Louis F. Fortunato
West Chester,PA
Summary
With over 20+ years of experience in senior-level sales management positions, I thrive in demanding, complex, and ever-changing environments. My expertise lies in building, leading, and energizing high-performance sales teams to consistently drive volume growth. As a proactive and decisive leader, I possess foresight of market conditions and the ability to effectively direct a sales organization. I excel in general management, business planning, and implementing best practices, with a proven ability to improve operations and impact business growth. Building effective sales teams and forging strong relationships with key customers are my strengths. I am dedicated to consistently improving sales and process efficiencies through the utilization of CRM software and other automated tools. Moreover, I successfully develop small and large sales teams into highly motivated, skilled, and disciplined organizations. By analyzing processes and procedures effectively, I produce streamlined operations. My excellent organizational, communication, management, empowerment, and motivation skills enable me to lead through change seamlessly.
Overview
35
35
years of professional experience
Work History
GTM Leader, North America SMB East
HPE Financial Services
02.2018 - Current
- NA Sales Leader in the Commercial Space (Channel Partner, SMB, Mid-Market and Mid-Enterprise)
- Led NSP and Channel team responsible for direct leasing and financing business volume contribution from $200 mm per year
- Headed strategic planning and executive relationships within HPE to drive financing
- Mentored and coached teams of salespeople and sales managers and led team of Channel relationship managers to create programs and opportunities across other market segments to drive revenue and profit growth
- Performed sales recruiting and career development of team, successfully promoting, and developing talent within the organization
- Cultivated and maintained business relationships with the key senior managers of our High Value Relationships and key partners
- Integrated with HPE and HPI Sales Leaders to discuss strategy and current opportunities in the pipeline
- Created, managed and executed the business plans and conducted trainings for top partners
- Managed internal and external KPI’s and initiated action plans to achieve
- Conducted Quarterly Business Reviews with top program partners
- Restructured sales teams, redefined territories based on geography and opportunity in Commercial Space
- Led end to end team discussions facilitating process improvement for both sales and operations and improved experience for customers and stakeholders
- Managed day-to-day business, assisting with structuring transactions, negotiating documents, strategizing opportunities, and liaising between the sales team and functional departments (Credit, Operations Legal, Asset Management, etc.)
Director – Channel Sales, Technology and Telecom, CIT Equipment Finance
CIT BANK, N.A.
05.2007 - 02.2018
- Company Overview: (Formerly CitiCapital/Fidelity Leasing, a Member of the ABN Group/Fidelity Leasing, Inc.)
- Manage the Tech and Telecom SMB segment in the Channel, including Top Partners and Distributors
- Channel Sales Director for two key relationships, Avaya and Lenovo, as well as Tech Reseller Channel
- Cultivated and maintained business relationships with the key senior managers of the program partners
- Created, managed and executed the business plans and conducted webinars for top partners and distributors
- Managed internal and external KPI’s and initiated action plans to achieve
- Rolled out & implemented new products and assist program partners in marketing and promotions
- Designed internal and external training program for partners
- Interacted with sales to provide training and engage at a transactional level where needed, especially on large deals
- Identified opportunities for organizational and process improvements
- Conducted Quarterly Business Reviews with top program partners
- Restructured sales teams, redefined territories based on geography and opportunity
- Managed day-to-day business, assisting with structuring transactions, negotiating documents, strategizing opportunities, and liaising between the sales team and functional departments (credit, operations, legal, etc.)
- Effectively managed Key Relationships through acquisition and financial crisis
- (Formerly CitiCapital/Fidelity Leasing, a Member of the ABN Group/Fidelity Leasing, Inc.)
Vice President – Sales, Technology & Office Equipment, CitCapital
CIT BANK, N.A.
10.2001 - 05.2007
- Company Overview: (Formerly CitiCapital/Fidelity Leasing, a Member of the ABN Group/Fidelity Leasing, Inc.)
- Managed all aspects of the Sales organization including New Business Volume, P&L responsibilities, recommendations of business plans, strategic planning and presentations, performance management, compensation plans, coaching, training, pricing, direction, and financial analysis of sales statistics and trends
- Responsible for staffing, training, mentoring, and performance management of Sales Managers, Field Sales Reps and Inside Sales Reps
- Formulate and implement business development strategy
- Develop marketing campaigns and pricing strategies to meet volume goals and profit targets
- Develop and implement business and compensation plans for Sales organization
- Assisted in developing CRM solutions for Sales organization
- Effectively managed the Sales team and customer base through acquisitions
- (Formerly CitiCapital/Fidelity Leasing, a Member of the ABN Group/Fidelity Leasing, Inc.)
