiation
Client/ Vendor Management
P&L Oversight
Colleague Engagement & Development
Product Management & Development
Business Growth & Optimization
Results-oriented Business Executive offering almost 30 years of diversified, leadership experience in Product and Business Development, Product Management, Marketing, and Finance. Strategic and innovative thinker; Brings a reputation for effectively utilizing analytics to source and assess opportunities in order to drive and gain new business. Positive leader who attracts and retains top talent, builds excellent business relationships, and revenue producing programs to strengthen customer loyalty and the bottom line.
HIGHLIGHTED ACCOMPLISHMENTS
- Built from the ground up the Huntington credit card business that delivered in the first 5 years – over 500K Retail new accounts, $6B in spend and $1B in Outstanding’s plus 1,100 new Commercial card clients and over $2.5B in Commercial card spend.
- 1 of 18 colleagues that participated on the Huntington due diligence team and led the credit card platform conversion team for the $3.4B acquisition of First Merit Bank.
- Led strategic vision and tactical operations of the Alliance Data Enhancement Marketing business; Developed and managed the product and channel expansion strategies that tripled revenue in 3 years; Negotiating and managed 7 partnership agreements totaling $60MM in annual cross-sell revenue.
- Successfully led the development and launch of the Bank of America credit card call center to profit center initiative resulting in increasing cross selling revenue by $40MM to $120MM over two years by leveraging CRM and modeling capabilities to cross sell other bank and financial services products to Bank of America credit card customers.
Education
| Year | Degree | Subject | Institution |
|---|---|---|---|
| Year: 1998 | Degree: MBA | Subject: Marketing & Management | Institution: Iona College |
| Year: 1989 | Degree: BSBA | Subject: Finance & Accounting | Institution: Boston University |
Work History
| Years | Employer | Title | Department |
|---|---|---|---|
| Years: 2019 to Present | Employer: Undisclosed | Title: Managing Partner | Department: |
Responsibilities:Partnering with Banks & Fintech's is Expert's specialty. Focuses on helping clients work together when there are product, platform, and/or business development opportunities that can mutually benefit both parties. Expert in negotiating and designing win-win outcomes for financial services clients. Specializes in credit card portfolio acquisitions, asset purchases and divestitures, third party product / platform partnerships, and P&L optimization to help clients profitably grow their business. Expert has also been retained as expert witnesses in the credit card operations and M&A space. |
|||
| Years | Employer | Title | Department |
| Years: 2019 to 2019 | Employer: KASASA | Title: EVP, Credit Card Product Management | Department: |
Responsibilities:Responsible for securing, negotiating, and managing the strategic issuing bank and network partnerships and building out the platforms and infrastructure, growth strategies, profitability, and business plan for the Kasasa co-branded credit card programs that will be marketed and sold at 900 community bank & credit unions and their 4,000 branches.• Met with 16 prospective issuing bank partners and 3 network partners before selecting Popular Bank and MasterCard as Kasasa’s strategic issuing bank and network partners. • Executed issuing bank and Network LOI’s and in the process of negotiating the partnership and network agreements that include customer pricing, launch and analytics support, underwriting, approval rate, and customer service standards, as well as marketing funds, spend and revenue share benefits for Kasasa and their community bank and credit union partners. • Leading the project to build out of the Kasasa cobrand program; Partnering with internal business partners (i.e. IT, marketing, project management, finance, legal, compliance, etc.) and external partners with the goal of piloting the Kasasa credit card program beginning in Q4 ’19 with an eventual full sale roll-out in Q2 ’20. • Based on the negotiated issuing bank and network incentive benefits, Kasasa and their community bank and credit union partners can expect to receive up to $878MM in incentive benefits over the 7-year contract term if new account goals and spend estimates met the expected business plan. |
|||
| Years | Employer | Title | Department |
| Years: 2012 to 2018 | Employer: HUNTINGTON BANK | Title: SVP, Director of Retail (Consumer, Small business, Wealth) & Commercial Card Services | Department: |
