PROFESSIONAL SUMMARY
Additional Information on Listed Strengths
designing and building organizations
Primedia Workplace Learning - built sales organizations, operations departments and support services, including:
Workplace Training Network sales department
Fulfillment Operations Center
Team-based sales organization for Industrial Services Group
Customer Retention Team for all customers in $70M company
Order Entry Department
Lead Generation and New Market Development Group
Ninth House Network, Inc. - key role in building two new departments:
customer relationship management team
telesales organization
Mustang Memory - assisted in creation of new company, including:
business plan
pro forma
web site
e-commerce capability
Delta Lodge, Inc. - key role in creation of new not-for-profit corporation, including:
articles of incorporation
constitution and by laws
trademarks on intellectual property
creation of key offices and committees
Homemade Gourmet, Inc. - redesigned operations departments, including:
production scheduling
order entry
shipping
customer service
managing startups
Primedia Workplace Learning - manager and director-level positions for startup distance learning company:
started and managed the fulfillment operations center, from inception to a volume of 40,000 units per month
managed startup of 24/7 satellite broadcast television network to volume of $1M in subscription revenue
managed companies first e-commerce venture
also see Designing and Building Organizations, above
Ninth House, Network - director-level position with startup e-learning company including infrastructure development:
customer relationship management software functionality
order entry processes
sales reporting systems
revenue forecasting system
performance-based compensation plans
job descriptions and performance goals
team structures
Homemade Gourmet, Inc. - developed operations for startup production company, including:
production scheduling system
inventory allocation system
pick list and shipping prioritization system
customer service policies and procedures
Delta Lodge, Inc. - startup, not-for-profit volunteer corporation
helped found the organization
helped incorporate the organization
served as chief executive for 10 years
managing turnarounds
Government Services Television Network - managed the turnaround of this product line for Primedia Workplace Learning by:
developing a new business model
creating a business proposal for the product lines public partner organizations
implementing the changes
managing the sales force and equipping them to capitalize on the the new model
creating new sales literature
launching new marketing campaigns including print ads and direct mail
Professional Security Television Network - managed the turnaround of this product line for Primedia Workplace Learning by:
developing a new subscription model
creating the infrastructure to support the new model
creating new sales literature
promoting the offering through new marketing campaigns
managing the sales force and equipping them to capitalize on the offering
implementing leading edge initiatives
This phrase was offered by my career councilor, and appropriately captures the pattern in all accomplishments listed on this site: conceiving innovative new ways to put the company or department on the leading edge, and taking the initiative to implement them. Each of these projects is designed to enhance the organization's efficiency, productivity and profit.
sales / consultative sales
Primedia Workplace Learning - worked in consultative sales and sales management for 8 out of 10 years with the company. All products and services sold Business to Business to large and mid-sized organization. Spent 2 years in direct selling, and made face-to-face sales presentations to Fortune 500 companies VP-level decision-makers. Drafted proposals for all customized or big ticket sales. Sales cycles typically were 3 -5 months. Minimum sales price varied from $1,500 to $10,000 and ranged upward of $500,000.
Ninth House Network - consultative sales management for Business-to-Business sales to VP-level and HR Director. Product priced per user at $249 each, with largest customers spending roughly $600,000 annually.
Criterion Productions - sold sponsorships for the nation's largest producer of independent cable television programming from 1989 to 1991.
organizational development
Managed reorganization of 150 person sales department - developed new organizational structure, job titles and responsibilities, performance standards and metrics, compensation plans, training program and career path.
Managed reorganization of two sales forces and three product lines into a unified sales division following acquisition of a competitor. New division comprised of 40 sales personnel and hundreds of products.
Managed organizational development initiatives for 30 person sales department at Ninth House, including sales compensation plans, job descriptions, territory alignment, vertical market specialization, performance standards and metrics, sales training, and creation of a training manual.
integrating people, systems and technology
Web Development (Internet and Intranet) - Ninth House Network, Primedia Workplace Learning
E-commerce design and implementation - Mustang Memory, Primedia Workplace Learning and Delta Lodge
Created and implemented order entry processes for Primedia Workplace Learning, Homemade Gourmet and Ninth House
Customer Relationship Management software design, configuration, implementation and / or training - Primedia Workplace Learning (a custom-designed front-ends for SAP and for proprietary software on AS/400), and Ninth House Network (Sales Logix)
Designed dozens of VBA Macro-enriched Excel and Access Workbooks for use by basic-level users
Experience includes leading all marketing efforts for over a dozen product lines serving nine different markets for Primedia Workplace Learning, in addition to managing all marketing campaigns for Ninth House and Delta Lodge. These experiences include:
Print Ads
Direct Mail
Survey-based Marketing (by phone, direct mail and e-mail with gift incentives)
Trade Shows / Exhibits
Cold Calling and Lead Generation
List Acquisition
Database Marketing
Marketing Video Production
Sales Literature
Blast-Fax Marketing
Web-Enhanced Marketing (integration of web support into print ads, direct mail and blast-fax marketing)
Marketing Web Site Design and Copy Writing
Channel Partner Marketing
Press Releases
Proofing and Editing
customer relationship management
Heavily involved in CRM software design, configuration and training for Primedia Workplace Learning on two different proprietary systems in addition to Symantec's Act! software.
