STRATEGIC AND TACTICAL MARKETING/ MANAGEMENT CONSULTING / INTERNET TECHNOLOGIES
Results-oriented Strategic Marketing and Planning professional with over 14 years of experience in driving new growth through innovative business, product, and marketing strategies. Successful leader with P&L responsibility. Honed skills in delivering value through strategic and visionary leadership, new product development, product branding/positioning, and implementation of internet technologies. Team oriented and creative self starter with a passionate attitude and a drive for results. Experience in entrepreneurial business start-up.
PROFESSIONAL EXPERIENCE
SIMUDYNE, St, Petersburg, FL 2006-Present
Start-up business involved in building and hosting computer-based simulation models for Global 1000 clients.
Consultant/Interim CEO
Led strategy and business plan development, market positioning, client and partnership development, and sourcing of investors. Successfully facilitated contract with leading venture capitalist and networking partner.
INTERNATIONAL PAPER, Memphis, TN 2002-Dec. 2005
$26B packaging and paper products manufacturer.
Segment Marketing Manager & Product Manager
Responsible for global and domestic growth strategies for $200MM agricultural market segment in Industrial Packaging division. P&L responsibility for $50MM product/business with $4.2MM budget, $5.7MM asset base and six-person team.
• Devised and executed innovative strategic marketing plans to reposition company and market segment brand.
• Coordinated market identification, product development, and launch of two new products representing $40MM market opportunity in unprecedented 9-month time frame.
• Delivered record high revenues and profitability for branded product/business.
• Conceptualized, lobbied, and received $300K funding for development/licensing of “cutting edge” and potentially industry changing product that would be positioned as highest margin and ROI product in the division.
• Implemented repeatable, insightful plant-level assessment to improve margins within segment.
• Coordinated creative changes to marketing collateral and tradeshow participation to support repositioning of company and brand in segment.
Manager, Corporate Sales & Marketing / E–Business
“Change agent” leading strategic marketing initiatives, e-business strategy development, and special projects.
• Co-led the visionary and innovative internet based graphic services offering for Consumer Packaging business unit receiving exceptional response from the targeted customers and delivering $5MM in near term net income.
• Investigated, as part of a consultative team, the market potential of a new $400MM outsourcing/service-based business opportunity and secured $12MM in start-up capital from the executive team.
• Identified, developed, and launched marketing oriented Web Content Management initiative. Identified over $5MM in potential cost savings while providing cutting-edge support for improved web-based marketing.
• Implemented strategic pricing initiative to improve margins, prevent price leakage, and support “trade-off” pricing and tactical quoting for numerous product lines. Business benefit is expected to be in excess of $15MM.
AGENCY.COM, Avon, CO 1999-2002
$200MM interactive services firm, delivering Internet, wireless, and interactive TV solutions to Global 1000 clients.
Group Director of Strategy
Leader in the development, marketing, delivery, and internal and external sale of AGENCY.COM’s new national Strategic Services offering. Key member of executive management team in 84-person office, and responsible for development, leadership, and mentorship of local Strategy discipline. Provided strategic leadership and support for business development efforts locally and nationally.
• Improved Strategy revenue by 150% in first year
• Increased Strategy discipline personnel by 900%, with zero turnover during tenure
• Developed/launched business development support efforts that shortened sales cycle by one month and improved hit rates by 10%
Strategy Director / Senior Strategist
Sold, led and managed client projects focused on developing innovative interactive strategies and implementation plans. Highlight projects included:
• Directed team in formation of an enterprise-wide interactive strategy defining the vision, roadmap, and implementation tactics for a leading telematics (in-vehicle wireless communications) subsidiary.
• Financial analysis supported $1 billion in additional market opportunities.
• Led team in developing interactive software solutions to support key business drivers for a $2 billion mission-critical software manufacturer.
ANDERSEN CONSULTING, Cleveland, OH 1995-1999
Consultant – Manager, Strategic Services Practice
Advised numerous Fortune 500 clients on general business management practices with an emphasis in business, marketing, and supply chain/logistics strategy. Responsible for selling, scoping, and managing project budgets from $250K-$600K. International engagements in Brazil, Argentina, and Mexico. Highlights of select projects include the following:
• Auto Coatings Manufacturer/Retail – Developed and analyzed alternative channel strategies (including acquisitions, strategic alliances, and Internet strategies) that would move a major paint coatings manufacturer into top three in market. Recommendations led to a new service business, 17% sales increase, and record revenues.
• Agricultural Equipment Manufacturer/Retail - Developed / evaluated innovative retail channel strategies for turnaround / growth of company’s most profitable business segment. Identified five-year $50MM of upside.
• Oil & Gas - Developed models to understand the profitability drivers and economic implications of different product mix strategies for the lube, wax, and grease division of a $13 billion petroleum company.
• Retail - Performed analysis to understand geographic customer demand profiles used in developing optimized distribution network and implementation plans to support the growth strategy of a leading Brazilian retailer.
• Automotive Manufacturer - Led evaluation and site selection of national distribution network. Minimized transportation and operating costs while improving service levels. Client implemented recommendations.
• Manufacturer/Diversified Conglomerate - Redesigned strategic sourcing practices for a $2 billion conglomerate with 11 divisions. Established new governing mechanisms and process changes. Identified between $24-$48MM in savings and captured $6MM of material savings in 6 months.
MAERSK INC., Madison, NJ 1990-1993
The largest international liner company, offering numerous transportation and logistics services
Account Executive / Management Trainee
Extensive training in legal, financial, and operational aspects of international shipping, including ship, rail, and fleet operations. Managed sales and service to a customer base representing annual revenues in excess of $12MM. Achieved 30% increase in overall sales revenues in two year period.
EDUCATION / PROFESSIONAL DEVELOPMENT
MBA, Kenan-Flagler Business School, The University of North Carolina, Chapel Hill, NC
BS, Management, Rutgers University, City, New Brunswick, NJ
Business Marketing Executive Program, Kellogg Business School, Northwestern University, Evanston, IL
Certification, Product Development and Stage Gate® Process, Product Development Institute, Memphis, TN |
