SENIOR MARKETING EXECUTIVE
Strategic Marketing Ï Business Development Ï Change Agent Ï Team Builder
Strong leader, qualified by diverse, blue chip experience, who manages marketing operations with a focus on the financial performance of the business as well as market share. Skilled consensus builder experienced in building and managing diverse cross-functional teams. An innovative manager and formidable competitor with a proven record of consistently achieving or exceeding sales and profit goals and improving operations.
PROFESSIONAL EXPERIENCE
UNITED STATES STATE DEPARTMENT 2011 - 2012
Peace Corps Volunteer Nakasongola, Uganda
Worked with local government to develop program for farm co-ops to forward integrate into the dairy business
" Completed value chain analysis and outlined overall strategy for District approval prior to US return.
PPD, Morrisville, NC 2009 - 2011
Associate Director, Global Marketing
Newly created position responsible for managing the development of marketing support for Business Development.
" Created first formal process for the development and approval of sales support programs and created first ever metrics and dashboards for Marketing. Created first ever Marketing Advisory Panel. Recently added responsibility for marketing operations in China and all Phase II-IIIb.
DAVITA, Charlotte, NC 2007- 2008
Vice President, Acute Business Line
Managed US Business Development and Operations Improvement functions
" Exceeded revenue goal by 5% and pre G&A EBITDA goal by 18% in first year.
BEIERSDORF + SMITH & NEPHEW MEDICAL (BSN MEDICAL), Jobst, Charlotte, NC 2002-2006
Vice President, Marketing, (2003 2006)
Managed US and Canada sales, profit and market share performance. Member of Global Management Committee.
" Led team to best sales year in company history, more than doubling unit growth and sales growth.
" Teamwork between US and Global Marketing was dismal. Established series of actions to identify friction points, develop solutions, create opportunities for cross-functional teamwork and train staff to address conflict in real time. Self assessed collaboration improved from 2 to 5 on 7 point scale.
Director, Marketing, (2002 2003)
Managed marketing function to achieve sales, profit and market share performance in the US.
" Reduced headcount by 50% while increasing quantity and quality of output.
" Developed recruitment, selection, and on-boarding procedures to virtually eliminate turnover of marketing staff versus the previous average of 40% to 50% per year.
" Established baseline metrics to evaluate market share performance and enable ROI analyses of promotional effort.
" Rebuilt trust and credibility between the Marketing and Sales teams. The new partnership resulted in marketing programs that were actually used by the sales team and improved sales and margins.
JOHNSON & JOHNSON, The Spectacle Lens Group, Roanoke, VA 1997-2002
Senior Product Director (reporting to VP Sales & Marketing)
Hired to create the global launch plan for a new technology into a market new to J & J.
" Worked with Asian and European counterparts to create global launch plan for $1.5 billion opportunity.
" Developed marketing collateral and launch plans for US including internet strategy and content.
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ESSILOR INTERNATIONAL, Reflection Free and Silor Division, St. Petersburg, FL 1994-1997
General Manager - Reflection Free, (1996 1997)
Promoted to this position to execute new business model proposed while Group Marketing Manager. Responsible for Manufacturing, Sales, Marketing, and Customer Service for $11 million coatings business of $1.5 billion manufacturer of spectacle lenses and coatings.
" Opened a third plant to increase capacity by 25% and execute strategic alliance with Pearle Vision.
" Led effort to improve quality by creating standard operating procedures (SOPs) and adding a quality engineer. Defects reduced by 50%.
" Convinced key Board Member to improve cash flow and focus technical resources by divesting an unprofitable business. Successfully negotiated the sale of the business.
Group Marketing Manager - Silor Division, (1994 - 1996)
Responsible for sales and market share performance of $100 million US business.
" Persuaded senior management to endorse a new business model, which promised to increase sales, reduce costs, increase return on assets and improve cash flow by creating strategic manufacturing and supply chain alliances with key national customers at the customers facility. It was so successful in the US, that it was copied and executed in Australia.
ABBOTT LABORATORIES, Ross Products Division, Columbus, OH 1983-1993
Senior Product Manager, Pharmaceuticals, (1987 - 1993)
Promoted to newly created position to launch a new pharmaceutical product, after demonstrating development success with this product as Manager, New Ventures.
" Achieved 51% market share 30 weeks after launch of new product, successfully overcoming 12-month market lead held by competitor. Share exceeded 62% within 18 months.
" Overcame the sales forces lack of experience in selling pharmaceuticals into hospitals, by incorporating small clinical studies into the sales process. Strategy contributed to achievement of market leadership within seven months.
" Successfully negotiated license with projected annual sales of $150 million.
Manager, New Ventures, (1983 - 1987)
Recruited from Schering to grow the pharmaceutical and nutriceutical business at this $1.9 billion manufacturer and marketer of hospital, nursing home, and home-use nutritional products.
" Identified and acquired four compounds having projected fifth-year sales in excess of $1.5 billion.
" Lead strategist in developing and implementing disease-specific business development strategy contributing to 35% sales growth.
Prior: Product Manager, Schering Laboratories; Product Promotion Manager, Lederle Laboratories; Full Line Sales Representative, Squibb Pharmaceuticals
EDUCATION
MBA, Marketing Columbia University New York, NY
BA, History Parsons College Fairfield, IA |
