302.766.2530 | markcsullivan1@gmail.

com
www.linkedin.com/in/markcsullivan
www.markcsullivan.com
Note: Currently reside in the Pompano Beach, Florida area
and open to relocation.

RAPID -GROWTH MARKETING EXECUTIVE AND TURNAROUND CATALYST

generating billions in cash flow through innovative campaigns and marketing investments that bring spend-ready customers

executive summary
Innovative and transformational turnaround expert and executive leader renovating underperforming business units into
market leaders that generate billions of dollars in cash flow. Leverage innovative campaign strategies and marketing
instruments that target pre-qualified clients. Known as a change agent with a commanding presence and an aptitude for
technology and groundbreaking tactics with personal integrity to implement test-versus-control methodologies to
determine best solutions. With keen analytical prowess, understand the numbers and implications of decisions predicting
outcomes with pristine accuracy. Professional risk-taker and ability to build the business case for integrated marketing
solutions that produce highly attractive revenues in hyper-competitive environments. Known as an industry leader, credited
with upgrading internal technology and communications systems linking marketing success to sales outcomes evidenced by
P & L accountability of $200M+ and growth of receivables from $12B to $100B+.

critical skillset

Direct Response Marketing

Business / Partnership Development
Customer Relationship Management
Database Marketing / IP Marketing
Market Research / Advertising
Retention Marketing

Customer Loyalty Marketing

Product Development
Asset Acquisition Analysis
Portfolio Conversions
Risk Management
Marketing Operations

Account Acquisition
P&L Accountability / >$200M Budgets
Telemarketing / Mobile Marketing
Data Mining / Modeling Strategy
Cultural Diversity / Global Experience
Customer Segmentation / CRM

career abstract
EXECUTIVE CONSULTANT Loyal Customers Please
MARKETING CONSULTANT Credit One Financial Services
SENIOR EXECUTIVE VP/DIRECTOR OF MARKETING (Europe) Bank of America (Formerly MBNA)
EXECUTIVE VP/DIRECTOR OF CUSTOMER MARKETING MBNA
SVP/DIRECTOR OF PORTFOLIO QUALITY MBNA
DIRECTOR OF TELEMARKETING/VP MBNA
MANAGER OF COLLECTIONS, RECOVERY, CREDIT OFFICER MBNA

professional employment history

Strategic Planning, Achievement Motivation, Sales Growth,

Impact And Influence, Listening, Understanding, Responding,
Team Leadership, Decision-Making, Entrepreneurial, Proven
Track Record, Consultative, Problem Resolution, Customer
Service, Management, Problem Analysis, Employee Training,
Interpersonal And Communication Skills, Presentation Skills,
Financial Competence, Decision-Making And Analysis,
Professional Selling Skills, Delivering Sales Success, Influence And
Negotiating, Interpersonal Relations, Diversity Awareness And
Sensitivity, Stress Tolerance & Flexibility, Drive And
Dependability, Business, Industry And Competition Knowledge,
Delegating And Directing, Performance Monitoring, Leveraging
Business And Industry Networks, Business Plan Implementation,
Coaching And Mentoring Skills, Lives Company Values, Decision
Making , Developing Others , Developing Others , Impact And
Influence , Leading And Managing Change , Motivating Others ,
Organizational Awareness , Resource Management , Results
Management , Risk Taking , Strategic Thinking , Team Leadership
, Visioning And Alignment Conflict Management , Facilitation,
Fostering Learning , Information Gathering And Processing ,
Interactive Communication , Partnering , Presentation ,
Relationship Building , Report Writing , Research , Teamwork ,
Writing Skills, Business Perspective , Enforcement , Financial And
Management Accounting , Information Management, Improving
Business Processes , Legislation, Policies, Procedures And
Standards , Managing And Measuring Work, Negotiating And
Mediating , People Management , Performance Management ,
Political Savvy , Project Management , Using Financial
Information , Using Information Technology Adaptability ,
Attention To Detail , Client Focus , Continuous Learning , Initiative
, Proactivity & Self-Motivation , Quality Focus , Resilience , SelfConfidence , Stress Management , Self-Management , Social
Responsibility , Time Management/Priority Setting , Valuing
Cultural Diversity , Work Ethics And Values , Achievement
Orientation , Analytical Thinking , Creativity And Innovation ,
Critical Judgment , Planning And Organizing , Problem Solving,
Employee Relations , Change Management , Compensation And
Benefits Administration , Learning And Development ,
Recruitment And Selection , Strategic Planning , Competency
Management , Policy Design And Development , Organization
Analysis And Design , Job Analysis , Interviewing Skills , Employee
Retention , Career Counseling , Workforce Planning , Channel
Management , Measurement & Control , Market Research &
Analysis , Pricing , Positioning & Branding , Marketing
Communications , Marketing Strategy And Planning , Product
Development , Event Management , Competitive Knowledge,
Industry Knowledge , Territory Management , Product Knowledge
, Sales Process , Product And Service Advice And Support , Client
Relationship Management, Contract Administration And
Management, Project Planning , Resource Management , Project
Risk Management , Communications Management
Vice President of Sales, VP of Sales, Area Vice President of Sales,
Area Director of Sales, AVP of Sales, Regional Vice President of
Sales, RVP of Sales, Regional Director of Sales, Sales Director,
Director of Sales, Head of Sales, Sales Manager, Vice President
Business Sales, VP Business Sales, Director Business Sales, Vice
President Strategic Account Sales, VP Strategic Account Sales,
Director Strategic Account Sales, Vice President Enterprise Sales,
VP Enterprise Sales, Director Enterprise Sales, Vice President
Global Enterprise Sales, VP Global Enterprise Sales, Director
Global Enterprise Sales, Vice President of Sales, West, VP of Sales,
West, Director of Sales, West, Vice President North American
Sales, VP of North American Sales, Director North American
Sales, Vice President North America Sales, VP North America
Sales, Director North America Sales, Vice President Sales and
Account Management, VP Sales and Account Management,
Director Sales and Account Management, Vice President Sales
and Customer Success Operations, VP Sales and Customer
Success Operations, Director of Sales and Customer Success
Operations, Director Mid-Market Sales, Director Sales SMB,
National Sales Director, National Vice President of Sales, National
VP of Sales, Regional Vice President Enterprise Commercial Sales,
RVP Enterprise Commercial Sales, Vice President Inside Sales, VP
Inside Sales

