JESS URRIOLA

355 Belgrove Drive Mobile: 908-531-0556

Kearny, NJ 07032 juc2cb0a@westpost.net
SENIOR DIRECTOR
Product Management * Business Development * Channel Management
Track record of successful channel and product management with consistent revenu
e growth during 15 years in progressively challenging roles with accountability
for entire B2B product sales cycle. Visionary leader with strong problem-solvin
g skills and expertise in developing and communicating value propositions; utili
zes hands-on execution skills to drive results. Possess a passion for winning,
a commitment to customer satisfaction, and a talent for creating collaborative a
tmospheres that enable others to excel. Proficient in Spanish. MBA, Duke Unive
rsity.; BA, Princeton.
Core Competencies
Account & Territory Management Market Analysis & Strategy Team Leadership & Trai
ning
Sales Cycle Management & Forecasting Contract Development & Negotiation Client R
elations
Product Marketing & Penetration Joint Ventures Needs Assessment

PROFESSIONAL EXPERIENCE
DUN AND BRADSTREET - Short Hills, NJ 2004-2010
The world's leading source of commercial information and insight on businesses;
$1.7B in annual revenues.
Senior Product Director, Risk Management Solutions (2008-Present)
Directed the initiative to penetrate a new market in receivables management and
led the cross-functional team of product developers, implementation managers, an
d sales leaders; managed an operating budget of $1M. Oversaw pre and post-launc
h activities including market strategy, negotiations, product requirements, pric
ing, roadmap development and governance, training, collateral development, and p
ipeline management. Product expert supporting sales staff and executives through
detailed client product demonstrations.
* Grew new receivables management business from zero to 60 customers and $1.2M i
n sales in first 12 months post-launch.
* Launched 3 editions of the DNBi receivables management software tool over 14 m
onths.
* Created and led DNBi Collections Manager training and certification process fo
r the Commercial Customer sales force with 200+ participants.
* Represented D&B at National Association of Credit Managers (NACM) Credit Congr
ess in 2009 and 2010.
Senior Pricing Director, Global Pricing & Analysis, Global Solutions (2006-2008)
Led customer migration from pay-as-you-go to subscription agreements in the $500
M US Commercial Customer channel, providing ongoing revenue for the company, exp
anding services to existing customers, and building customer loyalty. Developed
the sales forecast and negotiated contracts and pricing.
* Partnered with US Commercial Customer sales channel to lead the customer migra
tion to DNBi, a web-based risk management software solution available on a subsc
ription basis. DNBi launched in 2005 and is expected to book nearly $500M in sa
les in 2010.
* Directed cross-functional team in structuring a 2-year enterprise offer for HP
 worth $25M leading to a 10% revenue growth over prior year.
* Spearheaded negotiations for a new national buying agreement with General Elec
tric resulting in a 5% price increase, the first price increase for GE in 7 year
s.
Product Manager, RMS Traditional Products, Risk Management Solutions (2005-2006)
Executed product management activities for the $25M Risk Monitoring product sui
te. Partnered with the sales force and customers on needs assessments, product t
rials, and deal structures
* Grew the Risk Monitoring business 12% in 2005.
JESS URRIOLA Page 2
* Launched a new product, Business Monitoring, enabling customers to choose indi
vidual companies to monitor in real-time, rather than monitoring an entire portf
olio of customers.
* One of 18 named inventors on US Patent 11-543486, the Modular Web-Based ASP Ap
plication for Multiple Products (DNBi). Co-developed the go-live migration strat
egy.
Associate, Channel Management, Small Business Credit, Risk Management Solutions
(2004-2005)
Member of D&B Graduate Leadership Program. Handled pricing and contract negotiat
ion for $120M business.
* Led initiative to change sales policies for customer payment terms and eligibi
lity criteria, increasing target customer base and empowering Relationship Manag
ers with greater pricing flexibility.
* Directed the cross-functional Customer Support Team analyzing the program for
the top 50 customers, streamlined process, increased eligibility requirements, a
nd enabled customer support reps to service more clients without headcount incre
ases.
CHEMETALL AMERICAS - Berkeley Heights, NJ 1997-2002
North American subsidiary of Dynamit Nobel AG, a global manufacturer of specialt
y chemicals.
Business Manager, Aerospace (2000- 2002)
Accountable for product and sales territory consolidation, new product developme
nt, and new market penetration. Key Account Manager for $2M Exxon and United Tec
hnologies "Tiger Team" Chemical Management program.
* Grew the Aerospace business unit from $5.5M to $10M in 2 years.
* Developed model to analyze product profitability and increased profits by 25%
through SKU reduction, price increases, and sales territory consolidation.
* Secured $700K in new business through execution of new market penetration plan
.
Market Manager, General Industries (1998-2000)
Oversaw product management activities for the $30M General Industries group. Glo
bal Key Industry Manager for HVAC sharing best practices and identifying joint b
usiness opportunities.
* Conceived the idea for the company e-commerce site, oakitestore.com, and led a
cross-functional team in the design and implementation of the project.
* Led sales and marketing efforts with sister companies and grew global HVAC sal
es 10%.
Market Manager, Central America (1997-1998)
Established sales territories in Costa Rica and Guatemala. Networked with US Em
bassies to research and interview distributors, freight forwarders, and independ
ent sales agents. Increased sales from $0 to $250K the first year and $600K the
following years.
AIRBORNE EXPRESS - New York, NY 1995-19
97
Field Services Supervisor directing a unionized workforce of 75 drivers and impr
oving processes.
* Instituted procedure documenting pick-up and delivery attempts and leading to
an 80% reduction in customer complaints. Procedure was adopted by all NYC distr
ict stations.
* Reallocated 30% of drop boxes to higher traffic locations; increased package v
olume 25%.

EDUCATION
Masters of Business Administration, The Fuqua School of Business, Duke Universit
y, Durham, NC 2004
Bachelor of Arts Degree in Economics, Princeton University, Princeton, NJ
1995

Presentations: Delivered the webinar "The Importance of Risk-Based Prioritizatio

n in Uncertain Economic Times" for Treasury and Risk magazine in July and Septem
ber 2009.