Dustin W. Lovell

As the Vice President of Cash Product at PAI, I led the management of the Cash Product suite of services, overseeing its lifecycle. This role was instrumental in developing and implementing strategic plans to support organizational growth and revenue objectives. I drove program growth through revenue generation from bailment funding and deployment, while also establishing efficient operating policies, managing the product lifecycle, and negotiating vendor contracts effectively. I fostered effective communication strategies within the product team, maintained relationships with stakeholders, and promoted collaboration among department heads. Additionally, I analyzed market trends to inform long-term product evolution strategies and provided insights to senior executives on market complexities, identifying growth opportunities and making recommendations on business strategy and initiatives.

• Reviewed reports from functional areas to assess progress towards organizational goals.
• Analyzed market trends to identify opportunities for growth within existing markets or new ones.
• Lead product launch initiatives with sales teams.
• Identified problems and implemented solutions to better streamline operations.
• Communicated regularly with executive team members to deliver pertinent details related to progress status and direction for projects.
• Identified and established KPIs to improve team efficiencies and sales strategies.
• Devised effective business strategies to capitalize on emerging market trends.

As the Vice President of Channel Development I lead the implementation of innovative strategies to build a multi-tier national channel program, ensuring smooth collaboration between our high-touch sales organization and customer success team in capturing market opportunities. This was a key role in driving leads, revenue, product and program development, service delivery, customer results, and market expansion by building a partner ecosystem that delivers value to sales team and customers

Key Responsibilities:

• CLIP Money Channel
• Regional Banking, Digital Retail Solutions Channel
• Cannabis Banking Program Channel

As a top-performing Vice President of Sales, I showcased my expertise in delivering tailored solutions to meet the diverse needs of financial institutions nationwide. I led a team of nine Account Executives, driving new business growth through exceptional customer service and establishing strategic partnerships with stakeholders and executives to boost channel revenue. A key strength of mine was the ability to effectively communicate complex principles and demonstrate product functionality to both business and technical users. I demonstrated strong leadership skills by motivating team members and collaborating with account teams to identify opportunities, strategize, position solutions, and successfully close new projects, consistently delivering exceptional results to all customers.

Key Accomplishments:

• Lead Reg. Banking Portfolio Growth ACV of 22% YOY from $114m to $139m
• 29 Signed New Logo/New LOB Banking Relationship Contracts
• 508 Signed Account Growth Contracts

From July 2021 to February 2022, I served as the United States Lead for Product Development, Program Execution, and Process Improvement. In this role, I collaborated with stakeholders to drive projects addressing critical business needs. I oversaw the review, analysis, and evaluation of selected business processes, ensuring the application of proper methodologies by working closely with stakeholders. I facilitated project development with executive sponsors to define goals, objectives, and KPIs, leading and managing teams through all project phases. I also developed regular report metrics for work streams and internal initiatives, identifying integration points and dependencies crucial for the successful delivery and execution of improvement projects.

Key Responsibilities:

• Lead and managed teams through all phases of program and project development
• Facilitated the Brinks Customer First Initiative GTM, go Live of 7/2023
• Lead Development and Execution of the Cannabis Banking Product and Program GTM Live 5/2022
• Lead Development and Execution of the CLIP Money Channel Partnership, Live 1/2022
• Lead Development of the Regional Banking Market Segment Team GTM, Go Live 3/2022.

In this role, I managed a team of four Account Executives across the territory, focusing on developing their skills and product expertise to drive sales success. My primary objectives were to ensure the growth and effectiveness of the sales team in order to achieve our sales goals. Through ongoing training, sales coaching, and fostering team engagement with clients and partners, I enabled each Account Executive to surpass their targets and build a robust portfolio of clients for sustained year-over-year growth.

Key Accomplishments:

• Goals were met and exceeded during the 2019-2021 sales year with an average of 126% to goal across the four measured metrics (Total Contract Value, In Year Revenue, CompuSafe Units Sold, Brinks Complete Units Sold).

In this position, I oversaw client relationships in an eight-state territory spanning various lines of business and market segments. My objective was to identify new growth opportunities and secure new clients by leveraging consultative solution-based sales approaches. I introduced Brinks digital cash solutions technology to optimize client cash handling processes, enhance efficiency, reduce costs, and mitigate risk exposure.

Key Accomplishments:

• 112% of Goal for TCV Revenue ($8.12m to a goal of $7.25m)
• 120% of Goal for Units Installed (240 units sold/installed to a goal of 200).

In this position, I was accountable for cultivating community relationships to drive household growth through the organization and promotion of financial seminars and wellness events. Collaborating with teams across various business segments, I focused on establishing and nurturing long-term relationships with key stakeholders. Additionally, I played a key role in introducing new and innovative program offerings aimed at customer acquisition, emphasizing expansion and retention strategies.

Key Accomplishments:

• Developed and Facilitated the FNBO First at Work Employer Banking Program with 10% YOY account acquisition growth
• Grew Market Share of FNBO Health Savings Account Program 20% YOY
• Grew First At Work Financial Wellness Program user adoption 80% YOY.