PRINCIPAL OWNER/EXECUTIVE CONSULTANT

Loyal Customers Please
2007 Present
Loyal Customers Please | Boutique executive consultancy specializing in marketing, operations and credit
products for companies leading high-impact, creative, rapid-entry strategies, lead generation and
revenue generation imperatives.
Selected client projects include:

notes

Credit One Financial Services - Spearheaded customized off-the-shelf credit card product by mobilizing
team of clients professional staff, creating five-year product, ROI, P&L and marketing plan in
collaboration with MasterCard, Visa, FDR, Total Systems, FICO, Carlson Marketing and Metabank.
Engineered unconventional account pricing strategies in response to regulatory changes effecting
new pricing structure and pioneered economically and profitable state-of-the-art products in
advance of the top five industry leaders.
Top 5 Mutual Life Insurance Company - Sought after to advise decision makers on direct response
marketing strategy to increase sales, reduce expenses and mitigate agent churn.
Devised unique product with a total Investment of $38M, annual expense of $5M and total annual
increase of $150M (10% revenue growth) with an estimated return on investment of three years.

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WelcomeMat Technology Services - Created WelcomeMat technology services franchise to connect local
businesses to new residents by integrating bar-code technology with mover data, direct mail and mobile
loyalty applications.
Achieved 10% response rate, 4000 targeted businesses, buy-in of 70 local businesses creating positive
cash flow in 14 months with anticipated 5-year annual gross revenue of $600k.

notes

SENIOR EXECUTIVE VP/ DIRECTOR OF MARKETING (EUROPE)

Bank of America
2000 2006
Managed operating budgets $100K and achieved annual revenues of up to $250K and transformed
European operations by a conducted four-month review, implementing changes to in-elastic price
points, reducing marketing expenses and upgrading data and communication systems.
Entrusted by senior leadership to develop the pricing strategy and implementation of effective
pricing controls of a $40B loan portfolio and $200M marketing budget.
Stimulated rapid business growth through data-driven customer segmentation and identified that
approximately 3M (45%) of new MBNA accounts did not use credit cards once received, resulting in
zero profit.
Led team to develop promotional concepts combined with transfer incentives that saved $170M in
expenses and lost revenue.
Increased profits from 6% to 30%, growing loan volume from $7B to $17.5B and cash fees from zero
to $160M and growing average loan from $3K to $7K. Maintained strict quality controls while
applying millions of pricing variables, reallocating billions of dollars in loan balances and producing
millions of pricing disclosures with 99.9% accuracy rate.
Hired 10,000+ team members developing many into high-performers while making necessary, but
difficult, business decisions including dismissal and reassignment of under-performing staff.
Drove annual profits from 6% to 30% for MBNA Europe, surpassing targets for credit card products in
the UK with growth of annual profits from $8M to $400M in five years.
Revitalized poorly performing portfolios, strengthened critical database-driven profit strategies and
tutored native talent. Established data-driven units to determine retention, pricing and retail
activation strategies.
Managed P&L, delivering $460M NIBT while executing a $200M marketing budget.
Secured capital expenditure for and drove implementation of crucial systems to deliver data-driven
and segmentation-specific marketing strategies, including $20M marketing database, $8M selective
statement insertion technology and $4M direct marketing CRM solution.
Collaborated closely with Endorsed Marketing Group and partners to deliver successful retail based
card programs including Manchester United ($68M), Virgin Group ($5B), and BMI ($180M).
Increased cash-fee revenues by $160M in five years, improved modeling to reduce marketing costs by
$6M and improved average year-on-year profit growth from 6% to 30% in seven years.
Obtained approval for post-conversion card reissue strategy that saved $170M in fulfillment
expense.
EXECUTIVE VP/ DIRECTOR OF CUSTOMER MARKETING
MBNA
1992 to 2000
Managed comprehensive customer marketing operations when staff increased from 3 to 2,000 in five
activation call centers. Developed and executed cash marketing and promotional rate strategies in
addition to retail usage campaigns.
Optimized selective statement marketing strategies and coordinated and successfully led 100% of
customer cross-sell efforts.
Grew cash volume from 18% of total credit card transaction volume to 43% over 8 years, while bank
outstanding increased from $11B to $69B by designing revolutionary concept for promotional rates
of credit cards.
Designed and implemented corporate-wide cross-sell initiatives that increased profits by $210M+ by
increasing cardholder spend, loan balances, customer retention and transaction fees.
Collaborated with affinity groups to maximize business volume, program profitability, partner
satisfaction and group retention achieving 88% YOY net customer attrition rate while growing
average monthly retail spend 8% annually.

education and professional development

Bachelor of Arts (BA), Economics and Political Science | University of Maryland, College Park, MD

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