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Work Background
Mumford RestorationDirector of Marketing And Business Development
Nov. 2018Raleigh, NCAs an accomplished Director of Marketing & Business Development, I lead the strategic development and execution of comprehensive marketing initiatives and business development strategies. My role is focused on growing our B2C and B2B markets within the niche of antique, art, and historically significant artifact restoration, preservation, and repair. Currently overseeing operations in North Carolina, I am dedicated to expanding our influence across the United States and beyond. Revenue Growth: Successfully formulated and executed marketing and business development strategies resulting in consistent growth in revenue and profit. Global Expansion: Spearheaded initiatives that propelled our brand to international markets, cultivating relationships and business opportunities globally. Niche Expertise: Positioned Mumford Restoration as an industry leader; leveraging specialized knowledge & expertise in the restoration, preservation, and repair of antiques, art, and historically significant artifacts. Strategic Planning: Develop and implement forward-thinking marketing and business development strategies aligned with organizational objectives. Market Penetration: Identify and capitalize on opportunities for market expansion, ensuring a strong presence in both B2C and B2B sectors. Market Research: Conduct comprehensive market research to stay ahead of industry trends, anticipate customer needs, and maintain a competitive edge. Partnerships & Collaborations: Cultivate and nurture strategic partnerships with key stakeholders, fostering mutually beneficial relationships. Digital Marketing: Oversee the development and execution of digital marketing campaigns, ensuring optimal reach and engagement across diverse platforms. Performance Analytics: Implement data-driven decision-making processes, analyzing performance metrics, refining strategies & plans to achieve optimal results.
JBM & AssociatesSenior Marketing Strategist
Mar. 2008 - Nov. 2018Raleigh-Durham, North Carolina AreaI founded a marketing consulting company, in which I focused on consulting clients in optimizing market development through digital media and online presence. I advised CEOs in marketing and strategic development, consulted my clients in the research, development, implementation and management of digital marketing strategies; identifying marketing opportunities and uncovering any issues impeding optimal marketing functions and results, applying appropriate solutions as necessary. RESULTS >> Grew organic traffic to Global Grind (www.globalgrind.com), website, Russell Simmons’ online media company, from 900k visits per month to 2.5M visits in 45 days, with a visitor centric content marketing strategy, repositioning their organic marketing efforts and ensuring revenue driving ad products did not disrupt their critical search rankings. >> Developed customer-centric content strategy, which boosted SEO ranking from second page to top search results for their most profitable keyword phrases. >> Outlined SEO best practices for launch of Crispy Gamer, which came out of beta with 1MM unique visitors. >> Created initial SEO Strategy for Def Jam Rapstar, created by 4mm Games (founded by two founding members of Rockstar Games, of Grand Theft Auto Fame). Strategy covered both the launch of the brochureware website as well as online community. >> Created and implemented successful digital marketing strategies which increased qualified conversions and sales opportunities resulting in an increase in revenue across Google, Facebook, Instagram, & YouTube.
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.
DataDirect TechnologiesSenior Marketing Manager, Global Lead Generation
Jun. 2005 - Aug. 2006I was tasked with the responsibility of creating lead generation and demand creation strategies and processes where none existed. >> Developed and implemented quantifiable revenue marketing strategies and forward thinking plans, identified new target markets and revenue opportunities. >> Developed & managed strategic, worldwide lead generation programs targeting C-level technology executives & mid-level software architects, with a focus on relational marketing versus transactional marketing. >> Developed, implemented & managed the marketing communications strategy to support new relational marketing strategy; to include sales training, presentations, sales tools, competitive analysis & general sales support. >> Identified key performance metrics for success, quantifying results & tracking responses. >> Worked collaboratively with both the telesales & direct sales organizations to manage and optimize demand generation & customer acquisition programs. >> Developed & managed lead generation/ customer acquisition budget. >> Provided program updates, campaign results & key performance metrics to Executive leadership team—via oral & written presentations. >> DataDirect SME for Progress Software (DataDirect Parent Company) Marketing Automation project—which was spawned from the marketing automation project I initiated within DataDirect. Results >> Developed lead generation programs that increased organizational level at which the sales organization engaged, thus increasing the average deal size from $10k to $50k+. >> Identified dire need for marketing, sales and campaign automation & ability to retrieve comprehensive marketing & sales metrics, to facilitate optimized decision making. >> Evaluated & implemented marketing automation technology which now allows DataDirect to easily execute campaigns & facilitate the tracking of all marketing programs, spend & campaign responses—saving time & money.
Redwood SoftwareSenior Marketing Manager, North America
Jan. 2005 - Dec. 2006Morrisville, NCAs the Senior Marketing Manager for North America, it was my responsibility to develop and manage new lead generation strategies and increase market response rates within key customer segments. >> Developed, managed and implemented lead generation strategies and programs in the North American market; targeting B2B technology customers with Business Process Automation software and job scheduling technologies. >> Responsible for previous campaign and messaging assessment to optimize effectiveness of lead generation programs and marketing communications efforts. >> Developed key performance metrics and optimizing use of marketing automation tools to increase results. >> Worked alongside the VP of Sales in developing effective sales tools and optimizing effectiveness of marketing campaigns >> Regular reporting of lead generation and campaign results to Executive leadership team. >> Identified crucial factors, through customer and marketing research, attributing to customer retention problems and low campaign response. Results >> Re-definition of sales and marketing collateral messaging and direct marketing initiatives increased direct marketing response within the healthcare industry by 50%. >> Organized cross-functional team efforts to develop a Customer Advisory Council designed to address customer retention issues, increasing customer satisfaction by 35% and fostering customer retention within the healthcare customer segment.
