Pete Kienlen
Glen Ellyn,IL
Summary
Highly astute Business Development Director and Executive Leader with over 20+ years of dynamic industry experience managing high functioning teams, driving digital innovations and supporting client focused initiatives. Proven ability to identify and capitalize on emerging market trends and new business opportunities. Specialize in coaching and developing top talent, creating dynamic work environments that empower individuals to showcase their unique and diverse skillsets to build profitable long lasting relationships and consistently exceed company goals and objectives.
Overview
24
24
years of professional experience
Work History
Director of Business Development - Large Market
American Express
08.2022 - 12.2023
- Successfully lead a highly accomplished sales team of 5 business development managers dedicated to driving growth and cultivating new commercial payment opportunities in the large market energy and construction sectors.
- Designed and implemented an enhanced prospect list leveraging data and insights that enables managers to quickly identify best-fit opportunities in a given portfolio.
- Expertly developed and coach innovative strategies that help our clients maximize working capital benefits
- Co-create client specific strategies rooted in process improvement, payment automation and positive financial outcomes to secure new business opportunities
- Currently 155% to Year to Date - New Business Target
Director of Business Development - Middle Market
American Express
01.2016 - 08.2022
- Top-ranked director who successfully rallied 8 Managers responsible for New and Expansion business development, selling commercial payment solutions to clients in the small and medium enterprise within the Central Region.
- Perennial top performer sales director and multiple aware winner, consistently exceeding $500M annual targets.
- Recognized for exceptional goal oriented mindset and leadership achievements
- Created an industry benchmark study utilizing company data sets to enable managers in identifying high-potential prospects and expansion opportunities, resulting in accelerated sales growth.
- Co-developed the "Value Builder Tool" to help managers close business on value rather than incentives, by empowering them to devise effective payment strategies and visually demonstrate working capital benefits to clients
- Created and implemented a hybrid payment solution designed for the worlds largest restaurant franchise, driving over $3B in annual charge volume through the Amex network.
- Actively participated in national training and rollouts, providing expertise in various sales processes including lead generation, prospecting, needs assessment, value creation, program recommendation, and closing business.
Manager of Business Development
American Express
01.2013 - 12.2015
- Successfully sold commercial card payment solutions to small and medium enterprises in the greater Chicago area.
- Generated new lead generation strategies by analyzing company data and utilizing third-party sources such as Hoovers and Data.com.
- Executed a multi-touch prospecting strategy to engage potential customers through various channels, including telephone, email, LinkedIn, dimensional mailers, and in-person visits that would generate 5-10 appointments per week.
- Routinely secured multi-year, multi-million dollar contracts with companies across diverse industries, including retail, education, manufacturing, healthcare, transportation, and professional services.
- Consistently exceeded annual targets of $30M and $40M, leading to a promotion to a director role within 3 years based on outstanding results and leadership contributions.
District Sales Executive
Expeditors International of Washington
01.2004 - 12.2012
- Effectively sold a suite of global logistics services including air freight, ocean freight, customs brokerage, order management and distribution services to clients and prospects in medium and large enterprises.
- Consistently increased booked of business by 25% year over year by cultivating and securing new customer relationships.
- Successfully secured multi year contracts with large global companies including Life Fitness, The Pampered Chef, Videojet, US Foods, Ideal Industries, and Stanley.
Customs Brokerage / Supervisor
Expeditors International
11.2001 - 01.2004
- Effectively trained and supervised a team of 8 import agents, ensuring the accurate and timely filing of 400 US Customs entries per week. Oversaw the coordination of shipment delivery, invoice processing and the primary point of contact for client communication.
- Exceeded key performance indicators by implementing new procedures to streamline workflow and increase productivity.
- Designed and implemented a domestic rate calculator that streamlined the process of generating accurate and immediate delivery fees. This innovation eliminated the need for re-work and ensured standardized profitability across all deliveries and added $35K to the monthly P&L.
- Promoted to District Sales Executive based on ability to foster executive-level relationships and drive profitable business growth.
Customs Brokerage Agent
Expeditors International
08.1999 - 10.2001
- Processed US Customs Entries for major clients including Ford, Motorola and Gateway, ensuring accuracy and compliance.
- Established positive flow of communication with customs agents, transportation partners and clients to ensure timely and defined arrivals.
- Excelled at building and maintaining strong customer relationships, consistently delivering exceptional service and exceeding expectations.
- Demonstrated a commitment to getting things done the right way, resulting in a promotion to Supervisor within 2 years.
Education
Bachelor of Science, Communications -
University of Kansas
Lawrence, KS05.1999
Skills
- Strategic Planning
- Sales and Negotiation
- Market Analysis
- Relationship Building
- Team Leadership
- Business Acumen
- Innovation and Creativity
- Communication Skills
- Networking
- Problem Solving
- Customer Focus
- Adaptability
Accomplishments
- 2023 Top Ranked Director New Business Development
- 2021 Top Stank Ranked Director Central Region
- 2019 Circle of Excellence Award
- 2019 Centurion Award
- 2019, 2018, 2017 Central Region Mid-Year
- 2018 Top Director Central Region
Timeline
Director of Business Development - Large Market
American Express
08.2022 - 12.2023
Director of Business Development - Middle Market
American Express
01.2016 - 08.2022
Manager of Business Development
American Express
01.2013 - 12.2015
District Sales Executive
Expeditors International of Washington
01.2004 - 12.2012
Customs Brokerage / Supervisor
Expeditors International
11.2001 - 01.2004
Customs Brokerage Agent
Expeditors International
08.1999 - 10.2001
Bachelor of Science, Communications -
University of Kansas
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