Go-to-market player/coach sales, marketing and business
development professional, specializing in revenue growth, client and product
optimization. Savvy in start-up and large for-profit and non-profit
environments. Effective evangelist adept at building brand and awareness, pipeline and
trusting client relationships.
Skills
New business development
Revenue and profit maximization
Content development / marketing
Sales pipeline development
Clear communication skills
For-Profit / Non-Profit Organization
Effective negotiator
Consultative sales
Digital / Print media and advertising
Leadership / Employee development
Key relationship management
SaaS / Platform online business
Work History
06/2015 to 07/2016
Vice President Business DevelopmentReady Capital – Berkeley Heights, NJ, India
Singlehandedly built North American F500 enterprise sales/marketing from the ground up with a minimal budget.
Grew the brand and sales pipeline to over one thousand via direct sales, lead generation, email marketing, content marketing, and event marketing/presentations.
Appointment-setting rate ~17%; Close rate ~5%.
Recognized as a B2B global extended lodging Subject Matter Expert.
Expanded product reach/distribution via a Preferred Partnership distribution agreement with American Express Global Business Travel and an app partnership with Concur Expense.
Pre-Global Business Travel Association Convention marketing plan resulted in top ten exhibitor directory visitor rankings among >440 exhibitors
Published Six Reasons to Consider Serviced Apartments for Corporate Extended Stay Lodging, resulting in hundreds of views and downloads.
09/2012 to 05/2015
Vice President Media & Supplier Marketing SolutionsAsu Foundation – Phoenix, AZ,
Ran ad sales for GBTA's magazine; sold over 90% of all ad units.
Created and drove GBTA Digital Media, adding ~$400,000 in new revenue in less than two years.
Led and executed the go-to-market strategies for new digital products; e.g., digital retargeting, snackable content research briefs, featured supplier content pages and more.
Recruited shared economy companies into the Sponsorship portfolio; e.g., Airbnb, Uber, and Lyft.
Spearheaded sponsorship and media sales initiatives in Latin America.
Actively managed a portfolio of ~100 accounts totaling ~$1,000,000 in sales.
05/2009 to 08/2012
Founder/CEOThe One Group – Nashville, TN,
Monetized client
digital traffic by selling thousands of dollars monthly in advertising and
sponsorships.
Spearheaded TripIt's
development, planning and sales of its new TripIt for Business (now TripIt for
Teams) initiative.
Conducted a
feasibility study for Front Porch, Inc., saving the client tens of thousands of
dollars by showing the product did not meet success criteria.
Performed VP Business
Development duties for Toura, closing new accounts in the Media/Publishing and
Arts sectors.
Redesigned content and
layout for CommonSense Media’s website and media kit.
Oversaw a $1,300,000 earned revenue budget, including digital and print advertising sales and operations. Managed a staff of four.
Increased direct campaign monthly eCPM 300% and network eCPM 500% Improved sell-through of direct campaigns from <10% of inventory in 2Q08 to >80% in 4Q08.
Developed analysis model to optimize networks, vertical ad network and direct sales.
Spearheaded the creation and execution of the industry's first "co-op" vertical ad network
Led sales forecasting, market trend evaluation and segment strategies.
Negotiated prices, terms of sales and service agreements.
2007 to 11/2007
Sales Director Western Region and Vice PresidentSPECIFIC MEDIA And ENCIRCLE MEDIA – City, STATE,
Joined Specific Media along with a colleague to build their performance advertising business, as well as to learn display advertising.
After a few months, followed colleague to his start-up, EnCircle Media.
At EnCircle achieved monthly positive cash flow and personal gross revenues >$200,000.
Uncovered and qualified prospects and sales opportunities in targeted markets using external resources.
05/2005 to 11/2006
Vice PresidentVINYL INTERACTIVE – City, STATE,
Led business development in start-up online lead generation company that grew first full year business to ~$10,000,000 gross revenue.
Managed a portfolio of six accounts totaling $4,000,000 in sales.
Created new revenue stream by cultivating successful partnerships with Lexington Law and other Credit Repair lead buyers, worth more than $1,000,000 in the first year.
Uncovered and qualified prospects and sales opportunities in targeted markets.
02/2004 to 04/2005
General ManagerEXPEDIA CORPORATE TRAVEL – City, STATE,
Joined Expedia Corporate Travel in March 2004 after IAC/Expedia acquired Hotwire in late 2003.
Signed major Hotel chains and oversaw a 3x increase in Hotel rates/availability participation in the program.
Negotiated preferred partner agreements with Northwest Airlines and United Airlines, as well as multiple international carriers.
Developed and implemented value-added strategies for Hotel rates and inventory to increase profitability.
Recruited and hired sales team of two employees.
05/2000 to 02/2004
Director, Partner SalesHOTWIRE.COM – City, STATE,
Closed fifteen international airlines, surpassing Priceline.com total airline participants at the time.
Developed and led the Hotel Market Expansion project, which added >500 new markets in two years.
Recruited and hired sales team of eight Market Managers and Inside Sales Managers.
Negotiated prices, terms of sales and service agreements.
Education
Expected in
Bachelor of Science: Business Management Shorter College - Atlanta, Georgia GPA:
Affiliations
Executive Adviser to nonprofit Trinity
Human Rights Group www.trinityhumanrightsgroup.com | Current
Commissioner, Tuolumne County
Commission on Aging | 2010 – 2012
Member: Global Business Travel Association,
Forum for Expatriate Management, Worldwide ERC
Certifications
California
Residential Care Facility for the Elderly Administrator (RCFE) #6005292740 | 2011 - Present
California
Certified Nursing Assistant #00838275 | 2012 – 2014
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Job Titles Held:
Vice President Business Development
Vice President Media & Supplier Marketing Solutions
