Calvin A. Carson
Transformational Leader
Phoenix
Summary
Experienced Sales Leader with a proven track record of building and leading high-performance teams broadly in B2B Sales, Client Development, and Operations. Known for creating winning cultures focused on coaching and personal development, resulting in increased team morale and productivity. Skilled in strategic planning, team building, and implementing successful sales strategies to drive revenue growth and exceed sales targets. Strong communication and interpersonal skills, with a passion for developing and mentoring team members to achieve their full potential. A results driven leader dedicated to fostering a culture of excellence and driving business success through effective sales leadership. Results-driven sales manager bringing several years of experience in product development, promotion and optimization. Skilled in developing lasting client rapport based on knowledgeable support and consistent service. Proficient in developing and applying advanced marketing, prospecting and merchandising strategies to accomplish promotional goals. Demonstrated success in building networks and supporting branding objectives.
Overview
15
15
years of professional experience
1
1
Certification
Work History
Merchant Support Manager
Upgrade, Inc
Phoenix
01.2025 - Current
- Responsible for all aspects of merchant support for our growing product
- Developed and implement servicing and merchant strategies
- Implemented strategic improvements in order to improve the customer and merchant experience.
- Ensure key KPI’s are being met while working cross functionally to achieve goals.
- Restructured training/onboarding with L&D design team
- Partnered w/HR to improve our talent/recruitment efforts
- 120% increase in production across call center within 6 months- OB calls went from avg 5573 to 10,186-Auto pays increased 27%
- Improved time to approval by 36%- 25 mins down to 16 mins
- Successfully stood up a Concierge Team (handling top clients), support and sales oriented with a focus on revenue generation
- Highest Pulse Survey/Culture Amp across organization with a score of 95% employee satisfaction
SVP-TPS National Sales Leader
HTLF Financial
Phoenix
01.2021 - 01.2025
- Charged with rebuilding the team, with specific focus on increasing non-interest fee revenue.
- Leads a National Sales team of 13 VP/ Solutions Consultants Treasury/Commercial Payment Solutions across the country, which includes 11 charter banks (144 branches)
- Responsible for all aspects of payments technology solutions and services as it relates to the short- and long-term goals and strategies of our customers.
- Perform activities including cold calling, prospecting, customer development, qualifying solutions, preparing, and delivering of quotes, project management, customer service and performing administrative duties.
- Develop strategies with Treasury Officers and Relationship Bankers to acquire and grow net new business, and help grow overall revenues through increased purchase volume, and fee income internally.
- Implement vendor/supplier payment strategies that help in driving productivity and client satisfaction.
- 300% to goal YTD-Implementing EAP, Integrated Payables, Expense Management, and Commercial Card Programs as a more efficient way to make payments in the current environment, which increased Purchase Volume and revenue, 49% increase YOY.
- Achieved 108% in fee income revenue for the bank.
- Achieved significant milestone reaching $1 BILLION in purchase volume as a commercial credit card issuer.
VP-B2B Payments Bus Development
CAPITAL ONE
Phoenix
01.2017 - 01.2021
- Business Development Officer calling on middle market companies with annual revenues between $10MM$500MM.
- Responsible for all aspects of the sales process including, prospecting, sales, underwriting, implementation, and post implementation follow-up.
- Develop prospecting plan and execute cold-calling and cold canvassing strategy to C-Suite audience.
- Serve as trusted advisor to clients in building consensus for Capital One's payment solutions within their organization.
- Design and develop implementation plans to ensure clients meet their expected return with our solutions.
- YOY revenue growth of 197%
- President's Club Winner
- Mt. Everest Award for Southwest Region Achieved 146% of quota.
- Million Dollar Club 8 straight months.
- Recognized by Capital One EVP, out of 100+ as a cultural beacon and national leader
- Mentor to 5 sales associates
- Champion for new hire training
Director — Global Credit Collections
AMERICAN EXPRESS
Phoenix
01.2014 - 01.2017
- Leading the US Consumer and OPEN Small Business Credit Card function.
- Responsible for preventing Credit losses and enabling spending.
- Team comprises 150+ highly engaged Collection Specialists with 13 direct reports.
- Successfully spearheaded late-stage, pre-charge off department (Advanced Collections Mitigation Unit) outperforming Outside agency control by 800bps and achieving over 300% ROI.
- Reduced attrition from 37% annualized to less than 15% over a 2-year period-approximate 60% reduction; elevated efficiency metrics: ACW (43 seconds vs. 20seconds) and AHT (430 seconds vs. less than 400 seconds).
- Enhanced productivity, collections effectiveness, and card member satisfaction.
- Accelerated performance and reduced overall costs by 20%+ in collections effectiveness through developing variable compensation plans, which created a clear performance-driven path for others.
