CAREER PROFILE
Senior executive experienced in all aspects of leading a business-to-business marketing organization. Proven ability to analyze markets, create and implement profitable sales and marketing strategies for growth. Strong communication and leadership skills with all levels of management, diverse customer groups, marketing, sales and production areas. Dynamic people manager with experience heading departments in both line and staff environments.
· Developing and Implementing Strategic Marketing Initiatives and Campaigns
· Marketing Communications and Positioning
· Product Development and Management
· Channel Strategy and Segmentation Strategy
· Sales Process Design and Management
PROFESSIONAL EXPERIENCE
BANK OF AMERICA, Boston, MA 2004
Formerly FleetBoston Financial
Senior Vice President & Sales Performance Executive
Implemented sales management processes and drove sales performance through the merger integration of BAC’s $950MM Middle Market Northeast Region.
· Developed retention programs that yielded 100% Highly Valued Client retention.
· Achieved a $200MM+ increase in pipeline through implementation of a consistent sales management process and leading a strategic portfolio review of 7,500 clients across 140 sales teams.
FLEETBOSTON FINANCIAL, Providence, RI 1997-2004
Senior Vice President & Director, Commercial Marketing
Led field marketing activities for Fleet’s $1.1 BB in revenue Business Financial Services Division. Developed and executed marketing and business plans for commercial markets across the northeast. Built team of 10.
· Delivered over $1 BB in new deposits through development and execution of integrated sales and marketing campaigns.
· Added $1MM+ in incremental annual revenue through creation of a prospect development channel.
· Developed customer and prospect segmentation to drive profitable targeting.
· Implemented database marketing platform for the commercial bank while reducing cost 30%.
· Designed and implemented 2 merger integration client communication/sales management initiatives.
· Designed and implemented an actionable Client Satisfaction research program that led to a 10% increase in overall client satisfaction in key markets.
· Oversaw marketing communication, positioning strategy and tactical execution.
· Promoted to SVP in February 1999.
DUN & BRADSTREET INFORMATION SERVICES, Murray Hill, NJ 1983-1996
Assistant Vice President, Credit Segment, 1991-1996
Led all marketing activities including business and market planning, product management, product development and segment driven client communications. Segment revenue responsibility of $500 MM+. Managed staff of 12.
· Rolled out product repositioning strategy that drove $20 MM+ incrementally.
· Launched DBIS’s first revenue producing product on the Internet.
· Successfully designed and launched 5 new products after overseeing Beta and Market test.
· Managed a third-party distribution alliance creating a new channel to reach new market segments.
· Developed and implemented attitudinal market segmentation strategy to drive profitable targeting and product positioning
DUN & BRADSTREET INFORMATION SERVICES (continued)
Director, Product Marketing, 1989-1991
Developed strategies and requirements for product research, product development, pricing, product enhancement, and promotional activity for this $450,000,000 product group.
· Launched 4 new products covering a wide spectrum of technology including Gateways, CD-ROM and Local Area Networks.
· Negotiated contracts with outside vendors for development services and licensing agreement for inbound gateway yielding $1MM in first year.
Project Manager, New Product Development, 1987-1988
Managed development of D&B's first CD-ROM product. Developed business case, set technical requirements and oversaw product and system design, development testing and Beta testing.
· Drove $10MM in year 1 revenue
Manager, Dun & Bradstreet Information Resources, 1983-1986
Progressed from an entry-level position in Detroit, MI to line management in Toledo, OH. Promoted to a staff position in Cleveland, OH before becoming District Manager in Grand Rapids, MI. As District Manager, responsible for all office functions including operational and budgetary functions with a staff of 24.
COMMUNITY INVOLVEMENT
Principal, Our Daily Bread – Orchestrated daily delivery of unsold bakery products to local food pantries and charitable organizations.
Miracle Marathon – Linked fund raising and awareness initiatives of the New England Spinal Cord Institute to the local running community.
EDUCATION
BA, Economics, Trinity College, Hartford, CT, Graduated first quartile, 1983 |
