RICO C.

GIOVANNINI
Sales & Business Development Executive Excellence in Account Acquisition and Organization Development

Holland Landing, Ontario L9N 1R3

905/953-0393 or 416/200-0779 (cell) ricocfg@hotmail.com

EXECUTIVE PROFILE
Skills Summary Account Acquisition Infrastructure, Design & Team Management National, Regional and International Market Segmentation Strategic Partnership Formation & Management Strategic Planning and Quantifying Objectives Profitability Analytics The Role of Cultural Values in Marketplace Dynamics Strategic Ally Campaign Architecture & Media Release Strategies Business Plan Formulation and Execution Customer account acquisition & retention, sales executive with an outstanding business development record. B2B & Educational Technology subject matter expert in value propositiondriven & ROI sales & marketing. Strategic competencies include: market research; new campaign and program development; corporate strategic alliances and public relations. Highlights of Contributions Consistent record of sales achievement, sales negotiation, customer relationship management and account acquisition excellence achieved by ensuring cohesive end-to-end brand messaging across all customer touch points. Management talents include integrating financial, creative, and operational processes to deliver high return on investment, award-winning, and leading edge business solutions.

CAREER HISTORY
REDWAVE COMMERCE, Burlington, ON June 2010 - July 2011 Senior Sales Executive Bottom-Line: Doubled channel partner sales and increased annual sales by 30%. Generated strategies to increase revenue streams from SaaS and Professional Services Web Development revenue; achieved by developing customized sales strategies demonstrating the benefits of collaborative B2B Web Commerce Solutions geared to client information ecosystem automation. Subject Matter Expertise: B2B to the Fortune 1000 segment. Conceived the plan and generated the strategies which opened up new Cruise ship accounts (Norwegian and Carnival). Set up social network marketing and brand awareness campaigns and developed branded strategies running on Twitter and LinkedIn. Strategic Partnerships: Negotiated Managed Service Providers contracts with GXS and Hubspan to deliver added value services to their clients, by providing complimentary B2B Web Commerce Service Extensions. Added two other Managed Service Provider accounts (HP Business Exchange Services and Spice Technology Group) to further position Redwave as the top choice for dynamic enterprises. April 2007 June 2010
Enterprise Sales Manager Bottom-Line: Met or exceeded sales quotas for each quarter for this global Educational eLearning, Web Collaboration and

ELLUMINATE INC., Toronto

Desk-Top Video Conference Solution provider, with a suite of synchronous tool-based solutions including customized software, hosted and server-based applications and Professional Services. Subject Matter Expertise: Solution Sales and Miller Heimen sales modeling to open up opportunities in the higher education and K-12 marketplace in a territory consisting of Ontario, Quebec, Atlantic Canada and North East USA. Strategic Partnerships: Formed relationships and alliances with Universities of Victoria, Calgary, Alberta, Ottawa, Montreal, Laval, Memorial, McMaster, Fanshawe, George Brown, Harvard, etc. MINT TECHNOLOGY INC., Toronto
Sales Executive Bottom-Line: A Toronto based start-up company (Venture Capital) with 41 staff, generating $4.5M in annual revenue,

March 2005 Jan 2007

offering B2B eCommerce Solutions & Stored Value Credit Card Solutions; Increased profitability by over $1.5M; achieved

RICO GIOVANNINI, PAGE 2 by securing large mass merchant retail accounts and related B2B and B2C supply chains; negotiated long term global eCommerce alliance partnerships. Personally generated over $600K in upfront and professional services revenue of Stored Value Credit Card business within first 180 days. Created pipeline of opportunities in excess of 1M card holders. Subject Matter Expertise: B2B Hosted and Enterprise Software based eCommerce platform and B2C Stored Value Credit Card Payment Solutions, issued through GE Money (MasterCard). Organization Development: Created strategic Sales Business Plans, while creating the templates to ensure staff were professionalized and trained on pipeline development management and forecast reporting tools. Currently oversee the overall business strategy expected to double client base. Strategic Partnerships: Formed relationships and alliances with third party associations including The Retail Council of Canada, Canadian Payroll Association, and Canadian Hardlines Association and leading Loyalty Program Service Providers in order to exponentially increase firms public relations footprint. RCG & ASSOCIATES, Toronto
Management Consultant Bottom-Line: Subject to comprehensive non-disclosure agreements, increased profitability for one eCom enterprise by over

