Brian Ligienza, MBA

Experience

• 

  Royal Resorts

  Feb 2004 - Feb 2006

  Revenue Management Manager

  • Maximized inventory utilization by forecasting no-shows and cancellations, while also utilizing early check-outs, leading to a 4% annual increase in resort utilization.• Partnered with sales and marketing to provide support, information, and recommendations based on budget, forecasts, and prior year activity.• Implemented pricing, marketing, and promotional strategies, which produced over $1 million in rental revenue for “Week 53” and set one of the most successful sales weeks on record. Show less

• 

  BankAtlantic

  Feb 2006 - Aug 2007

  Senior Financial Analyst

  • Analyzed competitor data and developed strategic market segmentation schemes based on internal customer and prospect information, which helped capture increased market share.• Analyzed productivity of sales teams, building more effective sales strategies, maximizing returns, and increasing profitability per customer over 6%.• Utilized Business Objects to perform ad hoc analysis and automate reporting of daily sales.• Developed dashboard/scorecard reporting of key performance indicators helping sales managers to more effectively evaluate productivity, improve operations, and increase sales. Show less

• 

  Wyndham Vacation Ownership

  Aug 2007 - Jan 2009

  Revenue Management Manager

  • Developed innovative pricing strategies and marketing promotions, which maximized utilization of available inventory and generated over $100,000 in additional annual sales per site.• Analyzed industry trends, customer data, and internal performance to identify strategic opportunities to grow sales and services leading to a 10-12% increase in the average revenue earned per guest.• Built a database to collect call, disposition, sales, and campaign statistics for more than 100 tour and travel agents improving call center sales by 5-10%, through scorecard based reporting.• Actively participated in development and launch of new reservation website increasing e-commerce distribution channel revenue over 12%. Show less

• 

  Tyco Integrated Security (formerly ADT Security Services)

  Nov 2010 - Apr 2017

  Supported sales, marketing, and product development by providing strategic and tactical pricing solutions, business intelligence, and financial analysis. Provided financial support to various local, national, and global business partners by identifying trends, communicating risks and opportunities, and presenting recommendations to drive incremental revenue growth through pricing actions designed to improve ROI and maximize operating income. • Developed business cases for executing over $40M in annual pricing and revenue initiatives. • Applied Six Sigma principles defining project goals, strategy, resource requirements, stakeholders, ROI, timeline, etc. to build business cases and execute pricing actions each generating $100k or more of additional operating income. • Drive improvements in win-rate, recurring revenue attach rate, sales production, and profitability. Show less

  • Pricing Manager

    May 2015 - Apr 2017

  • Supervisor - Finance / FP&A

    Jan 2015 - May 2015

  • Senior Financial Analyst

    Nov 2010 - Jan 2015
• 

  JM Lexus

  Jul 2017 - Jan 2021

  • Managed a team of 8 associates overseeing the development and execution of strategies designed to maximize sales volume while optimizing operating income. • Designed financial models to project inventory availability, expose gaps and risks, and identify areas of opportunity to generate additional revenue.• Analyzed internal and external sales metrics presenting data-driven pricing recommendations to executive team generating >$275M annual revenue• Improved gross margin over 3% each year for 3 consecutive years while exceeding YOY growth targets Show less • Spearhead the roll out of Lexus Plus pricing at JM Lexus (America's #1 volume Lexus dealership 25 years in a row) from a traditional car-buying experience to a one-price, one single-point-of-contact dealership that truly elevates the car buying experience for the consumer.• Develop a stratified pricing matrix that applies unique discounts per series, model #, model year, and equipment level and applies increasing discounts based upon tiered days-in-stock categories.• Create executive-level dashboards trending monthly sales, # of ups, close ratios, average daily sales, average turn rate, ending inventory levels, days supply, and average front-end gross. • Conduct monthly pricing strategy meetings with dealership's senior leadership team to discuss inventory levels, sales rates, local market conditions, and average market-based pricing to thereby strategically position the dealership's "one-price" rates at a price point that captures ample dealership profit yet still provides an aggressively-discounted price that is profitable for the consumer. Show less

  • Senior Manager - Pricing & Analytics

    Jul 2018 - Jan 2021

  • Sr. Pricing Analyst

    Jul 2017 - Jul 2018