Mark Fletcher E-mail: missmark@bigpond.net.au 81 Birrell Street Phone: +61 417 404 141 (mobile) Queens Park NSW 2022 EDUCATION Diploma in Accounting - Sydney Institute of Technology, 1990-1994 NSW Higher School Certificate Sydney Grammar School, 1989 CAREER SUMMARY FINEOS Corporation Asia Pac Sales Director Aug 2007 Present Fujitsu Corporation Business Development Director Mar 2005 July 2007 Bloomberg Financial Markets Sales Director Trading System Sept 1997 Jan 2005 Merrill Lynch Analyst April 1995 Aug 1997 PROFILE Mark is a consultative and results focused senior financial sales executive with more than 15 years in the financial and insurance markets. His experience with business development in sales director roles has delivered complex solutions and enhanced bottom line financial performance and company growth. Mark demonstrates the ability of consistently meeting or exceeding quota using his consultative selling approach to match his customer s unique requirements. Mark's extensive network of contacts has been amassed from working on three continents and offers a global connection to New York, Asia and Sydney. Specialties: Leadership, relationship management, strategic mindset, results orientation, financial management, adaptability and change management. Demonstrated the ability to liaise effectively with all C- levels within an organisation ensuring successful business solutions are sold and implemented successfully and positive benefits have been achieved for both client and vendor.
Mark Fletcher Resume Page 2 PROFESSIONAL EXPERIENCE FINEOS Corporation, Australia (Aug 2007 Present) Asia Pac Sales Director Management of sales opportunities for Insurance, Banking and Social Insurance for the ASEAN and Australia region Building key relationship with influencers and decision makers within insurance companies, federal & state government organizations in the region. Work closely with Pre Sales & Professional Services during bid opportunities to obtain the best result for FINEOS to win new business. Manager sales and account management across the region in order drive new and existing revenue. Closely monitor and aggressively pursue any potential areas of growth within existing clients Initiation and development of the business throughout Asia Pacific. Ensuring sales opportunities are a repeatable process in this market. Direct contact with CEO FINEOS for the sales strategy for Asia Pac region. Building partnerships with key SI providers within Asia to assist the expansion of FINEOS organization. Some Major Local Achievements: New Business 2008 - LTCSA - Disability Insurance 2.5M Services and License Fee 2008 BT Financial (Westpac) General Insurance 3.5M 2009 Macquarie Life Life & Disability Insurance 1.5M Service & License Fee 2010 - National Australia Bank, MLC Life Insurance Division Existing Business 2008-2010 CommInsure Re Engineering Program, Upgrade FINEOS Claims, New Lines of Business $2.6M Fujitsu, (formally KAZ Group), Sydney Australia KAZ Group is a $1billion outsourcing IT Company owned by Telstra. KAZ has 15 years in complex business processing. Managing the administration of over 30 superannuation funds and processing needs of many leading financial and retail companies, from processing of credit cards applications & mortgages to scanning and imaging invoices.
Mark Fletcher Resume Page 3 Business Development Director Building a key relationship with CFO s and COO s of Top 500 Companies in Australia in order to streamline their back office Business Processes. Created a matrix for KAZ in order to sell across all KAZ and Telstra divisions. Build relationships with other Business Development Managers from other departments to increase revenue. Developed and implemented a sales strategy with the General Manager and the management team for the achievement of sales targets. Used a consultative style of selling to identify client needs and provide solutions in the areas of business processing. This included the areas of records and document management. Success in selling BPO solutions within financial markets specialising in credit cards, mortgages, claims management & invoice processing. BLOOMBERG L.P., Sydney, Australia Sales Director Trading System Asia Pac(2000 2005) Prospecting and acquiring new business opportunities from small to large institutional clients within Australia & NZ. Successful track record encompasses every aspect of the customer lifecycle from initial identification of the sales opportunity to the business solution. From a vendor perspective this includes generation of the sales opportunity, creating proposals and tender responses to mutual agreement for the desired business solution. Provide analysis of product requirements, potential revenue and cost of product enhancement to Bloomberg management. Relationship management with the top 20 Institutional & Corporate Clients. Have built strong relationships with CIO s of corporations, Market Data Managers and Senior Management of Banks. Leadership responsibility with managing a team of support staff Work closely with Account Managers to retain existing clients through various approaches, from seminars, constant training, client specific focus days and regular site visits. Closely monitor and aggressively pursue any potential areas of growth within existing accounts. Product knowledge across all market product demographics is extensive. Have a sound knowledge of all mainstream Fixed Income, FX, Equity and Derivative products traded globally, and how financial information systems track and subsequently integrate this data to downstream risk and back office accounting platforms.
Mark Fletcher Resume Page 4 Major Achievements: Increase client base for Bloomberg Financial Software & Trading Systems. For first 2 years in Australia increased our trading systems base over 200%. o Institutional clients such as AMP, Macquarie Bank, NAB, ING, Westpac and QBE have rolled out Bloomberg Trading products for equity, fixed income and money markets. Prospecting new sales opportunities for large corporate clients within Australia & New Zealand. Achieved over 30% growth in the corporate treasury market of the top 100 ASX listed companies. o Clients include Telstra, BHP and AGL. Increase revenue base by $1.3MUSD from 2003 2005, exceeding budget. Top performer for Australia & New Zealand for 2004, and top 1% for Asia. Sales achievement for year to date 40% of new software sold in Australia & New Zealand. Preparation of Global Development documents for terminal sales and trading products to ensure product works effectively for Singapore, Hong Kong, Japan & Australia. Provide product experience, client and moral support to team members. Work closely with all departments BLOOMBERG L.P., New York, USA Account Manager, (1997-2000) Account management and prospecting of clients in Washington D.C, New York, Florida and Mexico. Pre & post sales, implementation and account management of Bloomberg Trading Systems products. Major clients included The World Bank, Prudential, State Board of Florida and Mellon Corp. Trained clients in using Trading Systems including portfolio managers, traders, compliance and risk managers for portfolio analysis, pre trade analytics, order management, post trade processing, reporting, compliance and risk. Analysis of clients order management structure to provide a Straight-Through-Processing solution providing integration of Bloomberg Trading Systems into downstream applications of back office, accounting systems, custodial and clearing agents to increase efficiency and maximize data flows. Implemented approx. 10 total STP solutions for clients. Responsible for completion of tender offerings for trading system solutions within the accounts that I was managing. Preparation of global development requests, co-ordination with NY product strategy team on product enhancements and prioritization. MERRILL LYNCH & CO, New York, USA Analyst, Global Fixed Income (1995 1997) Key Responsibilities & Achievements: Created and managed Global and Domestic Bond Indices, including Treasuries, Corporates, Governments and High Yield.
Mark Fletcher Resume Page 5 Developed Global Spline Curves, Yield Curve Spread Analysis and comprehensive monthly analytical reports. Directly involved with the creation of Merrill Lynch s Equity Indices, from inception, marketing and launch, which have resulted with these indices becoming global benchmarks. Managed relationship with vendors for distribution and publication of index information. By building a strong relationship I was approached to join Bloomberg. Developed and maintained a comprehensive understanding of international yield curves and bond pricing. All reporting was directed to the Managing Director of Quantitative Analysis and Portfolio Strategy. QUALIFICATIONS & PROFESSIONAL MEMBERSHIPS Microsoft Applications Algorithmics Financial Management for Managers Executive Leadership Program Competitive & Strategic Negotiations Series 7 & 63 NASD & SEC license Golf, Tennis and Skiing Gold Member of Sydney Football Stadium