Aug. 2003 - Feb. 2005

$5.5M over an 18-month period; achieved by re-branding and re-structuring; acted as Interim VP Sales & Marketing. For second major account, expanded a B2C beverages niche marketer into a small chain utilizing franchisees; functioned as Interim VP, Business Development and increased client equity by over $3M in one year. Subject Matter Expertise: Franchising, marketing (including complex segmentation strategies), opportunity identification, staff recruitment and sales team management. Oct. 1992 July 2003

STERLING COMMERCE (CANADA), INC., Toronto

Director, Sales & Operations

Bottom-Line: Grew annual revenue base from $2M in FY93 to $35M in FY03 and sales, marketing and customer support

staff, from six in FY93, to forty eight in FY03, while ensuring very strong EBITDA values and Contribution Margin in excess of 72% of total revenue. Achieved by: undertaking intense marketplace needs analyses and then leading teams (Direct Sales, Telesales, Professional Services, and System Engineers) to deliver expectation-surpassing results of Enterprise Software Sales, Services, Integration Solutions and Education; expanding direct & indirect channel sales through aggressive lead generation and follow-up tactics, thus ensuring a lean but high-efficiency sales, marketing, and customer support operation. Philosophy of treating each client as a referral source proved vital to capturing both Fortune 1000 and SME [smallto-medium enterprise] accounts. Awards: President Club, six times. Industry Sales Director of the Year, FY98. Sales Technology Pioneer: Inaugurated revenue streams from eCommerce integration software & implementation solutions, outsourcing and professional services. Managed an account portfolio consisting of leading retailers (Wal-Mart, Sears, Home Depot, and Loblaw Cos), banks (TD and Royal), and manufacturers (Nestle, J&J, and Pfizer). Organization Development: Served as a facilitator and sales trainer at the Sterling Commerce E-Business University (for new employees), the Sterling Management Institute (a semi-annual training course for the Sterling Management Team) and for Solution Sales Training for all employees. Subject Matter Expert: Account acquisition and business development strategies, leveraging Sterling Commerce eBusiness products and services to establish niche marketplace dominance with several verticals and a number of regional markets. May 1984 Oct. 1992

GE INFORMATION SERVICES CANADA, Toronto

National Sales Manager (1992) Senior EDI Account Executive (19841992)

Bottom-Lines: Exceeded revenue goals and sales performance objectives six years out of nine with only slight anomalies

during the recession. In fact, grew hosted revenue run rate from $1k per month in FY84 to $225k per month ($2.7M/ YR) in FY92, on a total revenue base of $9.6 M/ YR. Promoted to National Sales Manager. Major Accomplishments: Prospected, negotiated and closed one of the firms most prestigious accounts leveraging its status to secure a number of other major accounts. Successfully negotiated major infrastructure agreements with the top three Grocery retailers as well as with a high proportion of top three hundred grocery manufacturers. Subject Matter Sales Expert: Value-added network and Internet services, integration software solutions, and technology outsourcing. Co-managed Customer advisory council that served as product and marketplace strategic platform

RICO GIOVANNINI, PAGE 3 for an account base that included leading firms in grocery & mass merchandising, publishing and specialty retail, pharma, as well as automotive tier-one suppliers.

PROFESSIONAL DEVELOPMENT
Education: Bachelor of Arts degree, University of Western Ontario. Additional Training: Solution Selling, Miller Heimen advocate, including numerous mini-courses on consultative selling,

leadership, customer relationship management and emerging technologies. In-house seminars, workshops, and symposia on a wide range of marketing, advertising, branding, channel management and leadership topics.
Industry Contributions: Former Chair and Board Director for Canadian Vendor Service Providers and Electronic

Commerce Council of Canada. Various Industry based speaking engagements targeted at eCommerce, Prepaid Card, Higher Education clients and prospects.