Kildeer, IL 60047 (NW Suburb of Chicago)
GLOBAL MARKETING, eBUSINESS DEVELOPMENT, SALES & COMMUNICATIONS PRO
Marketing, Direct Marketing, Communications, Strategy, & Sales Pro. Brand Building across multiple business units / industries; domestic & international (Europe, APAC, China, LATAM). Building & managing marketing / creative / sales teams (P&L). Account acquisition / channel development. Strategic Marketing & tactical deployment, MARCOM management. Messaging & Brand Management. Creative briefs; Positioning; USPs; Promotions. Market segmentation, research / S.W.O.T. / Value Chain. Product Introductions. Selecting, deploying scalable technology tools for eBusiness / eCommerce / CRM / Web 2.0 Interactive / SEO / SEM. Vendor management of Ad / PR, Interactive, Research Agencies and Professional Services. Large / small cap & pre-IPO businesses. Matrix & collaborative management skills. Quick Study. High Energy. Critical thinker. Strong multi-project, budget manager. Quarterback, player / coach organization & team builder.
CONSULTING ENGAGEMENTS (08/06 – Present):
- SANFORD BRANDS – Sharpie.com site global web deployments & related Promotional Project Management / ongoing.
- SEARS HOLDINGS - Online Promotions Management; K-Mart.com / Sears.com / Process re-engineering / Concluded.
- M.H. BERTUCCI ( www.mhbertucci.com ) – Performance Watches marketed to life style retailers. Business Dev / analyst on campaign, lead opportunity management with independent dealers / rep organizations / ongoing.
- JOHNSONDIVERSEY, Inc – Disengagement / handover to outsource partner Wipro Technologies) / concluded.
CAREER ACCOMPLISHMENTS:
JOHNSONDIVERSEY, Inc (SC Johnson), Racine, WI 01/01 – 08/06
$3.3 Billion Manufacturer of Chemical Cleaning, Sanitation Products, Services & Value Added Solutions.
* DIRECTOR GLOBAL eBUSINESS; Manage Global eBusiness; brand development & Web 2.0 strategy / execution for JohnsonDiversey; three direct reports and matrix manage 35+ country webmasters; IT PM’s; OpCo marketing teams. Direct management of outsourced vendors / ASPs (creative & technology partners / pro services).
* Created J-Link a global lead-to-order web initiative to drive Channel revenue through deployment of company’s market segmentation and re-branding strategy. Within 2 years, directed the eSolutions team architecting a Global eBusiness strategy, built the business case ($4.5 million), won management approval (C-levels); project managed end-to-end deployment. Included web portal / dashboard, integration with channel partners, SFA / CRM (Siebel). Generated incremental sales of $15 million while setting the stage for chasing a long term $250 million opportunity through the segment and category management strategy.
* Additional Elements included Web 2.0 Marketing / interactive outbound eMail marketing / web collaterals supporting on-line direct marketing initiatives; eShop / eCatalog & affinity sales / SEO; SEM. / Data integration with channel partners (dashboard portal); BI & segmentation analytics; Full budget authority.
- Creation of Best Practices; Training Programs & Benchmarking KPIs; Change Management & driving business adoption. Global Web Branding Standards / Governance. MSAs / SOWs / SLAs.
- Completed deployment to 33 countries plus multiple alternative brand programs. Site design / creative.
- Brought in 5% under budget… on time… w / fully delivered functionality. >$1.0M Synergy savings.
- Near Term results; UK Hilton Hotels + 23% (>$500k); JC Penney + 400 % (2yrs >$2.1MM).
- Incremental $9MM Annual run rate w/ 5 Super Regional Distributors thru CleanWise JV portal.
COMMERX Inc, Chicago, IL (an ICG / Internet Capital Group Portfolio Business) 05/99 - 12/00
Pre-IPO START-UP / Internet Portal & ASP Delivering eProcurement & Supply Chain Management Services & Solutions.
* DIRECTOR OEM SALES & MARKETING: Strategic Plan for start-up business / branding / supplier acquisition. Created the go-to-market tactical plan incorporating an integrated DM (direct marketing) outreach for supplier recruitment. Developed and implemented market segmentation strategy targeting key accounts. Within 18 months DM initiative resulted in a +17% response rate; personally accounted for 50% of all supplier recruitment.
JOHN BROWN PLASTICS, S. Attleboro, MA 08/85 - 04/99
Multi-divisional $125M Plastic Processing / Converting Equipment, Controls, Systems & Services Manufacturer.
