The Family Business InstituteVice President of Marketing and Sales
Sep. 2006 - Mar. 2008Raleigh, NCAs Vice President of Marketing and Sales for the Family Business Institute, I developed and executed marketing and sales strategies in support of the strategic plan, consistently achieving and exceeding revenue goals. I elevated the brand as a formidable competitor in a niche, national market among family and closely-held business consultants. As such, I provided strategic direction for the development and execution of revenue strategies with quantifiable sales and marketing initiatives that increased lifetime customer value. RESULTS >> Successfully positioned the company as a visionary leader which fostered increased corporate and media interest and potential in its emerging markets; and through a very impactful re- branding strategy, the company accrued significant, recurring revenue and consistently met or exceeded yearly revenue targets. >> Assessed, acquired, and implemented Sales and Marketing Automation and CRM tool; reducing marketing costs by 20% and increasing prospect pool by 50%. This allowed for results, revenue, and investment accountability for sales and marketing, which uncovered bottlenecks in both processes and created an opportunity for improvements that led to reduced costs and increased revenue. >> Championed redevelopment of Executive Roundtable service offering and created successful go to market strategy, to include identification of target market, development of customized offering, managing and executing the pricing/terms of the offer, distribution, fulfillment, and the integrated marketing communications plan. This allowed the company to secure a lucrative contract with a renowned national association at product launch, worth a minimum of $1M in recurring yearly revenue and no foreseeable cap on market opportunity for similar contracts and revenue generation.