Independent Marketing Consultant 2012 to present
Provide expert analysis and evaluation to client companies regarding current competitive positioning. Develop marketing, implementation, and communication plans to enable businesses to improve/maximize their value proposition, sales channel utilization, top-line sales, profitability, and inventory management. Provide all-inclusive business consultation to reinvigorate small businesses including advising them regarding strategies for partnering effectively with large businesses.
Restructured and defined two small businesses’ marketing and sales channel strategies to introduce new methods for managing and growing their business.
Successfully mentored small businesses to understand their multiple channel positions and how to maximize human and electronic resources to improve sales.
Multi-Billion Dollar Wholesale Distributor
Senior Manager/Director, Alternate Distribution Channels 2006 to 2011
Selected to create and manage an alternate direct sales channels with a goal of preserving and growing Grainger revenue with customers and prospects having specific diversity sourcing goals and with resellers having relationships in selected niche markets. Responsibilities included identifying, qualifying and negotiating contracts with MBE, WBE, HUB, SWAM, SDVOBE, 8A,VOBE and EDGE certified sales representatives and with resellers having the ability to penetrate markets and segments outside of Grainger’s target market; hiring, training and conducting performing performance evaluations for a staff of 13 FTEs; developing, presenting and implementing the Unit’s strategic plan and working across all the required staff and line departments to assure that strategic and financial goals were met.
Protected more than $250 million in annual revenue by developing diversity channels, fully meeting the requirements of a broad range of government and corporate sector customers. Developed the infrastructure and processes that identified the most promising customers and prospects within the diverse business entity segment served through the reseller channel, enabling revenue results that exceeded goals in 2006, 2007, 2008, 2009 and 2010 while assuring that resellers were working within the terms of their respective agreements.
Enabled the direct sales force to maximize the effectiveness of the reseller channel within geographic territories by collaborating with sales management, customer service, finance, legal and operations to develop KPIs (key performance indicators) to measure and report individual reseller and total program effectiveness.
Market Portfolio Manager 2003 to 2006
Responsible for developing and managing the implementation of market redevelopment programs for the Denver, Los Angeles, Washington D.C. and Pittsburgh markets with a goal of maximizing revenue and margin generated in the territory, and positioning it for long-term strategic advantage while self-funding each initiative with new margins generated in the territory.
Generated an estimated $4.7/year in the greater Denver metropolitan market by opening two new “Will Call Express” centers, non-inventoried facilities that enabled the Company to meet demand in underserved geographic niches at minimal cost.
Worked closely with local management and corporate inventory managers to develop methodologies that proved successful in reducing the cost of inventory carry, while increasing inventory turn in targeted markets.
Increased average order value of walk in sales in the Los Angeles, Washington D.C. and Pittsburgh branches by expanding the retail merchandising area from 1,000 to 3,500 square feet.
Increased brand awareness in each targeted market by deploying direct mail, radio and directional billboards consistent with local effectiveness.
Manager, Event Marketing 2001 to 2003
Managed a $11 million budget and a staff of five responsible for developing and managing all aspects of company event marketing initiatives including the NASCAR Racing Program, Branch-based events, Tradeshows and Customer on-site events and for integrating each program with other company marketing activities.
Built the businesses case for sponsorship of the $10 million/year of the NASCAR Winston Cup.
Managed the Company’s relationship with Roush Racing, including conducting contract negotiations and maintaining ongoing communications.
Enabled the measurement of the effectiveness of the Racing Program hospitality program by centralizing management and tracking revenue generation result on a customer by customer basis.
Market Manager, Retailers Market Segment 2000 to 2001
Selected to develop a marketing function to support the $250 million/year Retailers segment with responsibilities including market planning, competitor and market research, initiative development and media planning.
Increased sales of energy conservation-related products by 8% by developing an integrated energy management campaign that incorporated direct mail and by-invitation seminars in markets particularly impacted by brown outs and rapidly increasing energy costs.
Marketing Manager, Direct Response Marketing 1998 to 2000
Managed a $15 million program budget and a staff of three responsible for development and execution of the Company’s first direct marketing program, with responsibilities including researching customer needs; developing the CRM infrastructure; developing and executing marketing and communications plans and developing financial tracking tools. Also, co-managed the Company’s database supplier and the associated $5 million/year budget.
Contributed significantly to a 14% overall increase in sales by bringing the direct marketing program on line on-time and within budget.
Reduced production costs by more than $100,000 by researching customer preferences and allocating funding to the most promising segments.
Account Executive, Direct Marketing 1995 to 1998
Responsible for managing all aspects of 50 integrated marketing communications programs including creative strategy development, execution and budget management, while serving as a member of the Corporate Brand Counsel.
Generated double-digit sales growth by planning and executing the Company’s first direct marketing program.
Product Promotions Administrator, Database Marketing 1992 to 1995
Responsible for creating the first initiatives for the newly formed Database marketing Department with a goal of reversing negative sales growth trends in the low-volume customer segment.
Designed and managed the Department’s response and fulfillment process.
Prior to 1992
Positions commencing as a Product Advertising Specialist followed by promotion to the position of Group product Advertising Manager at the Corporate Headquarters of Distributorship.
EDUCATION
MBA, Marketing, DePaul University, Kellstadt Graduate School of Business, Chicago, IL
BA, History, Business Administration Minor, DePaul University, Chicago, IL |
