Ian David William Lisk is a sales and marketing executive with over 20 years of experience in strategic planning, business development, relationship management, and sales leadership. He has a proven track record of establishing vision and strategies to grow sales territories for multi-billion dollar companies. Most recently, he worked as an Account Executive for A.M. Castle & Co., where he increased sales by 75% and exceeded profit goals. Previously, he held several roles at United Airlines, developing incentive programs that increased revenue by millions. He has an MBA from Loyola University and a bachelor's degree in marketing.

1. Ian David William Lisk
18723 N. 93rd
Street, Scottsdale, AZ 85255
480-216-8220 – azlisks@cox.net
SALES & MARKETING EXECUTIVE
Successful at establishing the vision and strategies necessary to develop and grow sales territories in multi-billion
dollar companies. Proven ability to initiate creative marketing and sales programs delivering immediate results.
Provide a solutions-based approach to sales that focuses on resolving client needs and creating win-win situations.
Skills include problem solving, contract implementation and management, developing sound value propositions
and building client partnerships. Recognized as an energetic leader, strong motivator, noteworthy communicator
and an excellent customer relationship manager.
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Business Development • Strategic Planning • Relationship Development • Market Analysis • Goal Setting
Needs Assessment • Negotiation • Contract Implementation • Incentive Programs • Process Improvement
Team Leadership • Market Share
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PROFESSIONAL EXPERIENCE
A.M. CASTLE & CO., Phoenix, AZ• 2006 to 2009
$1 billion dollar international specialty metals distributor.
Account Executive (2006 to Present)
Charged with establishing marketing strategies to drive sales with new and existing under-performing accounts in a
territory which grew to over $3.5M in sales.
 Produced a 37.4% gross profit margin during 1Q09, best amongst peers who averaged 29.2% gross profit.
 Generated $400,000 of new revenue in 2008 by using consultative sales strategies to overcome obstacles
that hindered these accounts from building business relationships with A.M. Castle & Co. in the past.
 Increased sales by 75% from 2007 to 2008 by providing solutions such as alternative products and/or
value-added processing to reduce production time, lead time and production costs for clients.
 Exceeded contribution profit goal for 2006 by 65% by focusing on high yield product lines and
implementing inventory protection programs during tight market.
 Secured 31 new accounts in 2007/2008 generating 18% gross profit margin through an aggressive cold-call
and marketing campaign highlighting the A.M. Castle & Co. value proposition.
UNITED AIRLINES,Elk Grove Village,IL • 1998 – 2005
$20 billion global commercial airline and a Star Alliance partner that operates 3000 flights a day to 200 destinations
in the United States, Asia-Pacific region, Europe and Latin America.
Key Account Manager (2005): Directed all sales, marketing and planning efforts for $45M Chicago territory that
included numerous Fortune 500 companies ranging in annual T&E expenditures from $5,000,000 to $14,000,000.
Analyzed each clients travel history and developed, presented and negotiated an incentive program that reduced
travel costs for my clients and provided increased revenue and market share for United Airlines. Appointed Interim
District Sales Manager for 6-month period and managed eight Account Managers, budget process, sales policies
and my territory.
 Led a team of 10 Star Alliance partners that developed, presented and negotiated two Global incentive
programs worth $10 million in revenue allowing customers’ access to a worldwide point-of-sale discount
on participating Star Alliance carriers.

2. IAN DAVID WILLIAM LISK • Page 2 • azlisks@cox.net
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 Developed beta test incentive program that yielded United $4 million in new revenue and a loyal client.
 Worked collaboratively with client COO to publish operations manual detailing the process used for
partners and associates to purchase tickets under the beta test incentive program for 63 offices worldwide.
 Negotiated and implemented a $2 million local incentive with American Express Travel.
 Selected by Managing Director to participate on a strategic sales beta test team charged with fine-tuning an
internal CRM database that managed account information, account planning, incentive development, and
performance tracking.
Account Executive (1998 – 2005): Charged with increasing revenue and market share in $31M Chicago loop
territory using the United Airlines value proposition to develop accounts that provide $500,000 to $7,000,000 in
sales. Created and implemented yearly sales plan using specific and measurable goals to monitor success. Created
and presented account specific RFP presentations outlining the incentive program and United’s value proposition.
 Exceeded 2003/2004 territory revenue by 2% even as United Airlines restructured under Chapter 11
bankruptcy.
 Secured $18.6 million incentive renewals with such clients as Jones Lang LaSalle, Kirkland & Ellis, Baker
& McKenzie and Edelman.
 Drove dramatic sales growth of 23% at Bank One, third largest account in the Central region, through
stabilizing partnership, rebuilding trust, and traveling to Ohio on a monthly basis to develop marketing
strategies that lured non-United travelers back to travel program.
 Exceeded contract compliance by 11.8 percentage points in 2004.
 Increased revenue at a top Chicago law firm by 31% after taking over account responsibilities by
implementing consistent performance reviews with decision makers and on-site travel agents.
 Selected to become 1 of 4 mentors out 75 potential candidates responsible for the development of new sales
trainees who posted test scores that were among the highest ever recorded since the program began.
OUTOKUMPU,Schaumburg, IL • 1993 – 1998
A $7.2 billion international stainless manufacturer that operates in over 30 countries with production facilities in
Finland, Britain, Sweden and the US.
Marketing Specialist, Flat Rolled Product: Directed all aspects of sales, inventory control, mill orders, product
claims and customer service for fabricated plate products and stainless coil products. Product markets included
pipe & tube manufacturers, fabricators, automobile suppliers, razor blade manufacturers and specialty hose
manufacturers.
 Generated $4 million in sales by collaborating with product management and sales team to meet customer
sales expectations and production goals.
 Revitalized sales performance with a pipe and tube manufacturer, driving results from the bottom third to
#1 in less than 18 months.
FORMAL EDUCATION
Master of Business Administration, Management,
Loyola University, Chicago, Illinois
Bachelor of Business Administration, Marketing,
University of Iowa, Iowa City, Iowa