Directed the administration and configuration of Sales Logix CRM software for Ninth House, Inc.
Revived use of Sales Logix and broadened its use to include order entry, queries and reporting, opportunity-level selling, contract details, account assignment protocols, CRM-based emails, copies of scanned contracts, and sales rep to account manager transitions.
Completed 16 hours of training in Sales Logix.
One year of direct account management for Government Services Television Network.
Seven years of managing and directing account management teams for Primedia Workplace Learning.
Created customer implementation and retention strategies for Primedia, including:
proactive account management strategies
training for account management personnel
implementation manuals
implementation videos
compensation plans for account management, implementation and retention personnel
report design and performance measurement systems for account managers
Created a centralized customer implementation and retention department of 15 personnel previously managed by 8 different managers at Primedia Workplace Learning as part of a complete sales force reorganization.
Oversaw the creation of a customer implementation and retention team for Ninth House.
production and distribution
Created a Fulfillment Operations Center which included video duplication, labeling and packaging, video training kit assembly, and world-wide shipping center. Managed the department as it grew to a volume of 40,000 video-based training kits per month.
Managed an extensive reengineered of the production and distribution operations for Homemade Gourmet, Inc.
Sold training in best practices in production and plant operations for manufacturing and processing plants for a year and a half. Conducted basic-level training in top practices to prepare sales force for making sales presentations. Partnered with Industry Week magazine, and attended Industry Week's Best Practices National Conference. Gained a working knowledge of production basics.
Created a new market development and lead generation team for Primedia Workplace Learning:
Hired and supervised market development staff of six
Conducted initial and ongoing training
Scripted all call campaigns (reps could then customize as approved and improvise as necessary)
Worked with product managers to identify new market development initiatives
Tracked all responses by category
Captured all pre-qualified leads and reported success rates and resulting sales volumes
Worked with Simply Direct to create survey-based market development and lead generation. Generated 600 pre-qualified leads, each with answers to ten qualification questions including buying authority, interest, timing of next purchase, top issues to consider in their next purchase, and more.
Recruited by CSRG to manage a new market analysis and development initiative.
Workplace Training Network - product launch and product management
Professional Security Television Network
Government Service Television Network
sales compensation plans
Wrote performance-based compensation plans for 150 sales personnel including:
outside sales
telesales
account managers
lead generation specialists
channel partner coordinators
individual and team performers
sales managers
Plan elements included:
salary levels based on position, tenure, and sales goal achievement history
tiered monthly commission
commission amplifiers based upon specific activity-based performance metrics
quarterly and annual bonuses
percent of year-to-date sales achieved versus the year-to-date quota
performance reviews
specific career path opportunities
business analysis
Homemade Gourmet, Inc. - operational analysis
Ninth House Network - designed and conducted all sales analysis, customer buying habit analysis, and retention analysis for the company. Created analytical tools and trained Finance Managers and CRM Administrators on their use.
Primedia Workplace Learning - Designed and executed "Network Maturity Calculations", "Product Lifecycle Projections", and other business analysis tools and report design.
Mustang Memory - creation of new business loan proposal and pro forma.
Trained in Focus and Crystal Reports - bolt-on, dynamic report creation software.
process engineering
Primedia Workplace Learning, Homemade Gourmet, Inc, and Ninth House Network, Inc.
sales processes
e-commerce processes
order entry processes
order fulfillment processes
production scheduling processes
product implementation, proactive customer service, and retention processes
marketing lead tracking processes
many others
training / instructional design
Experienced and skilled in the utilization of live instruction, printed manuals, PowerPoint, Web-Conferencing / Net-Meetings, Tele-Conference Calls, Internets and Intranets, sales training conferences, best practices discussion groups, training games, role play, and one-on-one training techniques to train in a sales or operations environment.
performance enhancement tools
Refers to increasing accuracy, speed and effectiveness of time-consuming of precision-oriented tasks through the use of tools created through customer relationship management software, MS Office Professional software, and / or web sites. Examples include the production scheduling tool created for Homemade Gourmet, Inc., performance metrics and benchmarking reports for Primedia Workplace Learning and Ninth House Network, use of VBA Macros, and other innovative solutions.
web architecture and e-commerce design
See online Web Portfolio
channel partner relationships
Coordinated and/or directed channel partner relationships for Primedia Workplace Learning and Ninth House, Inc. Channel partners included General Physics Corporation, Ken Blanchard Corporation, The Hughes Group, and Traveller's Insurance.
vendor relationship management
Managed a number of vendor relationships including vendors responsible for:
support service outsourcing
marketing
advertising
public relations
packaging
document duplication
web development