Goal-driven, revenue-generating Director of Sales and Marketing with over 20 years of building and leading local, regional and national sales and marketing teams that breed success with intuitiveness and a pro-active, cohesive approach to create demand and increase revenue, brand identity and consumer engagement.
An influential, "game-changer" with an innovative and successful "hands-on" approach to all phases of sales development cycles, from prospecting to detailed presentations and negotiations to closing and follow up activities.
Relied upon to create high- impact, engaging, "out of the box", revenue producing sales strategies, digital, social, emerging technologies and traditional strategic marketing campaigns and business development programs.
Sales & Marketing Team Management,
Development, Leadership, & Training
Emerging, Digital, Social &
Traditional B2B and B2C Marketing & Sales Strategies
Business Development & CRM
Platform to Purchase Sales
Lead Generation & Key Account
Budgeting, Planning & Forecasting
Content Monetization & Promotions
Media Buying and Planning
Strategic Alliance Development
New Territory Development
Trade Show & Live Event Management
02/2015 to Current
VICE PRESIDENT OF SALES & MARKETINGPOWERADVOCATES MARKETING GROUP － ST. LOUIS, MO
Senior level executive responsible for local, regional and national planning and implementing sales, marketing and business development programs, both short and long range, targeted toward existing and new markets by performing the following duties personally or through subordinates.
Originate and implement strategic marketing plans and sales plans and forecasts to achieve corporate objectives for products and services.
Develop and manage sales/marketing operating budgets and forecasts.
Plan and oversee advertising and promotion activities including print, online, electronic media, and direct mail.
Recommend product positioning, packaging, and pricing strategy to produce the highest possible long-term market share.
Achieve satisfactory profit/loss ratio and market share in relation to preset standards and industry and economic trends.
Monitor competitor products, sales and marketing activities.
Establish and maintain relationships with industry influencers and key strategic partners.
Direct market channel development activity and coordinates sales distribution by establishing sales territories, quotas, and goals.
Represent company at trade association meetings to promote product.
Meet with key clients, assisting sales representative with maintaining relationships and negotiating and closing deals.
Prepare periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion.
Created 6 new revenue streams by adding new services and product offerings.
Developed and launched company's re-branding efforts.
Generated 20% over goal of new revenue within the first 30 days
Brought 2 new product lines to market.
Established Strategic Alliance partners to drive revenue.
Implemented sales and marketing reporting protocols.
Put in place a prospecting and sales generating platform.
Activated a company-wide community and charitable giving program.
02/2013 to 11/2015
REGIONAL DIRECTOR OF SALESSCREENVISION DIRECT CINEMA MEDIA － NEW YORK, NY
Responsible for $3M+ market revenue generation, market growth, expansion and team development within the seven-state, Southwest Division, consisting of 18 Account Executives, direct reports, focused on selling onscreen, cinema digital advertising and branding products for local, regional and national accounts.
Develop, implement and manage targeted, revenue generating branding, promotion, sales and marketing strategies, plans, initiatives and forecasts to achieve corporate revenue projections and sales quota expectations.
Consistently exudes and maintains a motivating, creative, positive, goal oriented, selling atmosphere with a "hands-on" management style focused on training, development, mentoring and coaching.
Created pipeline and sales funnel growth and planning with targeted prospecting and lead generation strategies.
Recommend product positioning, packaging, and pricing strategy to produce the highest possible long-term market share and revenue growth.
Establish and maintain relationships with local, regional and national brands, decisions makers and business influencers to initiate new business development and obtain revenue projections.
Responsible for successful creation, implementation and use of lead generation protocols, CRM and Sales Force directives and sales collateral tools.
Cooperatively work with Account Executives to negotiate and close large local, regional and national deals.
Report to Executive Vice President and Director of Sales with periodic sales, marketing and strategy reports showing sales volume, YTD and quarterly sales figures and forecasts, team performance and development overview, competitor and price analysis and areas of proposed market and sales expansion.
Lead new market launches, grand openings and sales drives.
Analyze and control expenditures of division to conform to budgetary requirements.
Consistently review and analyze sales performances to determine effectiveness.
Surpassed goal and quota every quarter, 2013 to 2015.
Secured over $1M in new sales revenue, each year.
80% of direct reports hit goal and plan.
Increased client renewal rates by 11%.
Reduced spending by 6%.
Reduced direct report turnover by 92% by introducing a "Team Factor" program.
Created and implemented a "New Opening Sales Drive" program now being used by all regions nationwide.
02/2011 to 10/2012
DIRECTOR OF SALES AND MARKETINGGALLOP JOHNSON, NEUMAN － ST. LOUIS, MO
Dedicated to business development, branding and client retention goals on a local, regional and national level by utilizing and leading a marketing team of 10 direct reports.
Solely responsible for developing and implementing and teaching strategic marketing and sales strategies to 60 attorneys and executive team members.
Imagined, created and successfully implemented the corporate marketing and branding program," A Year of Making a Difference", which was so successful and innovative, St. Louis Mayor, Francis Slay, bestowed a "Proclamation of Excellence" and declared the year 2012, in St. Louis, to its recognition.
Served on the Business Development Committee and co-chaired the Marketing Committee.
