MARKETING & MARKETING COMMUNICATIONS EXECUTIVE
Delivered $117M in Organic Sales Growth in 3-year Period and Increased National Account Sales by $22M (+14%) in 2009 in Declining Marketplace.
Extensive experience guiding marketing strategy development and execution in B2B sales organization. Proven history of aligning strategic marketing and sales initiatives. Consistently driven organizational change, including repeated success implementing new technologies, including pioneering sales enablement platform.
Areas of expertise include:
Key Account Management, Lead Generation, CRM & Sales Enablement, Advertising & Promotions, Branding & Positioning, Market Segmentation, Public Relations & Image, Metrics & Business Intelligence, Pipeline Development
PROFESSIONAL EXPERIENCE
COLEMONT INSURANCE BROKERS, Dallas, TX - 2003 – Present
Full-service wholesale excess and specialty lines insurance broker and underwriter in the U.S. as well as retail and reinsurance broker in 16 countries worldwide, generating $100M in revenue yearly.
Vice President, Business Development (2008 – Present)
Promoted to drive overall marketing and sales strategy for U.S. sales operations while retaining accountability for U.S. and overseas marketing communications and all previous responsibilities of last 2 roles. Manage 8-member team and +$1.5M budget.
Impact: Grew national account sales by +14% ($22M) in 2009 over previous year compared to average customer growth rate of -1%.
*Grew market share during period of declining sales by recognizing and quickly capitalizing on customers’ shift in buying process towards consolidation of wholesale broker relationships.
*Led RFP response process resulting in selection as approved wholesale broker for nearly 20 retail agencies.
*Created regional directors of business development to bridge gap between sales force and middle/regional managers within national accounts, resulting in increased submissions and sales calls.
*Streamlined and accelerated goal setting/budgeting process while improving forecasting accuracy by creating step-by-step online budgeting tool that provided all essential sales data.
*Developed sales enablement technology platform that gave sales force on-demand, self-service access to customizable sales presentations, whitepapers, reports, and other relevant collateral.
Assistant Vice President – Communications & Business Development (2006 – 2008)
Tapped by company to develop and execute corporate strategy that aggressively enhanced sales and marketing efforts to combat softening market. Retained previous role’s responsibilities while expanding scope to include
marketing/sales metrics, customer files and intelligence, lead generation, sales training, and organic growth.
Impact: Generated $60M in organic sales growth and $117M in last 3 years by creating and executing strategy for hiring, training, and development of next generation of sales force.
*Built top-notch, 3-person team to deliver marketing services aligned with sales objectives.
*Implemented national customer intelligence initiative that provided actionable sales leads for brokers to overcome challenges of soft market.
*Developed customized sales-focused CRM system that heightened quality, collaboration, and effectiveness of sales force while providing management visibility into sales activities and pipeline.
*Led cross-functional team to define company’s KPIs and IT team to develop business intelligence dashboard system that gave sales force and management insight into sales performance.
*Developed and executed multi-faceted lead generation and nurturing program that kept pipeline full and led to expansion of current sales force.
Director of Corporate Communications (2004 – 2006)
Marketing Communications Specialist (2003 – 2004)
Promoted to newly created position to drive marketing communications in U.S. and overseas, and secure buy-in from skeptical executive and field leadership. In charge of all sales collateral, email marketing, websites, public relations, social media, internal communications, and event planning.
Impact: Obtained funding and built out team by devising strategies that mapped to the objectives of executives and field sales reps. Transformed firm’s low-end image into highly professional brand.
*Rolled out seamless renaming/rebranding initiative that was embraced by field sales leadership (firm’s major stakeholders). Won AAMGA advertising award for name change introduction concept.
*Devised “broker brand” communication strategy that used multiple channels to build the one-to-one relationships between brokers and their customers, ultimately driving sales and generating ROI.
*Launched company brand name in 16 countries in 24 months, gaining meaningful worldwide recognition.
*Built top-performing marketing communications team from scratch that achieved exceptional results.
JOHN CARTER FOR U.S. CONGRESS, Round Rock, TX - 2002 – 2003
Director of Finance & Communications
Raised over $1M in 10 months to win 3 elections, including 8-way primary against self-funded billionaire and son of sitting congressman.
MISSOURI SENATE, Jefferson City, MO - 2001 – 2002
Director of Senate Redistricting
Hired for one-year position to redraw state’s political boundaries on newly Republican controlled Senate’s behalf within Voting Rights Act compliance. Restructured district fairly to withstand legal challenge.
Previous Experience
Legislative Assistant for the Missouri State Senate, Jefferson City, MO (2000–2001); Television Reporter for KHQA-TV, Quincy, IL (1999)
PROFESSIONAL DEVELOPMENT
Juris Doctor, Dedman School of Law, Southern Methodist University, Dallas, TX
Bachelor of Journalism – Advertising, magna cum laude, Missouri School of Journalism, University of Missouri, Columbia, MO
Finance and Accounting – Graduate Certificate, Cox School of Business, Southern Methodist University, Dallas, TX
Strategic Sales Management – Executive Education, Darden School of Business, University of Virginia, Charlottesville, VA
Licensure
Licensed Attorney, Texas
Licensed Property & Casualty Insurance Agent, Texas
Professional Affiliations
Insurance Marketing Communications Association
American Marketing Association
Dallas Bar Association
Dallas Area Young Lawyers |