Inside Sales Manager, Technology and Office Equipment, Fidelity Leasing
CIT BANK, N.A.
09.1998 - 10.2001
- Company Overview: (Formerly CitiCapital/Fidelity Leasing, a Member of the ABN Group/Fidelity Leasing, Inc.)
- Responsible for managing sales activities for a direct inside sales team of Client Managers within National Program and Channel Sales models
- Successfully managed large Sales teams (up to 5 Sales Managers and up to 30 Insides Sales reps)
- Managed relationships under private-label structures
- Coached reps to achieve their sales goals, set activity expectations and measured results (monthly scorecard)
- Organized and directed call campaigns and provided guidance and training to Sales team
- Provided overall supervision of sales activities by Client Manager Sales team
- Called on strategic prospects and key accounts
- Evaluated new activities, policies and programs
- Coordinated marketing and promotional materials with Marketing team
- Reviewed and approved dealer pricing within approval authority
- Responsible for staffing, mentoring, and performance management
- (Formerly CitiCapital/Fidelity Leasing, a Member of the ABN Group/Fidelity Leasing, Inc.)
Inside Sales Account Manager, Tech, Office Equipment and Healthcare
TOKAI FINANCIAL SERVICES, INC.
12.1992 - 09.1998
- Responsible for expanding existing base and developing new vendor relationships within a specific geography by consistently meeting quota of new business volume and other targets such as applications, new closed vendors, number of sales presentations and number of outbound sales calls
- Represented single point of contact to price, negotiate and close transactions
- Responsible for the attainment of annual application and new business volume budget within company profitability targets
- Consistently exceeded primary performance measurement centered around an activity model, i.e
- Outbound calls, daily phone time, applications and conversion
- Presented the company value proposition and closed new business
- Managed the vendor relationships through phone meetings and reviews
- Developed knowledge of the vendors’ needs and provided service accordingly
- Established priorities and talked to customers/vendors or prospects to discuss their needs, outlined appropriate products and services, and resolved problems as necessary
Residual Sales Representative- Asset Management
TOKAI FINANCIAL SERVICES, INC.
01.1990 - 12.1992
- Responsible for managing a revolving end of lease portfolio of over 500 accounts
- Managed all end of lease activities, including end of lease buyout negotiations, lease extensions, coordinating equipment returns, and dispute resolution
- Negotiated Fair Market Value buyout options to maximize residual gain
- Managed and negotiated end of lease renewals
- Promoted End of Lease Upgrades for increased customer retention
- Coordinated equipment returns with the Inventory department to ensure proper asset disposition
Education
B.S. - Business Administration, Management and Marketing
SHIPPENSBURG UNIVERSITY OF PENNSYLVANIA
Shippensburg, PA01.1990
Skills
- Motivating Teams
- Vendor Strategy and Relationships
- Continuous improvements
- Coaching abilities
- Training and mentoring
- Strategic Planning
- Staff Development
- Employee Motivation
Home - Number
(484) 568-4536
Additional Information
Hewlett Packard Enterprise: 100% Achievement Award (2019, 2020, 2021, 2023), IT Asset Management Excellence Training (Level 1 and 2), Sustainability Advocate Badge, HPE SMB Team of Leaders Council (2024), CIT Experienced Manager Program, Action Selling and Integrity Selling, Fusion Learning: Driving Accountability & Sales Discipline, and Enhanced Business Conversations: Expanded Relationships
Mobile - Number
484-753-2010
Timeline
GTM Leader, North America SMB East
HPE Financial Services
02.2018 - Current
Director – Channel Sales, Technology and Telecom, CIT Equipment Finance
CIT BANK, N.A.
05.2007 - 02.2018
Vice President – Sales, Technology & Office Equipment, CitCapital
CIT BANK, N.A.
10.2001 - 05.2007
Inside Sales Manager, Technology and Office Equipment, Fidelity Leasing
CIT BANK, N.A.
09.1998 - 10.2001
Inside Sales Account Manager, Tech, Office Equipment and Healthcare
TOKAI FINANCIAL SERVICES, INC.
12.1992 - 09.1998
Residual Sales Representative- Asset Management
TOKAI FINANCIAL SERVICES, INC.
01.1990 - 12.1992
B.S. - Business Administration, Management and Marketing
SHIPPENSBURG UNIVERSITY OF PENNSYLVANIA
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