Responsible for strategic planning, buying and execution of a six-figure marketing budget using print, digital, outdoor, TV, social, and emerging technology, Opened up new business and client selling opportunities by introducing sales and marketing training programs.
Significantly expanded the firm's service offerings with existing clients by instituting a cross-selling and client retention initiative.
Improved partners closing percentage by creating competitive intelligence protocols for prospect meetings, client events and client retention strategies.
Developed, created and launched new website, LinkedIn program and social media plan.
Initiated the first-ever sales and marketing E-Newsletter and Client Alert program.
Developed the first-ever sponsorship and advertising sales program for events, websites, publications and strategic collateral.
Most successful Sales and Marketing Director in Firm's history.
Generated 18 new client portfolios in just six months.
Opened 5 new incremental revenue streams.
02/2005 to 11/2011
MARKETING AND SALES STRATEGY CONSULTANT2212 MARKETING GROUP － ST. LOUIS, MO
Sales and Marketing consultant brought in by top companies and organizations to dynamically create and implement innovative, traditional and digital marketing, promotional, branding and sales programs while focusing on training, motivating, coaching and leading sales and marketing teams.
Managed, trained, directed and motivated 20 direct reports of a "street-team" sales force, outside sales team and regional sales reps in the fulfillment of business development and sales objectives.
Orchestrated targeted branding, advertising and marketing campaigns with media buying, creative development, social, digital and traditional marketing and advertising campaigns.
Improved all phases of sales cycle which resulted in increased revenue and team sales.
Responsible for conducting customer loyalty programs, client incentive campaigns, market research, competitive intelligence, pricing and new product launches, offsite events, trade shows and convention planning.
Strategic Alliance development and management.
Implemented client contact and sales prospecting system.
Secured partnership with the National Football League Player Association, PGA and other local, regional and national organizations.
First consultant to ever institute a program to sell advertising and sponsorships to local, regional and national companies to offset client's marketing expenditures.
Generated a combined $800K+ in client team revenue within the first year.
Surpassed revenue goals by 28% by implementing intuitive sales strategies with local, regional and national organizations, corporations and private entities.
02/2004 to 12/2005
SALES AND MARKETING MANAGERKV PHARMACEUTICALS － ST. LOUIS, MO
Successfully created, implemented and managed the sales, promotions, branding and marketing campaigns and initiatives for 18 generic pharmaceutical products while leading and coaching a team of 6 Product Managers.
Responsible for helping sales team to work in collaboration with healthcare professionals to optimize patient care, thus in turn, drive sales.
Optimized resources, including promotional budget and team resources to maximize revenue and profitability.
Leveraged market research to measure brand equity, positioning, and purchase intentions, and act upon identified drivers of brand adoption or rejection.
Contributed to lifecycle plan, asset plan, pricing and access planning, core positioning, labeling and development of core tactics.
Lead development of field training materials and disseminate relevant brand information to the field.
Developed and deliver presentations for senior management, as well as other internal and external audiences.
Coordinated and align work across cross-functional teams (Medical, Clinical, Regulatory, Market Analytics, Outcomes Research and Legal) and marketing colleagues, agencies, and other stakeholders to implement tactics.
Directed and managed multiple, concurrent work-streams composed of numerous external resources including advertising agency, PR agency, account management, email, call center, database marketing support, consulting, promotions and technical vendors.
Led development of DTC campaign and relationship marketing strategy including execution, measurement and fulfillment operations.
Defined and implemented cross channel CRM initiatives to drive retention and purchase intent including Email, Website, Print, and Direct Mail, Trade Show and Convention initiatives.
Surpassed sales goal by 5% within 60 days.
Increased brand awareness by 3% within 90 days.
Created and implemented the first incentive based buying program, approved within the new mandated pharmaceutical marketing guidelines, aimed at over 25,000 independent and retail pharmacists nationwide.
01/1997 to 09/2000
DIRECTOR OF SALESADAM'S MARK HOTEL － ST. LOUIS, MISSOURI
Developed, implemented and managed innovative branding, promotional, marketing and sales programs that generated revenue for Group and Transient business, Weekend Travel, Nightclub, Catering, Banquet and Food and Beverage outlets while leading, coaching and motivating a team of local, regional and national sales and catering managers.
Accountability for branding, advertising and marketing budget planning, allocation and media buying.
Managed, trained, directed and motivated cross-departmental teams.
Creation of monthly promotions with intent and delivery to market.
Development of cross-marketing, customer loyalty and CRM incentive programs.
Copy writing and creative for all advertising materials including print, radio, television and outdoor.
Strategic Alliance Development.
Managed and facilitated all trade show events, promotions, special onsite and offsite events and promotions.
Contract and Sponsorship writing.
Selected Accomplishments: Delivered the most profitable branding and marketing event in Adam's Mark history.
Created 4 new "Room Packages" which accounted for a 62% revenue growth in room sales.
Formed alliances with major local, regional and national sports teams and businesses.
Promoted to a regional level to assist 6 other properties in developing their hotels.
Saved the property over $600,000 by providing in-house services, which were once contracted to outside vendors.
Re established AJ's Nightclub as a premier, local club.
Reduced Food and Beverage costs during special marketing events by 70%.
Bachelors Degree: MarketingUNIVERSITY OF MARYLANDMarketing
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