- Improved Collection effectiveness by over 1300bps, through multiple tactical and strategic initiatives.
- Increased Card Member experience scores by over 800+ bps for the Phoenix Site.
- Phoenix Site ranked 1 in 3 out of the 3 Champion/Challenger segments across all Credit Collection Sites.
- Delivered superior employee satisfaction scores across all categories namely Engagement, Loyalty & Recommend your leader having 90%+ satisfaction scores.
- Managed all MIS reporting for all networks globally.
- Transformed hiring, training, and front-line production into sustainable high performing teams outperforming all sites globally by 1000bps.
- Recognized by SVP for 'Exemplary Leadership Award' & 'Blue Box Values' in 2015 and 2016
Senior Manager Sales— Top Client Acquisitions
AMERICAN EXPRESS
Phoenix
01.2013 - 01.2014
- Appointed to expand Top Client Acquisitions to seven Senior Managers and 70+ Consultants within 13 months.
- Led sales team of 15 Consultants focused on consultative selling, pipeline management, and personal development.
- Hired, trained, and led over 55 different Consultants while still managing day to day responsibilities, Exceeded annual goals for applications and purchase volume achieving over 200% to goal.
- Implemented, trained, and coached Insight Selling techniques to ensure business-centric dialogue.
- Created pipeline management, and integrated warm hand off process to elevate customer experience.
- Effectively worked across multiple business units in various geographies.
- Implemented and managed 'Warm Lead Pilot' to acquire High Potential clients with other cross channels.
- Responsible for helping the department drive 175MM in new spend with over 500% ROI within 1 year.
- Recognized for Presidents Centurion Award 2012 & 2013 (Most Prestigious Award)
Business Sales Consultant — Top Client Acquisitions
AMERICAN EXPRESS
Phoenix
01.2011 - 01.2013
- Tapped to increase revenues through OPEN's first proprietary sales/acquisition of new small business accounts, focusing on clients $2M—$10M in annual revenues.
- Leads all phone-based engagements and recommends value-aligned solutions leveraging intense product knowledge and applicable service benefits.
- Earned coveted Green Club Award for creating a mega-spender account, $500k average monthly spend, within 90 days.
- Assessed risks and expedited underwriting process to solidify the deal.
- Manages customer pipeline through collaboration with customer service and business growth consultants.
- Assists with product / industry mastery portion of new-hire training and the consultative sales approach.
- Clinched top performer spot for total sales (NAA), surpassing goal 130% with above average activation and approval rates.
- Five-time recipient of Salesperson of the Month designation, with 3 record-setting months.
- Performed 435% above average for Purchase Volume.
- Contributed to best practices through effective case study presentation to over 200 senior leaders.
- Addressed overcoming immediate objections, earning trust, and conducting industry research to capitalize on opportunities.
Education
B.S. - Business Management
Glendale Community College
Glendale, AZCertification - Underwriting Insurance
Rio Salado College
Skills
- Commercial Sales/Consumer Credit
- Building High Performance Teams
- Communicating The Vision
- Employee Engagement
- US Call Center Experience
- B2B Sales
- Process Control
- Coaching/Mentoring
- Lead Generation/Cold Calling
- Hiring/Recruiting
- Operations
- Pipeline Management
- Data Analysis/Trend Identification
- Project Management
- Regulatory Initiatives
- Underwriting/Risk Management
Certification
- Underwriting Insurance, Rio Salado College
- Property and Casualty Licensed Salesperson - All States
Hobbies and Interests
- Mentor: underserved young adults
- Valuable family time
- Reading self-development books
- Coaching
Professional Development
- Leader as Coach
- Optimizing Team Performance
- Executive Presence
- Situational Leadership 1 & 11
- Risk Fundamentals
- SPIN Selling
- Insight Selling
- Challenger Sales
- Locating Qualified Clients
- Integrity Sales & Ethics
- FDCPA & FTC Exam Based Training
- L.E.A.P Executive Coaching
Timeline
Merchant Support Manager
Upgrade, Inc
01.2025 - Current
SVP-TPS National Sales Leader
HTLF Financial
01.2021 - 01.2025
VP-B2B Payments Bus Development
CAPITAL ONE
01.2017 - 01.2021
Director — Global Credit Collections
AMERICAN EXPRESS
01.2014 - 01.2017
Senior Manager Sales— Top Client Acquisitions
AMERICAN EXPRESS
01.2013 - 01.2014
Business Sales Consultant — Top Client Acquisitions
AMERICAN EXPRESS
01.2011 - 01.2013
B.S. - Business Management
Glendale Community College
Certification - Underwriting Insurance
Rio Salado College