SENIOR MARKETING EXECUTIVE
Creative, entrepreneurial executive brings a consistent track record of building brands in corporate (Philip Morris) and consulting environments (Clarion, MMS, Pendine Motorsports, Agility). Decisive leader uncovers opportunities, translates them into focused business plans, and rallies organizations around a compelling vision to effect realistic actions, transforming tactical initiatives into strategic wins.
PROFESSIONAL EXPERIENCE
AGILITY MARKETING SERVICES, LLC, ATLANTA, GA 2003 – PRESENT
Principal
Leveraged strong client and industry relationships to establish a marketing promotions agency, delivering unique integrated marketing plans, comprehensive retail promotions, web sites, licensed merchandise sales, sales force incentives, motor sports partnerships and event marketing programs. Diverse client roster includes BP, Kodak, Chattem, World Kitchen and Dr Pepper. Effectively manage and meet client expectations through consecutive, often concurrent, long-term assignments. Through agreement with Idea Connections, manage their Atlanta-based communications division (9 employees), building key relationships, ensuring client objectives are met and securing new business.
• Established and profitably maintained three primary long-term client relationships, generating $1.5 million in 2006 revenue.
• Secured Dr Pepper NASCAR sponsorship and built integrated retail/bottler programs to drive sales volume, displays and feature ad support across all trade channels.
• Led multidisciplinary BP guerilla team in 18-month effort to re-establish the company’s premium Crystal Clear Ultimate brand. Success of Ultimate initiative led to multi-market rollout, however efforts were halted by post-Katrina surge in fuel prices.
• Created unique Wal*Mart, Kodak and McDonald’s in-store cross-promotion to build McDonald’s SnackWrap trial, drive Kodak Picture Kiosk volume and increase Wal*Mart merchandising support.
• Steered quality and content initiatives as early developers for key brand web sites at Chattem, including IcyHotPro-Therapy.com and IcyHot.com. Worked with account team, client marketing representatives and website designers to develop on-line presentations that optimize the customer experience. Ultimately selected to re-design Chattem.com, the parent corporate site.
• Developed a comprehensive Kodak initiative to service independent photo processing retailers when Kodak removed sales force support in this key channel. Efforts included development of a propriety web site, vendor alliances, news and update delivery procedures, a personal customer service support system, and retail audits to monitor compliance.
• Led development of a launch merchandising system for World Kitchen as part of a successful initiative to gain Corelle brand distribution in Target Stores.
PENDINE MOTORSPORTS GROUP, ATLANTA, GA 1998 – 2002
Partner
Joined this start-up motor sports marketing agency seeking to capitalize on the $250 billion sports marketing industry through development and execution of fully integrated national sponsorship programs, including sponsorship negotiations, race team management, multimedia marketing, promotion development/implementation and customer hospitality events. Representative clients included BP Amoco, Dr Pepper, American Le Mans Series and Road Atlanta.
• Built a successful 11-employee, 8-client operation with revenue approaching $5 million.
• Secured two major clients (BP Amoco and Dr Pepper), representing $3 million in annual revenue.
• Expanded Amoco’s low level NASCAR sponsorship into a major, multi-faceted initiative that optimized brand exposure and elevated the brand to the highest levels of the sport.
MMS INCENTIVES, ATLANTA, GA 1996 – 1997
Vice President, Marketing
Assumed an equity role at this $16 million LBO travel incentive company, operating hundreds of loyalty programs, primarily in small-medium size companies. One of five Executive Committee members charged with crafting and executing a strategic restructuring to position the company for an exit event. Managed a marketing and telemarketing staff of 32.
• Re-engineered the marketing team to instill higher competencies, encourage innovative thinking, and infuse the organization with the necessary skills to manage the business through financial crisis.
• Key member of the management team that led the organization through the sale of the business.
CLARION MARKETING & COMMUNICATIONS (Subs. DMB&B Worldwide) 1989 – 1996
Senior Vice President, General Manager – Atlanta, GA (1994-1996)
Appointed to manage the Atlanta office and restore the UPS relationship, the branch’s largest client. Developed and managed a portfolio of clients representing more than $3 million in annual revenues. Held financial accountability for client budgets and branch P&L targets. Set strategic goals and processes, built organizational capacity and capability, developed/influenced agency culture, and built a highly motivated team of 25 account and creative services professionals.
• Doubled branch profits from 1995 to 1996.
• Recruited new UPS account management team and partnered with this key client to streamline agency services, develop mutually beneficial plans against established deliverable goals, improve pricing strategy, and accelerate growth through better client service.
• Secured seven new clients: AFC, Coca-Cola, BellSouth, Turner Broadcasting, Holiday Inn Worldwide, Heinz Pet Products and BMW Manufacturing.
Senior Vice President – Greenwich, CT (1992-1994)
Vice President – Greenwich, CT (1989-1992)
Account Supervisor – Greenwich, CT (1989)
Recruited by former Philip Morris mentor and achieved three promotions in four years. Ultimately appointed to SVP with P&L responsibility for developing and implementing traffic-building, loyalty and consumer relationship programs for clients representing nearly $2 million in revenues. Gained new clients Quaker Oats, Eveready, Drackett, and Haagen-Dazs, and successfully developed multi-year AOR relationships with the first three.
PHILIP MORRIS, USA, NEW YORK, NY 1980 – 1989
Brand Manager, Marlboro Red & Lights (1988-1989)
Numerous Marketing and Brand Management Assignments (1980-1988)
Progressed through successive market research, merchandising planning, new product development, marketing planning, retail promotions, and database marketing assignments, achieving seven promotions in less than nine years. Ultimately managed the $7 billion core brand marketing team with overall responsibility for Marlboro brand planning and advertising, promotion and event marketing implementation. Effectively allocated a $120 million marketing budget to build market share and protect Marlboro’s long-term brand equity.
EDUCATION
MBA, Wake Forest University, Babcock Graduate School of Management, 1980
BA Economics, Randolph-Macon College, 1978
AFFILIATIONS
Alpharetta First United Methodist Church, United Way of Metropolitan Atlanta Marketing Advisory Board, Junior Achievement Teacher, Georgia Foundation for Independent Colleges Board, New Canaan Community Nursery School Board Chairman, MENG member |
