Disciplined Executive Growth and Organizational Leader Resume
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Resume:
EXECUTIVE PROFILE
An accomplished executive leader offering proven success in delivering mission-critical improvements in diverse economic settings, creating and fostering strategic alliances with key stakeholders, and building high-performance teams. Leads change initiatives and process improvements that enhance revenue performance, cost controls, and customer service.
Core Strengths
Organizational Leadership – Team Building & Development – Client Relations – Business Development – Sales/Marketing
P&L Management – Strategic Planning – Communications – Project Management – Change Initiatives – Negotiations
Select Career Highlights
- Created $M opportunity revenue pipeline for Carlson Restaurants by managing assets/liabilities in an efficient, data-driven, and cost-effective manner; balanced and aligned near-term investments with long-term potential.
- Led and coached a geographically diverse matrixed GE team in delivering financial commitments with the commercial and portfolio teams, representing $M volume at targeted ROIs with zero financial losses.
- Sold $M of GE assets, improved deal conversion rate %, generated % higher gains on sale, and reduced transaction costs .% and sales cycle time %.
- Evaluated a $B real estate portfolio to identify value-add opportunities; renegotiated terms with franchise and corporate clients for assets to create a $M rental stream over years and an option stream of $M.
Professional Overview
CARLSON RESTAURANTS, TGI FRIDAYS - Dallas, TX - March - December
VP, Franchise Development & Sales
Reporting to Chief Development/Chief Financial Officers, provided strategic direction for driving brand growth and franchise development in the US; defined and led expansion strategies in key markets, aligning holistic asset management, risks and contingencies, diversity of thoughts, and resources.
- Negotiated area development/transfer agreements for new and existing franchisees, ensuring tools, relationships, and systems were in place to effectively identify, recruit, qualify, and secure new franchisees.
- Drove resolution strategic growth, contraction, or exit strategies for existing franchisees, ramping up store development for existing franchisees, redesigning/launching new franchise website, and authoring BB materials.
- Generated applications, hosted discovery days, and secured contingent approval for prospective franchisees.
- Represented TGI Fridays in the marketplace, modeling culture and promoting Fridays as a strong investment to capital providers and potential franchisees; secured interest from lenders and an invitation to speak at industry event.
- Recruited and led a high performing team by clearly defining strategic purpose of roles, establishing individual performance expectations, and providing continuous feedback, coaching, development, and recognition.
GE CAPITAL FRANCHISE FINANCE – Scottsdale, AZ and Dallas, TX - February - March
Vice President/Director, Brand Management (-)
Created and executed business development initiatives that strengthened brand position in the restaurant industry, delivered differentiated value to the franchise community, provided market insights, and closed sales with key clients.
- Established relationships with and engaged internal and external senior executives to improve intelligence/analysis, drive referrals, and execute mutually beneficial solutions.
- Leveraged networks to maintain current view of competitive landscape, identify trends, and capitalize on growth opportunities to maintain market relevance and establish brand dominance; discovered opportunities with two previously untapped restaurant concepts and worked to secure financing for multiple franchisees in those brands.
- Gathered, analyzed, and delivered timely and relevant market, industry, segment, and brand intelligence; leveraged data to advocate for change and re-engaged originations in three concepts for which activity had been stagnant.
Senior Vice President, Investment Property Sales (-)
Recognized as real estate expert in the restaurant space for franchise finance, provided market data on the competitive landscape, authored industry-specific updates, and collaborated on annual Chain Restaurant Industry Review.
- Built portfolio sales platform and directed all aspects of the eight-member Investment Property Sales team.
- Defined off-market sales strategy, identified new marketing channels and investors, leveraged technology, and trained team in asset selection, marketing, and negotiations.
- Instituted metric-driven rigor to educate sales team and maximize marketing investments; reduced costs %.
- Provided pricing, structure, and diligence recommendations for approximately $B of new business opportunities.
Vice President, New Product Introduction (-)
Served on a team of multi-disciplined business experts, under the direction of a Senior VP, which completed the Trustreet integration, analyzed internal/external market conditions, identified growth opportunities, and built support for plans.
- Drove growth and innovation initiatives from project/process inception through realization, including rejuvenating sale leaseback program, lifting competitive advantage, and generating $M+ in franchise-operated acquisitions.
- Participated in Lean event to evaluate and expand marketing channels toward reduced cycle times and larger gains.
Vice President/Manager, Real Estate Marketing & Operations (-)
Promoted to department leadership role reporting directly to the Chief Risk Officer; designed, implemented, and executed strategic plans for a $M portfolio to meet net income and risk mitigation goals.
- Led an eight-member team of industry experts in sales, negotiation, documentation, and valuation that exceeded all financial commitments by %+ ($M net income/$M lease volume) and held impairments to % under plan.
- Drove transaction pricing/structure and diligence review to support $M of franchisee sale leaseback originations.
- Utilized industry expertise, analytical, organizational, and interpersonal skills in the diligence and integration of the $B Trustreet acquisition, including transitioning all direct reports to new roles.
Manager, Asset Dispositions (-)
Managed, trained, and motivated a four-person team in strategic sales/vacant real estate asset repositioning to reduce losses and maximize returns; worked with franchisees to rebrand and reopen several closed locations.
- Applied functional expertise to develop new tools, refine processes, and make data-driven decisions to increase gains %, shorten sales cycle time months, lower carrying costs %, and decrease brokerage commissions .%.
Senior Leasing Specialist ()
Recruited by GE to co-found a team chartered to maximize returns via strategic asset management and disposition. Reported to VP/Manager, Real Estate Marketing and Operations; promoted to leadership role within seven months.
- Developed standardized portfolio and FAS impairment monitoring for ~, real estate assets.
- Created, launched, and managed a due diligence process to sell $M of triple net leased assets at % margin.
CKE RESTAURANTS, INC - Anaheim, CA - February - February
Director, Real Estate Asset Management
Implemented a national management program for ,+ leased and company-owned restaurants/vacant properties.
- Worked with construction to complete remodel projects in alignment with leaser and capital requirements.
- Authored and presented strategic plans for leased sites, translated plans into logical actions, and executed in a matrix environment to reach all corporate objectives in support of brand re-emergence for Hardee’s.
- Engaged franchisees in strategic planning and negotiated leases, easements, and tax appeals to optimize outcomes.
- Collaborated with cross-functional personnel to scope, plan, and implement a lease management database.
- Hired, trained, and led lease accounting functions and teamed with franchisees to reduce receivables/days outstanding.
Education & Credentials
MBA – Liberty International University | BA – The Catholic University of America
Certified Retail Property Executive (CRX) – ICSC | GA Real Estate Sales Person License
