BACKGROUND SUMMARY
Objective: High-energy, growth-oriented professional with demonstrated leadership abilities seeks a strategic, executive level sales management position with an established and strong marketing organization within its industry.
Extensive background in numerous areas allied to sales and team leadership, strategic planning/tactical oversight, CPG channel management, project management, and marketing, event management marketing, and consumer trend forecasting. Deeply experienced at providing seamless integration from concept to the final deliverable. Extensive success with revenue achievement to plan. Key strengths include:
- Principled Leadership
- Key Client Acquisition and Retention
- Executive Presence
- Top 10% Performer
- Strong Influencing Skills
- Performance Based Management
- Strategic Action Perspective
- Evangelistic
SELECTED ACCOMPLISHMENTS
Enabled the competitive repositioning that drove win rates while maintaining pricing premiums over strategic competitors. 75% competitive conversion of key corporate targets. Effective closer of the gap between corporate aspirations and business realizations. Key start-up was in Bay Area’s Book of Lists Top 100 Fastest Growing Privately Held Businesses, 1997.
Effectively led Sales teams with a strategic vision and plan for goals achievement that maximized profitable revenue as well as aided professional development of direct reports. Exceeded sales plans in 11 of 12 years of team management. Proven record for driving sales strategies and growth through all lines of business.
Identified varying depths of the profit pool throughout a client’s (Mervyn’s) department value chain. Pursued segment profitability for a 25-35% increase in margins on $16M. Identification to realization time = four (4) months.
Developed fully integrated tradeshow and event marketing plans that not only yielded measurable bottom-line results for the client but aided the client in the ability to sustain those benefits.
Career long association with the Color Marketing Group, design professionals who forecast future year color trends crossing all consumer lines. Active speaker, panelist, and consultant to the convention and tradeshow industry.
DETAILED WORK HISTORY
Tradeshow/Convention Firm,
Director, Sales & Marketing 8/2003 to 3/2006
Primary responsibility for providing effective leadership to the local sales team with accountability for meeting all revenue ($38M) and profit goals. Oversaw project management team’s responsibility for flawless execution of convention and special events. Facilitated and oversaw implementation of the Miller Heiman Strategic Sales process for all targeted business. Successfully created an innovative climate within the organization and used creative skills to develop new ways to approach business issues – new avenues vs. incremental paths. Enabled competitive repositioning that drove win rates and price premiums over strategic competitors. Technical writer and negotiator of $3M+ contracts. Sales plans were exceeded in both 2004 (114% of goal), and 2005 (110% of goal) and 2006 is tracking to exceed plan. Key corporate clients included Oracle, Intel, Sun Microsystems, and Cisco. (Rehired after post 9/11 layoff)
Tradeshow Exhibits Firm
Account Executive, 9/2001 - 8/2003
Tradeshow Exhibits Firm
Account Executive, 8/1998 - 9/2001
Primary responsibility in each position was the development of a personal client base that met sales, margin and competitive take-over goals as well as project management oversight of client events and design/build exhibitry. Selected accomplishments: 1) created, designed and produced 9/11 Memorial Display for U.S. Federal Building 2) was the official source for exhibitors at the Chevron Retail Dealers Convention in Hawaii, 2002, 3) consultant to local Superior Court with their development of an international (6 language) way-finding system, 4) Created and produced VISA's 25th partner anniversary display for Disney Paris installation. Industry consultant on upcoming 3 year forecast of consumer and hospitality color. Clients included Stanford University, UCSF, Berkeley National Lab, NASA, Livermore Lab, Department of the Interior, Disney, VISA. In each position, sales goals were met or exceeded.
Commercial Flooring Firm
Director of Sales & Marketing, 4/1994 - 8/1998
Full profit and loss responsibility for commercial/high-end residential flooring start up. Oversaw daily operations of sales, accounting, finance, tax and risk management and seven (7) direct reports. Forecasted financials and monitored results to ensure the integrity of financial statements and their consistency with GAAP. Clients included NASA, United Airlines, Delta Airlines, Home Depot, Genentech, Disney, Stanford University, UCSF, San Francisco Airport and Moscone Convention Center. Revenue volume increased over 420% in four (4) years.
Leading CPG Provider
NW Regional Sales Manager, 6/1989 – 4/1994
Direct leadership of 22 account executives and 123 sales reps in the northwest seven states for industry leading provider of CPGs. Primary responsibility was to provide leadership that would positively motivate salespeople toward annual achievement of sales, profitability and budget goals against a $32MM volume base. Channels of distribution included college bookstores, stationery and department stores, chain drug, military and grocery. Led division in meeting profit and fiscal management goals five (5) years. Met sales goals four (4) of five (5) years. 100% customer retention. Manager of the Year, 1990; Sales Region of the Year, 1991.
EDUCATION
B.A., Environmental Design/Business, California State University, Long Beach
AFFILIATIONS
PCMA, IAEM, MPI, CALSae, Color Marketing Group |
