Robert L. Briggs Experienced sales leader driving growth and profitability
Greenwood, IN 46143 Fax: 317-885-4384
Premier, seasoned sales professional who excels at developing strategy, teams and strategic
alliances. Adept communicator, keen listener, analyses and adjusts to create and establish a
mutually accepted solution. Possesses determination, passion, respect, integrity, and
imagination. All directed to successfully select individual talent and integrate that talent into
an effective team. Empowers people to raise their expectation of what is possible and to guide
teams to adopt new techniques and sharpen those that work. This creates an environment with
creativity, action as the result and goals the focus. Ability to adapt and navigate through
complex business issues in a fast paced, constantly changing environment. Consummate
closer with a reputation for strong leadership that gets results.
Sold $192 million in new business year one with a sales force with less than five
months average tenure.
Achieved largest revenue increase in company history, 17.5%, facilitating a run of
Led company to revenues of $1.425 B, a 145% increase, led to greatest profit of $146
Awarded Pyramid of Quality three times, highest recognition in the company,
modeled after Malcolm Baldrige Award.
In eight months signed over 200 merchants to participate in Internet airline mileage
PangeAir Corporation Indianapolis, IN 2005-2009
PangeAir was an emerging franchisor, building a network of next generation video
conferencing suites that provide an alternative to physical travel.
President & CEO
As a partner in this start-up business, responsible for all day to day activities and hands on
management of the company including creation of business plan, marketing materials,
website, budget and all company strategies.
Carlson Wagonlit Travel, Inc. Minneapolis, MN 2002-2004
CWT is the one of the world’s largest travel management companies, primarily focused upon
managing large multinational corporate clients, operating in more than 147 countries around
the globe with sales in excess of $11 billion annually.
Executive Vice President Business Development, Marketing and Solutions, North America
Recruited to define and develop CWT’s strategy for sales/marketing/consulting in North
America. This included rebuilding a defunct sales organization, re-establishing a marketing
presence to drive new revenue and clients. Member of the Executive Committee.
Sold $192 M in new business year one with a sales force of less than 5 months average
tenure. $430 M sold in second year.
Key executive leader in strategy, design and implementation of global marketing plan.
Represented CWT in the Carlson Co.’s “Great Work” cross selling initiative.
IBM, Global Services Indianapolis, IN 2001-2002
Executive Consultant, Travel and Transportation
Hired as a business “expert”. Charged to assure that IBM was building a technical solution
that fit the business need. Some key assignments; Delta Air Lines, Enterprise Rent-a-Car,
Avis Car Rental, ANC Rental Corporation.
Consultant Minneapolis, MN 2000-2001
Self employed, working with small companies on sales strategy and implementation. Acted as
SVP Sales for MilePoint.com, a start-up Internet company. In eight months brought in over
200 participant merchants such as Amazon, SkyMall, and Flower Club.
National Car Rental System, Inc. Minneapolis, MN 1990-2000
National is a leading provider of express car rental services at more than 3000 locations in 75
countries around the world. In the United States National was regarded as one of the three top
tier companies realizing revenues in 1999 of $1.5 billion.
Key leader for planning and implementing $230 million enterprise-wide information
Integrated operations across two brands (National/Alamo).
Re-engineered sales and marketing strategy to define brand characteristics and image.
Vice President for American Car Rental Association (ACRA), 1999. President for 2000.
Corporate Vice President Sales 1994-1998
Achieved largest revenue increase in history of the company, 17.5% for the year,
facilitating a run of record profits.
1996 accomplished contribution per sales employee jump of 48.8% over 1995.
1998 National revenues of $1.425 billion, a 145% increase in revenues from 1993.
Reached greatest profit in the history of the company, $146 million.
Advisory Board member for Travel Management Conference for Universities and
Regional Vice President Sales, Midwest Region 1992-1994
Responsible for all sales activity in 13 states with revenues of $120 million and a staff of 26.
Led company in new sales both in number (76) and volume ($12.6 million).
Key contributor to successful turnaround of company. Record profits of $80 million 1992.
Advisory Board member for Association of Corporate Travel Executives (ACTE), 1993.
Vice President National Contracts 1991-1992
Management of eight veteran directors responsible for key clients with minimum revenues of
$1 million. Awarded Pyramid of Quality three times, highest recognition in company,
modeled after Malcolm Baldrige Award.
Staff Vice President National Contracts 1990-1991
Responsible for 20% of total company sales. Personally negotiated/signed contracts for $30
Bachelor of Arts, English, John Carroll University, Cleveland, Ohio.
Impax: Strategic Account Selling, Miller Heiman Strategic Selling (Blue Sheeting), Dr.
Chester Karrass Effective Negotiating, ECL - Executive Compression Lab, Phillip Crosby
Quality College, Professional Selling Skills I & II.