John K.

McClane
5311 Fern Ave. Grand Blanc MI 48439
(810) 265-4949
Email: jmb6d584@westpost.net
OBJECTIVE
A business development professional with an IT background who has over 20 years
of experience in increasing existing revenue streams, developing new revenue str
eams, spotting emerging trends through proactive grassroots research, training p
eople, and transferring successful processes and programs to other company areas
in order to build still more revenue.
EXPERIENCED IN THE FOLLOWING AREAS
Marketing/Sales * Team Building * Facilitating
Training & Development * Budgeting * Forecasting
Public Speaking * Planning * Research
ACCOMPLISHMENTS
Selling
Assumed the choicest sales role in a premier sales organization without prior co
mmissioned sales experience. Became an accomplished, award-wining sales executiv
e with a consultative, long-term sales practice. Result: Built hundreds of bus
inesses throughout southeastern Michigan through directional print and internet
advertising.
Presenting
Persuaded business owners increase their advertising in the Yellow Pages by crea
tively presenting them with newspaper articles citing declines in newspaper read
ership and ad revenue. This counterstrike offensive was provoked by a predatory
newspaper campaign to salvage loss of market share by convincing advertisers to
reduce the size and color content of their Yellow Pages ads. Result: Retained hu
ndreds of thousands of dollars in Yellow Pages advertising revenue.
Project Development
Built a non-profit organization from scratch with no external support. Trained &
developed over 100 people in life skills. Effectively used the medium of Radio,
creating a highly rated broadcast with no prior broadcast experience. Result: P
ositively impacted and changed the course of the lives of 50 families directly,
producing ripple effects throughout the Flint community that persist to this day
.
Problem Solving
Prevented defection of large advertisers to a competitor product by authoring an
d presenting an alternative marketing plan to senior marketing management that m
otivated management to reverse a previous decision that would have increased the
cost to advertisers fourfold. Result: A short-term revenue savings of $50,000 a
nd a long-term impact to revenue of over $200,000.
Training/Development
Transformed an individual considered unmanageable by taking an apparent weakness
--exhaustive attention to detail and subsequent slowness--and turning it into a
strength by deploying his unique abilities on only the most complex repair probl
ems. Result: Repair facility production rose by 30%.
Creativity
Memorized a 25-page sales script but with a twist: Filmed and role played the en
tire script including spontaneous customer interaction, overcoming a myriad of c
ustomer objections. Result: Began a steady progression to the top echelon of sal
es performers in my region with annual directory advertising sales revenue of $1
.1 million to $2.2 million over a period of 4 years.
EXPERIENCE
Merchant Specialist: Working hand-in-hand with banking centers throughout SE Mic
higan, helping the bank's merchants grow their businesses via the sales and leas
ing of contemporary payment products and services.
Bank Of America Merchant Services, Troy, MI 2009-Present
Account Executive: Selling in a new industry with a new customer base in an econ
omically challenging environment, leveraging customer rapport and product knowle
dge, led SE Michigan district in 2008 in sales percentage. Qualified as "Top Gun
" Salesman in 2007. Helping merchants grow their businesses via innovative payme
nt products and services.
First Data Merchant Services/TeleCheck Troy, MI 2007-2009
Account Representative: Working the Tri-City area of Michigan. Client acquisiti
on methods include cold calling, cold walking, selling from a position of percei
ved disadvantage, overcoming multiple levels of resistance to gain appointments
and make sales.
YellowBook USA, Bay City/Saginaw, MI 2006-2007
Personal Banker: Built revenue at stagnated downtown location. Cultivated exist
ing customer relationships and generated new sales from new clients through inve
stments, mortgages, loans, checking and savings accounts. Tripled sales results
at this stagnated branch in 5 months.
Chase, Flint, MI 2005-2006
President: Launched and then implemented the weekly activities at a non-profit,
faith-based organization engaged in helping people learn fundamental life skill
s and economic empowerment via training & development. Outreach methods included
frequent public speaking, compelling weekly radio broadcasts (live & recorded)
and television media appearances.
Greater Destiny, Flint, MI 1999-2006
Senior Account Executive: Overcame customer inertia by presenting new product pr
ograms, and cultivating long-term customer relationships with over 1000 new & ex
isting clients (which were small-to-medium-size businesses) with annual sales ra
nging from $10,000 to $10 million over 15 years in largely rural sales territori
es. Developed new business. Won numerous sales awards.
AT&T/SBC/Ameritech Advertising, Flint, MI 1988-2004
EDUCATION & LICENSES
University of Michigan - Flint 1987 - Business Administration/Marketing -
In addition to 20+ years of hands-on business, sales, marketing, and customer se
rvice experience.