DIRECTOR SALES & MARKETING; EPCO Div (Remanufacturing Services), Fremont, OH; 10/96 - 04/99
Managed Sales P&L for direct field sales (5) and rep network (30+), inside sales / RFPs / brand / marketing.
* Charged with retaining major key account. Within 9 months, identified issues, designed and implemented changes to overcome quality, pricing, training and performance issues. Resulted in maintaining sole sourcing status and retained $5 million key Ford Motor Company account.
- Included ISO 9001 Certification / conformance to Ford Q1 standards.
* DIRECTOR MARKETING & COMMUNICATIONS; John Brown Corporate, S. Attleboro, MA; 08/85 - 10/96
Directed strategic planning, total MARCOM effort, budget (>$1.7MM), Ad / Pr agency, pro-services management. Campaign management, Branding / Outsource freelance creative services. INTEGRATED DIRECT MARKETING for:
- New Product Launch for plastics recycling systems driving $20M+ in new revenue; for a new regulated medical waste management solution driving $21MM in RFPs / $600K in initial new business to major hospitals.
- Developed multiple Brand / Internet Web sites for John Brown Plastics and its Business Units.
- Trade show exhibit/events management; 100 - 12,000 sq. ft. (worldwide); trade show budgets >$1.5M.
FRAM CORPORATION (Bendix >AlliedSignal >Honeywell) Providence, RI 06/80 - 07/85
World Trade Division for $600M Automotive Aftermarket & OEM Manufacturer, FRAM (a Subsidiary of Bendix).
* MANAGER INTERNATIONAL SALES & MARKETING: Managed Sales P&L, international sales rep & distribution network / 7 person Customer Services function, RFPs. Emerging Markets Strategy / brand development; positioning; budget. Negotiated business in 40 countries worldwide for Fram, Bendix, Autolite aftermarket product lines.
* Created The World Sourcing Program leveraging multiple brands into a single go-to-market strategy that took advantage of global manufacturing capabilities to source product that capitalized on logistics savings; product availability; currency fluctuations, and consolidation / strengthening of distribution in constantly changing emerging global markets. Reduced selling & logistics costs by >12%; Drove initial sales gains > + $4 million. Managed export sales growth from $7.0 to $22 million over four years vs. industry avg. 3% AGR.
CORE BUSINESS COMPETENCIES / KEYWORDS:
- AD / PR Agency, Web ASP’s Management.
- Direct Response & Interactive, ROI Marketing. Web 2.0
- Brand Management; Positioning; Promotions.
- MARCOM Mix Plan / New Media. Web Search SEO / SEM.
- eCommerce Strategy / Tactical Deployment / Change Management.
- Data Base Marketing / Segmentation / Web Analytics.
- Domestic & International Sales & Marketing.
- New Product & Services Introductions / Pricing / Positioning.
- Solution Selling to Enterprise Accounts.
- Opportunity Management / Pipeline Forecasting / CRM.
- Creative Brief / USP Unique Selling Prop.
- Field Sales / Account Acquisition / Retention.
- Organizational Development / Training.
- Channel Strategy & Access to Market.
- Go-to-Market Strategy & Tactical Deployment.
- Strategic Planning; Research / S.W.O.T./ Value Chain Analysis.
TECH / eBIZ SKILLS: MS Office; Siebel / Sugar CRM. Scalable Solutions for eBusiness. Manage Web Marketing Strategy: creative online content, interactive, eCommerce; user interface design, use case, site architectures / wire-frame formats. Manage web designers / developers. Develop supplier network & software application knowledge. Business Objects; MS Content Manager & Commerce Server / eMail Marketing tools / Web 2.0. Technologist for eBusiness.
EDUCATION:
Rider University, Lawrenceville, NJ - BS Commerce / Marketing
Bentley College, Direct Marketing Certificate (2 year) Program, Waltham, MA, 1994
Marketing War College (Positioning / Branding); Trout & Ries, New York, NY
Merrie Spaeth PR training… Message & Crisis Management, 2000 / Miller Heiman Sales Training, 2004.
AFFILIATIONS:
AMA American Mktg. Assoc. through Corporate membership.
NEDMA, New England Direct Marketing Association, Boston.
NPE, Trade Show Advertising & Promotional Committee, Chicago
BPA, Media Managers Advisory Committee, NYC; Chairman; 1996-99.
OUTSIDE INTERESTS: Family / Personal Fitness / Lacrosse / Global Politics / Skiing / Travel / Auto Sports.
Willing to Travel, Relocate; References On Request. |
