DIRECTOR & FUNCTIONAL LEADER: Services Marketing
Multifaceted marketing professional with a proven track-record of developing marketing strategies for professional services and business services firms. Focused on business growth through creative strategic planning and operational effectiveness. Skilled in developing integrated, multichannel marketing campaigns. Proven ability to build and lead on-site and virtual teams and optimize resources.
-Strategic Planning
-Acquisition & Retention Programs
-Thought Leadership Programs
-Branding
-Online Marketing and Website Development
-Direct Mail/Email
-Event Marketing
-Market Research
-CRM and Marketing Automation
-Team Building
-Public Relations
-Marketing Analytics
PROFESSIONAL EXPERIENCE
NOVATIONS GROUP, INC., Boston, MA • 2007-Present
A global human resources consulting and training company
Marketing Director
Functional leadership and management of the global marketing department, overseeing all aspects of planning, operations, and execution. Lead the development of acquisition and retention marketing programs, with full ownership of resource planning and budget. Reorganized the existing team and added resources to optimize the functions performance. Implemented marketing best practices to improve demand generation performance and enhance the marketing ROI. Oversee the Customer Relationship Management strategy (Salesforce.com). Currently serving on the Executive Operating Committee.
Key Accomplishments:
Achieved a 35% increase in leads generated, with a 30% reduction in cost per-lead by redesigning the demand generation strategy and implementing an inside sales team.
Generated a 20% increase in revenue from supplementary products (non-services) through the development of product marketing programs and the implementation of an eStore/eCommerce system.
Successfully led a cross-functional effort to refresh the company’s brand to solve legacy branding issues (company has grown via acquisition & merger).
Launched a Thought Leadership program that leverages internal subject matter experts (SMEs) to produce a pipeline of research reports, white papers, and speaking engagements.
BRIGHT HORIZONS/CFI, Boston MA • 2003-2007
Provider of work-life (human resources) and early education services; $700 million in annual revenue
Director of Corporate Marketing (Bright Horizons) 2005-2007
Led the design and implementation of growth marketing programs for the $196M employer market. Successfully integrated the marketing and inside sales efforts to maximize demand generation performance. Oversaw the demand generation operations and Customer Relationship Management strategy (Salesforce.com).
Key Accomplishments:
Achieved a 300% increase in leads generated and 75% increase in the sales opportunity pipeline through integrated marketing and audience segmentation.
Drove the launch campaign for new service line that captured $5 million in revenue from existing clients within 10 months.
Improved the performance of the inside sales team; increased conversion rates by 50% and reduced activity rates (# of activities required to drive a sales opportunity) by 30%.
Director of Marketing (CFI) 2003-2005
Spearheaded the development of the marketing function from the ground-up, utilizing internal resources and external hires. Designed and implemented a multi-channel demand generation strategy and oversaw its execution.
Key Accomplishments:
Co-developed a growth strategy that successfully allowed CFI to be sold to Bright Horizons for 200% of its yearly revenue.
Successfully drove a cross-functional effort to re-brand a 10 year old company and strengthen its position in the marketplace.
Increased online customer registrations by 60% through the redesign of the corporate website and online registration system.
KSCIENCES, Chicago, Il • 2001-2003
Startup professional services firm focused on Customer Relationship Management (CRM) and Marketing technology.
Marketing Manager
Co- developed the marketing function from the ground-up. Coordinated a 6 person virtual team through the brand development process and company launch. Led the execution of multi-channel demand generation programs.
Key Accomplishments:
Developed and managed acquisition marketing programs that drove a 120% increase in client accounts, achieving 110% of targeted revenue goals in 2002.
Developed go-to-market strategy for the Marketing Technology practice that achieved 180% of targeted revenue goals.
Enhanced the event marketing strategy to yield a 200% increase in sales opportunities from this channel.
Created an online Thought Leadership portal (1st generation website) to leverage publications and presentations as lead generation assets.
IT MEDIA GROUP, Boston, MA • 2000-2001
POLICY MANAGEMENT ASSOCIATES (PMA), Concord, NH • 1997-2000
Boutique Marketing, Communications, and Public Relations agencies serving high-tech start-ups (IT Media Group) and consumer products companies (PMA)
Account Executive
Managed all aspects of clients’ marketing and public relations campaigns.
Designed and developed product launch marketing and public relations campaign for database software provider, increased annual sales by 30%.
Developed integrated marketing and public relations plan for global software company, achieved 120% of targeted first year sales.
EDUCATION & TRAINING
Bachelor of Arts, Political Science
University of New Hampshire
Certified in FranklinCovey’s Helping Clients SucceedTM consultative selling |