Responsibilities:Accountable for the strategic direction and P&L performance for building, launching, and day-to-day management oversight of the Retail credit card and commercial card programs. Lead over 40 business professionals as well as multiple teams in a cross matrix environment. Primary contact and communications liaison with our credit card regulators (i.e. CFPB and OCC).- Built and executed the 5-year credit card strategic and operational plans that delivered over $75MM in NIBT; Includes hiring ~250 Huntington resources in the first 5 years dedicated to supporting the Huntington Retail & Commercial credit card business. - NIBT exceeded business case by 60% ($75MM vs. $47MM) over the 1st 5 years and 5-year NIBT per active account exceed business case by 106% ($535 vs $260); 5-year ROA exceeded business case by 103% (7.3% vs. 3.6%) - Negotiated, executed, and managed vendor contracts/relationships and implementations worth over $200MM with TSYS, First Data, MasterCard, ZOOT, Equifax, Trans Union, FICO, Argus, Innovis and LexisNexis to support the Huntington credit card business. - Led the Credit Card Issuer Platform contract negotiation and conversion from TSYS to First Data as part of the FirstMerit Bank acquisition. - Partnered with Retail, Business Banking, Wealth, Treasury Management, Commercial, Finance & Marketing to develop cardholder value propositions and go to market marketing strategies to profitably drive new account growth, activation, balance building and other portfolio goals across all channels including branch, in-store, online, mobile, direct mail, call center, and direct sales. - Defined target segmentation and customers and drove product positioning, campaign execution, and results assessment of acquisition and portfolio marketing initiatives; Collaborated closely with the each LOB, Marketing, Finance, Data & Analytics, Credit Admin, Risk Management, Compliance, Legal, Ops, Customer Service, & IT teams to execute all portfolio programs. - Developed loyalty & emerging payment strategies (EMV, mobile, Tokenization, Apple Pay/Samsung Pay, 2-way fraud alerts, Secure Code, MasterPass, Merchant Funded Rewards, Hybrid card, Zelle) & established strategic business partnerships to advance these initiatives. |
|||
| Years | Employer | Title | Department |
| Years: 2011 to 2012 | Employer: THE KESSLER GROUP | Title: EVP, Retail M&A & Partnerships | Department: |
Responsibilities:Responsible for retail, petroleum, and travel related private label and cobrand partner engagements and business development activity – specializing in credit card loan portfolio acquisitions, divestitures, and client/issuer renegotiations;- Key clients included: Costco, ToysRus, NY Life, Citgo, Chase, Citi, Synchrony and FNBO |
|||
| Years | Employer | Title | Department |
| Years: 2006 to 2010 | Employer: ALLIANCE DATA RETAIL SERVICES | Title: VP, CoBrand Business & Product Development | Department: |
Responsibilities:Responsible for P&L and client management for a $60MM Enhancement Marketing business, a $500MM credit card portfolio, and a $200MM medical and grocery/fuel private label portfolio. Led 25 business/marketing professionals to drive all new business and product development efforts..- Launched 10 new business development opportunities in the medical, grocery, fuel, and the alternative payments space resulting in growing the portfolio from $0 to $200MM; Negotiated all partnership agreements and managed all day to day strategy and operations for client programs. - Managed and negotiated all external third party partnership contracts which delivered the necessary product innovation to ensure that the Enhancement Marketing product assortment remained relevant to cardholders and competitive with industry benchmarks. - Directed the creation, prospecting, and execution of new market/client opportunities that helped to diversify the private label credit card business outside of the core retail expertise. - Oversaw the RFP, contract negotiation, pricing, and value prop optimization to successfully secure Cobrand deals with Ann Taylor, Loft, Gander Mountain, Fortunoff, The Sportsman Guide, NY& Co, and HSN. - Interfaced and championed with executive team on all cobrand efforts pertaining to new and/or improved systems/capabilities and strategies to help profitably grow the card business; Oversaw selection and implementation of all credit card platforms. - Developed the business case and secured the necessary approvals to implement a new Credit Card Issuer platform (FIS), Card Network (MasterCard), Adaptive Control/Account Management platform (Probe) and a front-end new account system (Magnum) that allowed Alliance Data to profitably growth their Cobrand credit card business and improve annualized loss rates by over 200bps. - Developed and implemented a customer centric lifecycle marketing program to nurture new accounts resulting in delivering new portfolios totaling $500MM in Outstanding’s. - Directed the development and execution of Cobrand testing strategies to optimize profitable sales including facilitating the development of test vs. control pro formas, and reporting and analytics to help facilitate and prioritize the execution of new and improved programs to drive future results. |
|||
| Years | Employer | Title | Department |
| Years: 2003 to 2006 | Employer: BANK OF AMERICA CARD SERVICES | Title: SVP, Partnership Marketing & Product Development | Department: |
Responsibilities:Responsible for managing the activities and development of 15 marketing & product professionals.- Spearheaded the nationwide re-launch of BankAmericard that delivered over 2 million new relationships in the first year; increased card penetration into the deposit account base by 15% and new credit card account volume by 12%; and drove incremental household profitability up by $1B over five years. - Developed, successfully launched, and directed the Choice Hotels and Hawaiian Airline Cobrand programs resulting in increasing profit of the Hawaiian Airlines Visa card by 90% (compared to pro-forma estimates) and increased new accounts by 20%, while driving down marketing expenses by 25%. - Directed all marketing strategy, direct response execution, test vs. control analytics, and segmentation initiatives pertaining to Choice Hotels, Hawaiian Airlines, and the BankAmericard initiative; exceeded profit goals by over 100% in ‘04 and ‘05. |
