David Castelloni
Palatine,IL
Summary
Performance-oriented Sales Leader offering exceptional record of achievement over 18-year sales career. Tenacious manager with strategic and analytical approach to solving problems, bringing in customers and accomplishing profit targets. Talented in identifying and capitalizing on emerging market trends and revenue opportunities. Keen eye for talent with an established background in recruiting, hiring and onboarding top talent.
Overview
23
23
years of professional experience
Work History
Director - Client Management
American Express
05.2022 - Current
- Lead a team of seven (7) Sr. Client Managers who collectively mange a portfolio of 800 B2B & B2C Merchants across eight states in the Upper Midwest with $9B+ in American Express charge volume.
- In 2022, every Sr. Client Manager exceeded quota (100%+ to plan) with two making the prestigious President's Club.
- Creatively and strategically work with internal and external customers to drive more American Express customer to our merchants.
- Embrace the fast-changing payments landscape and keep current with payment trends and economic/competitive indicators.
- Partner with internal colleagues to seek out and develop partnership and marketing assets that will be relevant to customer base.
- Increase Merchant Satisfaction while improving Colleague Engagement.
Vice President of Sales & Business Development
Salelytics
09.2020 - 05.2022
- Senior Sales Manager responsible for closing and onboarding new B2B customers (average sales cycle 14 months).
- Follow new sales leads from beginning to end, including complex vertical market campaigns, RFP completion, virtual and on-site presentations, and trade shows.
- Broke internal record for fastest new signing (19 days). In the calendar year 2021, signed six (6) net-new customers (Anyplace MD, Gasket Engineering, Batteries Plus, Chamberlain Group, JuiceBar EV and Payroc) representing a combined annual contract value (ACV) of $3M+ (goal was $2M in ACV).
Senior Director of Specialty Sales
Choice Hotels
03.2018 - 07.2020
- Led two sales leaders (Director-level), five individual contributors (Key Account Managers), two Junior Sales Representatives, and one Sales Support Representative who jointly manage and develop the largest portfolio in Global Sales, with production exceeding 8.5M room nights and $700M+ in revenue in 2019 (18% YoY Growth and 122% to Plan).
- Back-to-back President’s Club winner (2018 & 2019). In two years, division has grown 2M+ room nights and $200M+ in revenue through a combination of existing customer penetration and new business development.
- Develop and execute sales strategy and processes in Government & Military, Extended Stay & Transportation, Affinity Partnerships, 3rd Party Group Intermediaries and Wholesale segments.
- Orchestrate and lead Government RFP solicitations (Fedrooms, Department of Defense, Military, CWTSato, etc), Extended Stay & Transportation contracts (CLC, CLS, Travelliance, ALE Solutions, etc.), Affinity Partnerships (Farm Bureau, AAA, Gallagher, etc.) and 3rd Party Group Intermediaries (HelmsBriscoe, Conference Direct, AMEX, Experient, CWT Meetings & Events, etc.)
- Develop and oversee implementation of multi-year Specialty Sales development plans and strategies to bolster account penetration and achieve room nights, revenue and share shift objectives.
- Collaborate with sales planning and third-party distribution to negotiate and secure account contracts
Vice President of Sales & Marketing
Novaspect (Emerson)
03.2017 - 03.2018
- Executive Team member with responsibility for revenue generation and growth for a $200M book of business.
- Head of Sales with a span of control of 60 sales professionals - led the development and growth of four regional vice presidents, a team of sales engineers (farmers) and business development executives (hunters).
- Head of Marketing – Developed a new website (launched in Dec. 2017) and digital marketing/SEO strategy.
- Novaspect is part of a Local Business Partner (LBP) network that includes 20 other companies throughout North America. As VP of Sales at Novaspect, I sat on the SELT (Sales Excellence Leadership Team) for Emerson
Vice President of Sales
Avis Budget Group
06.2014 - 03.2017
- Overall responsibility for a $500+ Million book of business comprised of Mid-Market and SMB/Local-Market.
- Provided leadership to four Regional Sales Managers, five Commercial Sales Managers (hunters), 45 Local Market & Mid-Market Account Managers, and five Regional Sales Coordinators.
- In first full year in role (2015), finished #1 VP in Division for final “Power Rankings” (combination of YoY revenue growth for all segments & incremental new business revenue).
- In 2014, finished 2nd (out of 4 divisions) with 9% YOY growth at 106% to plan (Mid-Market); 2nd with 9% YoY growth at 105% to plan (Local Market Car) and 1st with 15% YoY growth at 109% to plan (Budget Truck).
Director of Sales
Avis Budget Group
03.2010 - 06.2014
- Provided leadership to three Regional Sales Managers, 20 Local Market Sales Managers, one National Partnership Manager, and one Regional Sales Coordinator.
- Responsible for a $250 Million book of business comprised of both Commercial Car and Truck accounts.
- In 2013, finished #1 in Division for both Local Commercial Car (+3.5% YoY; 103% to Plan) and Budget Truck Commercial (+11% YoY; 107% to Plan).
- Executive point person for strategic partnerships in my region, most notably $100M+ Costco Travel Partnership, $15M MGM Resorts Partnership and large-scale special events in region, including 2012 Super Bowl in Indianapolis
Account Manager
Avis Budget Group
03.2007 - 03.2010
- Successfully sold, managed and serviced a $12 million portfolio of 120+ corporate accounts.
- Finished #2 in total new signings and #3 in incremental revenue (Central Region) in 2009.
- Targeted middle market corporate accounts whose annual rental car spend ranged between $50,000 to $1 million.
Sales Representative
Zep
10.2005 - 03.2007
- Led the Chicago/Milwaukee Branch (70+ representatives) in acquiring new business FY 2006 (156 New Accounts).
- Finished at 112% to revenue goal FY 2006.
- Successfully managed and serviced a portfolio of 300+ clients throughout Illinois and Wisconsin.
Assistant Athletic Director
Northwestern University
01.2000 - 10.2005
- Coordinated all aspects of management for Northwestern’s indoor and outdoor three Athletic facilities.
- Led a group of 6-24 colleagues (season workers) to align and meet expectations of the 22 Northwestern athletic teams.
- Coordinated all aspects of management for numerous special events, through customer and sponsor specifications.
Education
Bachelor of Science - Public Relations
Illinois State University
Normal, ILMaster of Science - Sport Management
Western Illinois University
Macomb, ILSkills
- Sales & Operations Leadership
- Marketing & Partnerships
- Business Development
- Strategic Planning
- Travel & Hospitality
Timeline
Director - Client Management
American Express
05.2022 - Current
Vice President of Sales & Business Development
Salelytics
09.2020 - 05.2022
Senior Director of Specialty Sales
Choice Hotels
03.2018 - 07.2020
Vice President of Sales & Marketing
Novaspect (Emerson)
03.2017 - 03.2018
Vice President of Sales
Avis Budget Group
06.2014 - 03.2017
Director of Sales
Avis Budget Group
03.2010 - 06.2014
Account Manager
Avis Budget Group
03.2007 - 03.2010
Sales Representative
Zep
10.2005 - 03.2007
Assistant Athletic Director
Northwestern University
01.2000 - 10.2005
Bachelor of Science - Public Relations
Illinois State University
Master of Science - Sport Management
Western Illinois University