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Network Power<100 people
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Sales & BizDev
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United States
Work Background
Blackmon ConsultingOwner & Principal
Sep. 2021Colorado, United StatesI created Blackmon Consulting (BC) to bring real-world sales & marketing expertise to B2B companies around the world. We help private equity-backed (PE) companies globally across a variety of industries overcome growth obstacles and deliver value.
With over 20 years of corporate global marketing & sales leadership experience myself, I partner with my network of experts to provide the highest-level of strategy and execution support in digital transformation, growth acceleration, and operational efficiency.
Recent client engagements include:
• Sales Development Rep (SDR) program design, sales process development, and training for $150M fire alarm and security system solutions company. Focus included development of sales process (SDR & Field Sales), reporting & dashboard development, pipeline management process, sales manager training & support.
• Creation and launch of SDR pilot for $100M global live video streaming company, including global rollout plan and marketing integration.
• Salesforce.com adoption and pipeline management initiative at $350M insurance company. Focus includes creation of adoption strategy, pipeline management process for Sales, training of 400+ sales team, and coaching for sales leadership.
• ABM/ABX evaluation and strategy creation at $50M financial information company, partnering with Marketing and Sales. Focus includes ICP creation, target account selection, and marketing strategy for Enterprise segment.
• Creation of GTM Strategy & Implementation Roadmap for $500M global supplier of components, including both marketing and sales platform selection, process creation, and governance.
HireVueVice President, Marketing & Digital Strategy
Mar. 2020 - Aug. 2021Denver Metropolitan AreaLeading the transformation to a growth marketing organization, including: demand generation and acceleration, content marketing, branding, creative, paid & earned media, digital marketing, and inside sales/ADM.
• Leading transformation to account-based marketing & sales pipeline with ABM strategies to drive accelerated growth. Increased pipeline creation by 20% YOY and 30% QOQ within 120 days of launch.
• Launched new website focused on demand generation, resulting in 40%+ increase in users.
• Transformed marketing team and processes to create measurable pipeline aligned with sales goals.
• Led rebranding effort to modernize brand and reflect position as market-leader. Comprehensive update including creative, messaging, and brand guidelines.
Arrow ElectronicsSenior Director, Global Sales Innovation
Apr. 2018 - Mar. 2020Greater Denver AreaLed the transformation of the sales culture and organization of 50+ global team members within the largest business unit (Global Components). Focused on customer acquisition and account management with teams residing in North America, Europe, and Asia Pacific.
• Accelerated growth and scaled sales revenue with new digital solutions that bring in $650MM annually.
• Expanded global sales team to better identify and grow new customer acquisition; resulted in the delivery of 20%-30% quarterly incremental sales and revenue growth.
• Developed and launched omnichannel strategy and methodology for new account management team (recruited from New York and Canada) that drove a digital sales shift within North America; transformed the sales approach to a scalable model and drove productivity to 3x increase (12% annual revenue growth)
• Implemented sales strategy to enable customers to leverage digital solutions for sales quoting and ordering; managing 13K customers across multiple channels online and offline.
• Developed change and behavioral management plan to ensure business leader alignment in sales adoption and customer acceptance, allowed for faster adoption across the board.
• Established end-to-end reporting process that tracks customer acquisition data and revenue globally; resulted in the increased use and visibility of the customer revenue client stream.
Arrow ElectronicsGlobal Sales & Marketing Director
Jan. 2017 - Apr. 2018Greater Denver AreaAs Global Marketing & Sales Director, created and launched Global Lead Management program for the Digital & Global Components businesses.
• Developed global marketing and sales strategy, framework, and methodology for the launch of a new global lead management program to drive new customer acquisition and retention.
• Built sales teams (30) in North America, Europe, and Asia Pacific to identify and grow new customers, delivered $300M in revenue in the first 12 months.
• Directed marketing teams for eCommerce business to drive customer acquisition, retention, and revenue for Arrow.com and Verical.com.
• Oversaw performance marketing team that supported global paid media for Arrow.com and Verical.com, spanning 7 international search engines and aggregators in 50 countries.
