INNOVATIVE SALES & MARKETING LEADERSHIP
High-Transaction Volume B2C Sales, Retention and Customer Service
B2B Advertising, Sponsorship and Product Development
PROFILE AND AREAS OF EXPERTISE:
Creative and strategic sales and marketing leader with strong tactical abilities and street sense. Builder and restructurer of sales and marketing organizations, from both general management and senior sales and marketing roles. Leader as many as 1,200 people and nearly $100MM in sales, with record of success at meeting or exceeding current budget while positioning resources for continued growth through strategic organization development. Decision-making: Thorough but rapid analysis and debate among various levels of the organization, followed by decision, implementation and accurate measurement. More than ten years experience in digital/online business, with expertise in actionable information management. Action-oriented, quick-study.
MBA: University of Virginia, Darden School BA: University of Connecticut
Executive Programs: Northwestern University (Kellogg/Medill), Stanford Business School
∑ Restructuring and revitalizing sales and marketing organizations ∑ Change management and organizational design
∑ Advanced development of online businesses by traditional firms ∑ Marketing communications planning, execution and measurement
∑ Product research and development ∑ Use of quantitative tools to
∑ Resource allocation ∑ Strategic and tactical business analysis, planning and measurement
∑ Distribution management ∑ Technology implementation
∑ Partnerships and alliances ∑ Capturing market share
∑ Pricing strategies ∑ Promotions
DETAIL OF ROLES AND ACCOMPLISHMENTS:
President, CEO & Chief Revenue Officer
915 Inc., Riverside, CA 2002-present
Conceptualize, develop and market niche print and digital media products in Southern California. Manage of all aspects of the enterprise: strategy, sales, marketing, production, design, finance, technology, distribution and content. Raised private capital, and gained private placement ‘road show’ experience.
ß Developed product to attack established competitor on lucrative and fast-growing flank, staying beneath their radar until sustaining market share was taken.
ß Achieved average growth in year-over-year sales of 94% over four years
ß Implemented search engine marketing and search engine optimization programs
ß Developed database marketing programs, using email marketing, telemarketing and direct marketing to complement traditional sales channels and methods.
ß Negotiate distribution, co-sales and marketing agreements with major companies
ß Currently adding social networking and local search products
ß Created extraordinary efficiencies, creating lowest competitive cost structure
ß Negotiated favorable terms for private placement capital raise
President and CEO; Member of the Board of Directors
TruCost Interactive Inc., San Diego, CA 2001-2002
Hired by venture capital firm to replace founder of this information services company in a turnaround effort. Ultimately unsuccessful, TruCost was a victim of timing in the interactive capital markets.
ß Negotiated and closed contract with major foodservice chains
ß Expanded client base from 30 to 150, then cut unprofitable accounts and services
ß Grew revenue by more than 1,000%; cut costs by 75%
ß Worked with venture capital firm to recapitalize company
President and CEO; Member of the Board of Directors
Freedom Interactive OC Inc., Irvine, CA 1999-2001
Founding CEO of innovative and ‘intrapreneurial’ web services company. Selected all employees, established policies, processes and procedures designed for maximum flexibility and speed within a corporate environment. Drove strong and profitable revenue growth.
ß Selected as CEO after national search to lead major interactive intiative
ß Developed and implemented plan for leading-edge product using advanced technology to deliver a 1-to-1 (1:1) consumer experience and deliver targeted message on behalf of advertisers
ß Architected strategy, including personalization and focused product offerings
ß Grew revenues from $0 to $6.4 million in ten months by leveraging sales channels and integrating sales and sales operations with legacy company
Vice President, Sales and Marketing
Freedom Communications Inc., Irvine, CA, 1999-2000
Recruited to lead 300-person department of the Orange County Register, directing classified advertising sales, database marketing, new product development, market research, new business development, circulation marketing, creative services and art direction, interactive media, customer service, call center operations, direct marketing, retail sales and merchandising, internal & external communications and ancillary products.
