Stephen Hicks

(Originally Network Communications, Inc - Acquired by CoStar Group/Apartments.com in 2015)

• Performed pilots and launched both multifamily and residential feeds teams, which included
  trouble-shooting tech issues and resolving customer service inquiries, positioning company to acquire content for Apartments.com.
  ⦁ System integrations of data feeds, lead delivery - XML and HTML, and API
  ⦁ Work cross-functionally with teams such as product, marketing, development, legal, procurement, etc. to close deals and execute contracts.
  ⦁ Account management and business development of vendor content partnerships, managing
  the content relationships with all vendors, including: partner relations budgets, forecasting, planning, tracking and reporting for all key accounts, end-to end
  ⦁ Manage inside sales team and territories, call center group, driving growth and success of the team through pipeline management, training and mentorship;
  ⦁ Reviewed contracts and worked with legal and procurement teams to negotiate and close
  over 200+ deals in just over 2 years.
• Managed and worked with some of the largest content providers in the rental space (Yardi, Real Page, MRI Software, Greystar, Lincoln PM, Avalon, etc), including the business side of implementing lead delivery (API, HTML email, etc)
  ⦁ Directed online lead generation through syndication which grew to 30% of the leads generated as well as 20% of the traffic generated via content partners
  ⦁ Decreased overall average CPL from $18 to less than $5 CPL in less than 1 year with increasing revenue through creation of an affiliate program.
  ⦁ Increased online revenue from $20,000 per month to over $150,000 per month through display advertising and partnerships with companies like Verizon, AT&T, Cox Communications, and CubeSmart, to display their logos on communities that contracted
  their services
  ⦁ SEM budget management over $200K

• Researched and identified opportunities for account growth, account penetration and market expansion.
• Reached out to potential customers via telephone, email and in-person inquiries.
• Negotiated and closed long-term agreements with new clients in assigned territory.
• Worked with existing customers to increase purchases of products and services.
• Collected data and performed customer needs analysis.
• Applied consultative selling techniques to prospect senior management to close business.
• Recruit IT professionals for specific positions through networking, direct sourcing calls, and job boards through traditional recruitment practices [i.e. sourcing, referrals, cold calling, networking, job- fairs, college recruiting, database searching, etc.].

• Developed and improved training courses to increase staff performance and overall training effectiveness.
• Assessed staff performance and training effectiveness, capitalizing on opportunities to develop new training programs and improve existing courses.
• Provided in-house training to new employees concerning maintenance of standardized training approaches.
• Developed and implemented lesson plans and teaching aids such as reference materials and videos.
• Developed 3 training CD’s based on original pedagogy, using MS PowerPoint, which have
  become the top selling products.

• Key Highlights
• Top Variable annuity sales in region ⦁ Met and exceeded established quotas for asset gathering and retention
• Proven ability to cross sell products which met client needs ⦁ Portfolio development - based on needs analysis ⦁ Lead generation, marketing, account management ⦁ Financial services/web training seminars where I trained clients in web based trading and account management
• Follow up with prospects and clients to build meaningful and productive relationships.

• Cultivated and strengthened relationships with new clients and educated clients on account services and capabilities.
• Educated clients on various financial matters and provided professional recommendations on investment opportunities, products and services based on each clients' individual needs.
• Transfer from NY office to Fl office based on exceptional performance and needs analysis skills (Florida office for high net worth individuals and portfolio management)
• Created business plan and identified target customers by interacting on phone and in person, handling basic inquiries and providing quotes.
• Kept client financial plans optimized for current market trends and economic conditions.

• Educated clients on various financial matters and provided professional recommendations on investment opportunities, products and services based on each clients' individual needs.
• Worked with clients to support understanding of rationale and details of financial strategies.
• Met with clients to discuss assets, expenses and long-term and short-term investment goals to devise personalized financial plans.
• Guided clients through compiling important financial histories and documentation for evaluation.

• Developed and maintained strong knowledge of multiple products and varying levels of benefits within each product.
• Discussed financial options with clients and provided informed suggestions.
• Responded to customer questions and concerns or escalated to supervisor for resolution.
• Maintained relationships with clients long term.
• Worked on behalf of Company to buy and sell financial instruments.
• Maintained regular contact with clients to inform about transactions and performance.
• Gathered customer information and maintained in CRM database.