BACKGROUND: Proven ability to increase sales and profitability. Managed 20 person sales force selling to senior executives. B2B selling of intangible solutions ranging from $100,000 to several million dollars. Consultative sale. Sales rep coaching, accountability and motivation. Background of achievement in General Management, Sales/Marketing and Finance. Fortune 500 and entrepreneurial experience. Current position as Unit President. Top MBA School.
EDUCATION and CREDENTIALS MBA – New York University, Stern School of Business, 1981 BS – Pennsylvania State University, 1976 Certificate in Direct Marketing – Virginia Commonwealth University, 2006 CPA – New York and Florida
EXPERIENCE: Advertising Agency - FL 1992-Present
Executive level positions include: President – Emerging Markets. Division includes Banking, Health Care, Travel, Automotive · Skills: Business development, decision-making, strategy, marketing. · Full P&L responsibility for niche businesses with revenues of $1-$5 million, each. · Clients/Prospects include Senior Marketing Executives of Fortune 1000 and middle market companies in Retail Banking, B2B and Private Banking; Managed Care and Pharmaceutical Companies, Cruise Lines and Automotive Dealers. Experience also includes Insurance and Brokerage companies. · Clients have included SunTrust, PNC, Wells Fargo, ABN Amro, Wells Fargo, Blue Cross, Medica, Health Partners, Regent Cruises, Oceania Cruises, auto dealers. · Solutions range from $100,000 to several million dollars. · Responsible for Business Strategy, Business Development, Product Development, Customer Service and Creative Services. · Heavy consulting with clients and prospects regarding marketing program objectives, design and execution. · Integrated Marketing Programs include: Marketing Strategy, Analytics, Creative Copy and Design, Variable Digital Print, E-Mail Marketing, Call Centers, Video Production
Accomplishments: · Doubled number of major Managed Care clients in six months with contract values of $500,000, each. Potential of each client in excess of $1.0 million. · Increased sales to Pharmaceutical companies from $400,000 to $1,400,000 in one year. Building stable of large pharma companies for repeat business. · Brought Top 10 bank on-board as a client for $600,000 program. · Expanded business with major cruise line from $200,000 to $500,000. · Developed new integrated marketing solution for customer acquisition in Banking. · Developing rewards and incentives (loyalty) program for Managed Care.
COO – Responsibility for operations of $25 Million Company with 125 employees. · Skills: Business analysis, organizational structure, personnel management. · Direct reports managed in the areas of Sales, Client Services, Print Production, Electronic Media, Marketing, Creative Services, IT, Accounting, Human Resources
Accomplishments: · Initiated new purchasing procedures resulting in 10% decrease in Cost of Sales. · Restructured staffing to increase efficiency and find best use of personnel. · Implemented Balanced Scorecard approach to management. · Managed 20/70/10 Employee Evaluation System. · Instituted Individual Development Plans for employee growth.
SVP Sales and Marketing – Responsible for 20 Sales Reps in three divisions. · Skills: Sales planning and marketing lead development. Sales rep coaching, accountability and motivation. Customer-centric, needs focused. · Sales to Fortune 1000 companies and regional accounts. · Markets included Financial Services, Health Care, Cable & Wireless and Automotive. · Increased sales to regional Automotive Dealers from $300,000 to $600,000 per year. · Implemented new tracking system for First Marketing programs to prove results.
Business Unit Leader – Financial Services Marketing – Sales, Client Services and Creative · Skills: Client relationship management, sales management · Achieved 15% sales growth and 100% client retention. · Worked with Insurance, Brokerage and Banking clients and prospects. · Clients included: Farmers Insurance, AIG, Morgan Stanley, Merrill Lynch, Hilliard Lyons, Citigroup.
CFO · Skills: Business evaluation, financial analysis, troubleshooting, control. · M&A, investigated acquisitions and worked closely with VC and Investment Bankers. · Turnaround of two related businesses, including international start-up. · Restructured production workflow to accommodate client server system. · Installed new Epicore accounting system. · Managed IT and Human Resources.
Major Publisher - New York, NY 1990-1991 Director of Financial Planning and Analysis for Magazine Group · $2 Billion Magazine Group. · Analyzed and forecasted Joint Venture growth and profitability. · Managed Budgeting.
Fortune 500 Company - New York, NY 1981-1990 · Executive level financial positions in: o $250 million manufacturing division o $750 million wholesale division o Worked on expansion programs o Financial analysis of operations o Presentations to senior executives
Big 8 Accounting, New York 1976-1980
OTHER INVOLVEMENT · Board Member: AVDA (Aid to Victims of Domestic Assault) · Adjunct Professor of Finance: Lynn University, |