|||
| Years | Employer | Title | Department |
| Years: 2002 to 2003 | Employer: BANK OF AMERICA CARD SERVICES | Title: SVP, Consumer Card Finance Executive | Department: |
Responsibilities:Responsible for a $47B credit card portfolio and managing 25+ finance professionals to ensure annual strategic planning, forecast development and reconciliation, balance sheet management, card RFP’s, optimization of $500MM+ marketing budget, and P&L sizing for all marketing business cases, technology, and new business initiatives.- Assisted with leading efforts to drive consumer credit card growth and profitability and optimization of all marketing programs resulting in increasing average outstandings by 9%, new accounts by 27%, revenue by 17%, and profit by 25% along with improving expense efficiency ratio by 7%. - Developed and launched product and channel P&L forecasting and reporting capabilities to enable all product and channel managers to access key P&L metrics, drive program performance, and improve accountability for results. - Oversaw the RFP P&L development and financial approval process forecasted to yield $100MM over 5 years for Cobrand bids: Hawaiian Airlines, Choice Hotels International, Asiana Airlines, and Mexicana. - Championed green and black belt Six Sigma initiatives resulting in $10MM of annual profit improvements by improving operational performance, financial controls, and partner satisfaction. |
|||
| Years | Employer | Title | Department |
| Years: 2000 to 2002 | Employer: THE HARTFORD FINANCIAL SERVICES GROUP, INC. | Title: VP, Business Development – Small Business Insurance | Department: |
Responsibilities:Establish partnerships to cross-sell The Hartford’s small business and workers compensation insurance to other companies.- Executed partnership deals with AMEX Small Business, ADP, Paychex, Met Life, Prudential, and Insurance.com. - Delivered sales presentations, performed financial analysis, structured pricing and revenue sharing agreements, negotiated and executed contracts, and developed strategic, long term customer relationships. |
|||
| Years | Employer | Title | Department |
| Years: 1997 to 2000 | Employer: CITIGROUP NORTH AMERICA CREDIT CARDS | Title: Senior Vice President–Core SBU CFO | Department: |
Responsibilities:Coordinated and controlled the optimization of the Core SBU credit card financial processes including managing a $75B portfolio P&L, and analyzed new credit card acquisition programs.- Identified cost-saving opportunities by combining projects and obtaining vendor concessions resulting in reducing expenses by roughly $50MM; oversaw all marketing expense reporting and control functions. - Led financial strategies & negotiations for the divestiture of the Citibank Ford cobrand and the development and launch of the Citibank Drivers Edge rewards credit card, the Upromise cobrand credit card, & the Sony rewards cobrand credit card. |
|||
| Years | Employer | Title | Department |
| Years: 1996 to 1997 | Employer: CITIGROUP NORTH AMERICA CREDIT CARDS | Title: Vice President–Business Planning & Analysis | Department: |
Responsibilities:Coordinated and controlled the optimization of the Core SBU credit card financial processes including managing a $75B portfolio P&L, and analyzed new credit card acquisition programs.- Identified cost-saving opportunities by combining projects and obtaining vendor concessions resulting in reducing expenses by roughly $50MM; oversaw all marketing expense reporting and control functions. - Led financial strategies & negotiations for the divestiture of the Citibank Ford cobrand and the development and launch of the Citibank Drivers Edge rewards credit card, the Upromise cobrand credit card, & the Sony rewards cobrand credit card. |
|||
Additional Experience
| Expert Witness Experience |
|---|
| Expert has been retained, counsel. He has been asked to evaluate and address the opinions expressed by Plaintiffs’ experts regarding the performance of in-house credit card program during the period (“Class Period”). |
| Training / Seminars |
|---|
| Led the training and development for credit card call centers, collections shops and branch sales teams for Huntington Bank and Alliance Data for 12 years. |
| Vendor Selection |
|---|
| Led the vendor selection process and was the ultimate decision maker for all credit card vendors at both Huntington Bank and Alliance Data for 12 years. |
| Marketing Experience |
|---|
| Led the day to day strategy and execution for the marketing acquisition and portfolio optimization programs for all credit card marketing campaigns at both Huntington Bank and Alliance Data for 12 years. |
| Other Relevant Experience |
|---|
| Expert is a credit card business, operations, marketing, and P&L expert with over 20 years of experience building, launching and running the day to day credit card business for multiple banks including Citibank, BofA, Alliance Data and Huntington. |