• Directed marketing automation team to develop lead scoring algorithm and expand marketing automation capabilities for customer retention and revenue growth; increased revenue by 50%.
• Launched new Global CRM Salesforce platform and processes in EMEA and APAC for inside/outside sales, and engineering teams. Managed training of global leadership and change management teams in each region.
• Executed change management plan to ensure the alignment and sales adoption for 15 global business leaders.
• Led digital customer service Salesforce team to create a stable and measurable customer service process.
• Consulted cross-functionally with other internal divisions across Arrow regarding best practices for creating Salesforce processes.
Arrow ElectronicsGlobal Marketing Director, Saas & Media
Jan. 2015 - Dec. 2016Greater Denver Area• Developed global branding and marketing strategy for each company division, built out teams, brand guidelines, and marketing plan, grew SiliconExpert from $30M to $60M within 2 years.
• Collaborated with Sales leadership to develop an end-to-end marketing and sales process to track marketing budget and sales revenue in Salesforce.com.
• Led marketing team and external agencies to deliver online and offline marketing strategies (SEM, SEO, email marketing, social media, print collateral, etc).
• Launched enhanced SiliconExpert.com website, to support demand generation and improved conversation rate goals; increased lead conversion rate by 30%+ within the first 6 months, while navigating budget fluctuations.
• Led the selection process and launch of a single email marketing platform; resulted in decreased support costs and a centralized marketing approach.
CochlearDirector, Digital Strategy
Jun. 2012 - Jan. 2015Greater Denver AreaDeveloped digital marketing team in North America to launch regional website and manage digital marketing strategy; digital media (SEM, Display), SEO, CRM, social media, and email marketing automation.
• Partnered with global teams to develop a digital marketing framework for consistent and localized strategy.
• Shaped the development of the lead generation system, website optimization, and marketing/sales tech implementation and adoption; increased lead generation by over 240% and decreased cost-per-lead by 69%.
• Increased website traffic by 60% through significant expansion to Cochlear.com/us and digital marketing strategy.
• Oversaw optimization of SEM and SEO; resulting in an 83% improvement in website traffic in 6 months.
• Expanded social media strategy from existing customers (recipients) to include prospective customers (candidates), resulted in additional platform implementation for candidate marketing initiatives.
• Drove successful implementation of Salesforce.com and Marketo to better manage potential customers from awareness through purchase.
• Directly managed digital marketing team and multiple external agencies.
Kimberly-ClarkE-Commerce Manager
Jul. 2010 - Jun. 2012Led and coordinated team members, internal stakeholders, and business partners to manage systems for electronic product catalogs, online sales and marketing initiatives, electronic purchasing, order fulfillment, and rebating for the Kimberly-Clark Professional (KCP) B2B sector
• Utilized Sample Ordering through a 3rd party application for Sales and Marketing to send sample products to distributors and end-use customers for trials.
• Developed and managed reporting tools that provided visibility of ordering patterns and opportunities for improvement; resulted in $1MM savings.
• Integrated reporting tools with EDI platform; resulted in the reduction of 4000 hours of manual labor.
• Created a Customer Portal using Extranet solution to focus on user experience and site utilization to maximize self-service model for our customers. Focused on driving customer registration and utilization of tools, resulting in a 50% improvement in 2011.
• Provided leadership knowledge and expertise for the implementation and management of EDI programs with distribution partners. Developed and managed the prioritization process and penetration strategy.
• Partnered with marketing stakeholders and technology team to implement and manage web marketing tools and tactics. Tracked and reported to better understand and improve the user experience: analyzed and managed web site usability, look and feel, content, site architecture, promotional efforts, search engine optimization, and traffic.
Kimberly-ClarkGlobal eMarketing Business Partner
Oct. 2008 - Jul. 2010• Liaised between Marketing, Business Support, and IT, translating business strategies to online solutions. Worked with stakeholders across multiple business units, regions, and departments to deliver Customer Portal extranet solutions.
Kimberly-ClarkSenior Analyst I-III
Aug. 2001 - Oct. 2008• Led progressive support and development of internet and intranet websites, including design, development, implementation, project management, and ongoing support.
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