∑ Managed to $95MM revenue budget; led sales staff of more than 100
∑ Exceeded revenue goal by 4% in mature industry and market
∑ Oversaw reengineering and partial outsourcing of customer service operations
∑ Forged alliance with arch-rival
∑ Pioneered industry-wide changes by brokering multi-company partnership
ß Drove database marketing projects in joint-ventures with major advertisers
ß Favorably negotiated multi-million dollar contract with Walt Disney Co., getting a 56% increase in known impressions for the same cost
ß Repositioned and re-branded company in multi-disciplinary project
Various Managerial Roles, Sales and Marketing
Gannett Co., Detroit and Rockford, IL 1992-98
Director of Business Development, 1997-99
Director of Retail Sales and State Sales, 1996-98
Director of Interactive, 1995-97
Director of Distribution, 1994-99
Manager, Strategic Planning, 1993-94
MBA Intern, 1992
Joined this $500MM industry-leading joint venture as an intern during graduate business school and steadily rose through a series of promotions and expanding responsibilities. Gained valuable experience with organized labor, helping management defeat six unions in 1995 strike. Managed more than 200 Teamsters under collective bargaining agreement. What follows are highlights from various positions:
ß Effectively managed 1,200-person, 25 remote location distribution operation
ß Grew retail sales more than 11% year-over-year in 1997 in mature market through aggressive sales channel expansion and merchandising
ß Exceeded sales budget of $56MM by 13%
ß Instrumental role player in management’s defeat of Teamsters strike
ß Founded interactive services, producing $1.7 million incremental revenue and $1.4 million in incremental cash flow
ß Spearheaded new product development, leading successful launches of niche magazine, nationally syndicated service and digital/online services
ß Developed merchandising department; pioneered inventory technology system
ß Created ‘out-of-the-box’ pricing model for maximum consumer penetration
ß Developed nationally recognized customer retention and measurement programs, quantifying effectiveness and efficiency of retention tools
ß Pioneered cost-and-yield analyses for all sales channels, using data to adjust efforts
ß Performed benchmarking studies to advance best practices
ß Worked with University of Michigan Business School to develop and implement process improvement plan in advertising sales and production, delivering an estimated savings of 14%
ß Partnered with the Detroit Tigers, Red Wings, Detroit Auto Dealer Association, and regional MLS
Worked as an award-winning professional journalist until 1992 for: The Washington Post, Florida Times-Union, Georgia Trend, The New York Times, Southpoint, Newsweek and Business Week. Specialized in business and financial journalism.
EDUCATION:
Stanford University
Stanford Professional Publishing Course - 2004
Completed comprehensive executive course in book and magazine publishing.
Stanford Business School
Executive Education - 2000
Completed program on executive leadership, management and strategy.
Northwestern University - Kellogg School
Executive Education - 2000
Completed course in advertising, marketing, public relations and communications.
University of Virginia – Darden School
MBA in General Management - 1993
Earned full merit scholarship to one of the world’s ‘Top 10’ graduate business schools, as ranked by U.S. News & World Report, Business Week and the Princeton Review. Completed international consulting project, with field work in Germany. Founded national athletic tournament.
University of Connecticut
BA in Journalism and Business Administration - 1986
Publisher and Editor-in-Chief of The Daily Campus, a 10,000-circulation newspaper serving the Storrs community. Led company to record results; modernized operations.
PROFESSIONAL AND COMMUNITY ASSOCIATIONS:
Boards of Directors: Families Forward [Non-profit for transitionally homeless] (2003-2007); Orange County Performing Arts Center Business Partnership (2005-2007); Association for Corporate Growth (2002-04); Forum for Corporate Directors (2002-03); Southern California Relocation Council (2002-03); NAA New Media (1998-2001); Audit Bureau of Circulations Interactive (1997-2000); University of Connecticut Student Publications (1985-86; 1988-94); Little League (1996-98, 2007) |
