Archway Marketing Services

(August 2015 – January 2016)

Director of New Business Development – SaaS Enterprise Software

• Grew sales and profitability of Archway products by entering new geographic markets and increasing revenues in existing markets

• Created and successfully executed sales and marketing strategies for a client oriented software solution

• Developed and articulated a sales and marketing vision and rallied the sales force behind that vision

• Provided detailed and accurate sales forecasting

• Defined and established sales staff compensation and incentive programs that motivated the sales team to achieve their sales targets

• Developed tools to demonstrate quantifiable value propositions to clients based on their individual needs and situations. 

• Improvised and generated new marketing materials and collaterals, led marketing-related event planning and tactics

• Promoted the highest quality image of Archway Planogram 2.0 Software Solution with employees, customers, vendors and the community.

• Developed the sales training curriculum and materials that enable the growth team to achieve their potential and support company sales objectives

• Leveraged the use of company CRM system (Sugar) for customer service, process efficiency, sales growth, marketing platform and as a performance KPI dashboard.

CrossCap

(March 2014 – August 2015)

Sr. Account Manager

• Proven ability to develop detailed product / solution recommendations that were specific to client workflow and illustrated benefits associated with the recommendation

• Generated and presented financial and ROI models that were used to justify sales of new solutions and improvements on existing solutions

• Created and executed training needs to ensure successful product implementation within all client business units

• Managed and provided daily support regarding all product and service issues while meeting client support requirements

• Created strategic business plans that leveraged CrossCap solutions in relationship to client strategies

• Worked with product management to ensure product life cycle was executed accordingly and new solutions were based on client and market needs / trends

• Developed product information sheets, ROI models, demos, customer presentations and various other marketing tools

• Standardize Account Management Tools such as: account recaps, reporting, sharing best practices – client and functional area, timing / agendas, workflow, standardized information formats, budget analysis, etc

Imation (March 2011 – March 2014)

Category Captain / Channel Marketing Manager

• Prepared and presented annual category reviews to retailer merchants while addressing key insights associated with category, financial, brand, market, and consumer data

• Designed and managed reseller and consumer scorecards specific to data sets such as POS sales, market data, consumer data, economic indicators, and overall channel trends

• Proven track record of successfully gaining placement of new and existing products within retail, commercial, and ecommerce channels

• Increased sales and gross margin through development of new and innovative merchandising solutions for retail planograms, commercial catalogs and ecommerce sites

• Created annual promotional plans that targeted key holiday seasons, consumer purchasing trends, and positioned the retailer to gain market share from competitors

• Maximized category planograms to ensure products were properly positioned on shelf  - these recommendations were developed to increase overall sales and margin, aid in the consumer shopping experience, and meet or exceed previous year sales numbers

• Team leader that created excitement within team dynamics, effectively collaborates with all business units, drives for results, and meets both internal and external deadlines

Smead Manufacturing Company (June 1997 – March 2011)

Category Manager – January 2006 to March 2011

• Designed and communicated monthly, quarterly, and annual reporting analytics which were used in the development of corporate strategies and overall go to market strategies

• Continually collaborated with Channel Managers, National Account Managers, and resellers customers to ensure the correct promotional, merchandising and pricing initiatives were in place

• Designed key category management elements (product definitions, consumer roles, data segmentation, category strategies and tactics) for both internal and external customers

• Created and analyzed various data metrics, market projections, consumer research, and overall economic indicators related to the category, channels, and reseller partners

• Established a detailed comparison of competitors; outlining corporate SWOT’s, product attributes, reseller/channel distribution, and product pricing

• Worked closely with product managers to ensure product roadmaps were on track to deliver projected revenue and margin objectives

 

 

Channel Marketing Manager – April 2003 to January 2006

• Pioneered an “industry leading” process for reviewing reseller catalogs and ecommerce sites. Utilized fact-based decisions to drive recommendations within product portfolio offering, catalog/website design, merchandising, product positioning, promotions, advertising and overall product pricing. Reviewed the overall process to ensure workflow efficiency and streamlined the process from start to finish

• Established relationships with resellers while driving the execution of category management initiatives

• Developed the channel strategies and tactics for national account resellers

• Developed product trade-up strategies that transitioned consumer purchase patterns to high margin products from lower margin products (good, better, best strategies)

                                                                     

Product Manager – June 1997 to April 2003

• Successfully introduced new to market products and managed product lines in excess of $59 million in sales

• Introduced a new line of imported products that exceeded $4 million in less than 2 years

• Researched consumers to identify new product opportunities, propensity to purchase, and needed product features

• Responsibilities included P&L, strategic development, new product development, consumer research, brand building, merchandising, promotional development and pricing