TransoftDirector of Worldwide Marketing and Sales
Jan. 2003 - Dec. 2004Cary, NCAs Director of Worldwide Marketing and Sales, it was my responsibility to manage the marketing and sales divisions of the company. >> Re-defined worldwide marketing strategy, product marketing, sales methodology and processes to increase software sales by modifying brand identity, competitive strategy, and countering changes in the Currency Supply Chain Management marketplace. >> Developed marketing communications and website strategy; both development and implementation; to support strategic marketing plan. >> Created, managed and executed PR strategy, execution and press inquiries. >> Managed global sales organization, shifting mentality from giving away the product in hopes of gaining sales to quantifying the significant ROI and proof of concept of the product to potential customers. >> Managed product development process through go to market stage, gathering customer requirements using various data gathering techniques and developing marketing and sales strategies for new products. Results >> Achieved 100% of sales quota for sales organization. >> Initiated development of customer life cycle management process to foster customer retention as well as the up-sell and cross-sell of products. >> Management and direction of the global sales organization resulting in acquisition of significant world-class banking institutions such as Wachovia, Bank of Ireland, and Fifth Third Bank.
IBMSenior Manager, Worldwide Large Enterprise Web Marketing Strategy
Jan. 2000 - Dec. 2001RTP, NCIt was my responsibility to develop a sustainable strategy that would effectively counter the savvy efforts of IBM’s competitors in the Large Enterprise space. As such, I: >> Developed and managed web-marketing projects with in Large Enterprise segment, in an effort to support Universal Manageability Tools and Services and direct e-business solution. >> Increased awareness of IBM's competitive abilities, market share and revenue within the Large Enterprise Segment by creating and managing effective marketing communications strategy.
Developed worldwide cross-brand requirements process and cross-brand strategies to support web-based projects designed to increase footprint in the Large Enterprise Segment. >> Subject matter expert in division functional business assessments identifying marketing obstacles affecting revenue and developing strategies to thwart competitor advances.
Success Yes!Consultant/Sole Proprietor
Jan. 1999 - Dec. 2000Durham, NCAs a Business Consultant, I consulted executives and business owners in the development and implementation of marketing and sales best practices. Evaluated marketing and sales strategies of businesses to identify problem areas and advise senior level management as to most lucrative marketing direction, while managing the implementation of those strategies. •Implemented referral alliance strategy and customer relationship management models to foster long-term customer retention and loyalty. Clients experienced an average of 30% increase in their market share. •Performed website and internet marketing evaluation, development, implementation and training.
Mikich CompanyDirector of Sales and Marketing
Jan. 1999 - Dec. 2000Chapel Hill, NCAs Director of Sales and Marketing, it was my responsibility to develop sales and marketing strategies and manage their implementation, in the height of the internet business boom of the late 90’s. >> Developed marketing and sales strategy for physician recruiting website. >> Managed national sales team to recruit physicians and sell advertising banners on website. >> Responsible for website design, management and implementation. >> Responsible for major account management and closing large deals. >> Responsible for developing key performance metrics and reporting website and campaign results to executive level management. >> Developed marketing communications strategy to include creation of all email campaigns, online marketing activities, sales collateral, presentations, and brochures. Results >> Expanded target market from 300,000 to 2 million physicians, healthcare professionals and human resources professionals. >> Increased web traffic from under 1,000 to 500,000 and the number of site users increased 300%, under my leadership. >> Increased membership revenue 50% within the first 30 days of implementation, increased banner ad revenue by 30%, and repeat visits to site by 100%.
Sandler TrainingBusiness Consultant/Coach
Jan. 1998 - Dec. 1999Raleigh, NCIt was my responsibility to increase sales and footprint of Sandler in the local markets, as well as to train and coach Sandler clients in the sales and business management of the Sandler methodologies and strategies. Responsibilities >> Coached and trained individuals and teams in leading edge, non-traditional sales, management and customer service strategies, behaviors, and the development of strategic referral alliances in efforts to increase their sales revenues, pipelines and deal sizes. >> Developed new business for Sandler Sales Institute through use of company’s non-traditional sales methodologies. >> Conducted sales and psychological evaluations to identify sales talent and sales success potential in candidates. >> Developed customized sales plans for sales managers and teams. >> Developed strategic referral alliances using the Sandler methodology >> Received 150+ hours of marketing and business education. Results >> Clients achieved on average, a 25% increase in sales revenues by increasing their pipelines and deal sizes through the use and implementation of leading edge sales and management methodologies and strategies.
WRBZ AM 850 The BuzzAccount Executive
Jan. 1997 - Dec. 1998Raleigh, NCIt was my responsibility to sell radio advertising air time to local businesses. >> Responsible for new account development and acquisition, selling benefits of talk radio advertising to targeted business owners and executives. >> Acquired new advertising clients by implementing Sandler Sales non-traditional methodologies in traditional sales situations such as cold-calling conversations, consultative sales meetings, and effectively working my clients’ referral network using the Strategic Referral Alliance strategies acquired from Sandler Sales training. >> Effectively structured sales meetings that allowed clients to identify their most pressing issues or ‘pains’ and helped them quantify their pains in a way that positioned my product to be the solution to their problems—without being an overbearing, typical sales person. Results >> Achieved number two sales position in company within six months of employment, just behind the top sales person who had been with the company for eleven years. >> Met or exceeded sales quota every month of my employment. >> Was recruited by Sandler Sales Institute of North Carolina to sell training for them (where I received sales training) because of my unprecedented success in consultative sales.
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