Jeff Pavic

Appointed to newly created position 9 months into joining the organization. Responsible for leading sales operations and relationship management teams. Managed sales reporting and analytics, establishment of territory targets, budget planning and forecasts, and support of business development initiatives. Reported to Senior VP, Sales and managed team of 16. • Identified the need for and established initial sales operations function at Equity. Executed organizational re-design, creation of new roles and responsibilities, and alignment of resources with sales objectives resulting in the off-loading of non-sales activity from sales personnel, new compliance/legal review process, and redesign of CRM tool and workflow. • Restructured relationship management team and created new supervisor position focused on channel specific initiatives and growth. Aligned internal resources and support with market growth opportunities which experienced 60% increase year over year. • Collaborated with Senior Consultant bringing several revenue opportunities from referral status to closed/ won through review of operational capabilities, development of master service agreement, and negotiation of terms.

Responsible for leading relationship managers and operational team in support of DTS clients and strategic partners. Reported to Chief of Staff and managed team of 14. • Directed the successful transition of Delaware-based DTS operations to Ohio within targeted time period without impacting client relationships, customer delivery of government required reporting, or internal Equity operations. • Acquired additional leadership responsibility for department of 8, four months after joining Equity.

Responsible for leading the consulting, marketing, OnCampus Research and Connect2One sales team that offered business intelligence and support for higher education institutions and their affiliated college stores. Reported to the President. • Established indiCo Consulting as a recognized resource in the higher education market. Built brand awareness, established credibility as industry expert, and developed internal business processes and tools. •

Reported to the Deputy CEO, responsible for initiating and developing relationships with key brands to drive traffic and revenue in the college retail channel and stores. • Developed and grew function from scratch through aggressive business development initiatives including the addition of product assortments from select mainstream retailers that appealed to the college demographic. • Initiated partnership with major retail and consumer product brands and introduced them to the collegiate channel. Worked with stores to identify viability of their product/service offerings, execute pilot tests, define agreement templates, and establish decision criteria. • Established relationship with President of Boots U.S. that led to on-campus student focus groups, in-store tests in 5 college stores, and ultimately the introduction of a new cosmetic product assortment into the channel. • Brought retailers, manufacturers, and service providers into the collegiate retail channel resulting in new members, trade show participants, and advertising revenue for NACS; generated revenue for NACSCORP (NACS subsidiary) through a diversification of their product portfolio and utilization of distribution capacity.

Responsible for business customer contact strategy, prospecting, and customer segmentation/targeting. Reported to the SVP of Business Banking. • Reduced lead-time for the execution of high priority marketing campaigns from 3 weeks to 24 hours. • Received 2 Divisional VIP Awards for Speed and Accountability in business processes and efficiency.

Responsible for sales and business development in the North American automotive, electronics and industrial markets. Reported to the Commercial Sales Director. • Grew large customer base by 15%, while simultaneously improving customer service, product quality, and delivery performance, by revising variable compensation program and realigning account responsibilities to bring focus to major accounts. • Increased customer participation 10% and revenue by initiating an inside sales campaign that promoted excess inventory and reconnected with lost customers.

Reporting to the President, responsible for business development and customer engagement with CPG companies and national retailers. • Increased annual revenue 30% by securing the first-ever national drug chain contract, and representing the company’s single largest engagement. • Secured several new accounts.

P&L responsibility for top national and key regional retailers (e.g., CVS, Albertsons, Duane Reade). Reported to the SVP of Sales. • Exceeded forecast and increased comp store sales for 3 consecutive years with customer focused promotions and improved utilization of marketing funds. Sales performance resulted in an EBIT improvement of 260%. • Initiated and conducted first-ever top to top customer meeting with Top 5 account that included a comprehensive business plan consisting of sales promotion, research, product development, and merchandising initiatives.

Responsible for operational and administrative efforts within the Creative, Marketing, and Research Divisions. Reported to SVP of Product Development, served as the division’s Chief Technology Officer and managed a staff of 130 employees. • Designed a consultative marketing model that incorporated category planning, database marketing, and technology into a cohesive strategy to drive retail productivity for customers. “Strategic Retail Solutions” was acknowledged as leading edge approach in working with retailer and became a key competitive advantage. • Reengineered the Market Research Testing function through process change and technology introduction resulting in better product decisions, broader channel coverage, and annual department savings.