QUALIFICATIONS SUMMARY

Business Development Professional and Leader with strong skills in business anal
ytics and implementation of strategic growth plans in both product and service o
rientations, in traditional manufacturing and distribution, as well as, the Inte
rnet environment. Proven track record in privately and publicly held companies
that range from small to large, and in combined B-to-B and B-to-C environments.
Recognized for creating innovative change in individuals and organizations, and
for negotiating and creating long-term alliances and market growth. Excellent
communications, organizational, team building, and problem resolution skills. K
ey competencies include:
Business & Strategic Planning Key Account Management
Budget and Cost Controls Customer Relations
Profit & Loss Management Policies, Processes & Procedures
Contract Management & Negotiation Project & Program Management
Pricing & Forecasting Strategies Organizational Development

SELECTED CAREER ACHIEVEMENTS

Colonial Life Insurance2009 to Present
General Lines Agent representing the HR Systems and Health Benefit products of C
olonial Life Insurance, focused on major account development, securing largest a
ccount in company history.
Curtis Steel Company, Ltd.2006 to 2009
Sheet and Coil Service Center
Identified and contracted new business, with an emphasis on growing the division
to meet the ROI of an additional delivery vehicle and doubling the warehouse sp
ace. Identified existing accounts not achieving acceptable gross profit margins
and negotiated profitable working relationships. Initiated minimum lot charges
for value added services and minimum will call orders to improve profitability.
Implemented several efficiency and cost effective measures to improve overall
branch profitability. Developed and contracted redesign of office to gain addi
tional sales work stations.

Non-Profit Launch2006
Non-Profit Organization Development and Launch
Developed and launched a new non-profit organization serving the officers and st
aff of Texas Department of Criminal Justice. Implemented as pilot program at Hu
tchins State Jail.

C. A. Horne
Resume, Page Two
Consulting Project2005
Organizational and Business Development Project
One-year consultation project to build team of independent insurance agents, tra
in agents in C-Level Communication, and routinely meet with CFOs of Fortune 1000
companies. Conducted one-hour group recruiting seminars twice weekly, one-hour
group training seminars twice weekly, and individual training via in-market com
munication and meetings.

Contract Project2004
Global Provider of Customer Contact Solutions
Business Development Project in New Business Verticals
Six-month project to open new business verticals concluded in five months. Vert
icals opened in Fortune 500 enterprises in technology, finance, hospitality, and
on-line retail, for call center business previously steeped in one business ver
tical.
Hotels.com2001 to 2003
Major Internet Provider of Hotel, Auto, Air Bookings
Sr. Director Product Development, US. Canada, Mexico
Increased year-over-year growth to 65% from 40%. Negotiated long term and annua
l renewal contracts with key partners. Initiated sales strategy and launched co
ntest to secure 80% of contracts 6 months earlier than industry standard, produc
ing pre-sales that prompted increased inventory commitments. Obtained commitment
from clients to offer inventory 6-12 months prior to consumption. Improved pri
ority status with clients resulted in multi-year, renewable contracts.
Developed Market Analysis Report to identify areas of opportunity and increase m
arket share in major cities previously thought to be saturated. Revenues increa
sed and Product Manager Teams over-achieved highest budgeted projections in comp
any history.
Devised plan to merge two departments with overlapping responsibilities and crea
ted teams to manage customers by region. Enhanced communication between team me
mbers dramatically improving customer satisfaction, resulting in increased inven
tories and improved rates.
Reorganized Product Manager function, instituted meetings, facilitated training,
commenced monthly accountability on full range of market development issues, an
d initiated bonus plan that paid on a variety of performance goals. Improved qu
ality, productivity, revenues and profits.
Created policies and procedures regarding proper customer communication. Provid
ed formal scripts to address common concerns and respond to frequently asked que
stions. Improved communications resulted in more returned phone calls and frien
dlier customer relations, which produced higher levels of inventory and lower ra
tes. Increased revenue went straight to bottom line.
Improved marketplace (buying public) consumption of inventories to increase mark
et share and gain increased future inventories. Met with Internet Department to
ascertain needs and develop communication strategy to improve awareness of high
levels of inventory and competitive rates for affiliate web site network to pro
mote.
Developed regional teams of Product Managers and Internet Affiliate Sales Staff
to increase awareness markets and Affiliate web site partners that were in need
of additional inventories
C. A. Horne
Resume, Page three
and improved rates for their promotions. Created marketing specials, improved c
ommunication (synergy), generated many new and successful marketing ideas and ca
mpaigns, resulting in higher revenue for clients, affiliates, and company.
Created marketing strategy, targeting key partners which met a broad base of con
sumers in a mid-price range. Gained true "exclusive" promotions that resulted i
n greatly improved revenue for our clients and company.
Obie Media1998 to 2001
International Provider of Out-Of-Home Advertising
General Manager, Florida (5 Markets)
P & L responsibility for region of highest profitability in company. Managed co
ntract and relationship with Public Transit Departments in five markets, for sol
e advertising rights on interior and exterior of public transportation vehicles
and transfer stations. Managed operations and relationship with ad installation
and production vendors. Developed and led five advertising sales teams in regi
on. Participated in Corporate Presentation Team to potential clients including
various airports and city transportation departments throughout the United State
s and Canada. Participated in facilitation and leadership training roles in cor
porate monthly and quarterly meetings.
Account Manager, Dallas
Overachieved 12-month sales projection within six months in Dallas Market with t
he objective of gaining first-hand experience in selling advertising as my staff
would experience it. Promoted to General Manager Florida Region.
Director Human Resources, Corporate
Established Human Resource Department for company that had issued IPO, expanded
operations into Canada and across U.S. from West Coast. Developed hiring and em
ployee relations policies, operating procedures, performance manuals, handbooks,
compensation, and benefits programs. Negotiated with major labor union in Cana
da. Improved communications, morale, and overall operational effectiveness.

Farwest Steel Corporation, 1985 to 1998

Industry Leading Steel Service Center
Sales Representative
Promoted to Sales from Executive Administrative Staff for steel service center.
Recognized as top performer throughout ten year span. Published industry artic
les, developed and conducted formal and informal sales training, improved custom
er satisfaction and account retention.

References provided upon establishment of mutual interest.