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Director of Marketing & Communications: B2B & Professional Services

Fearless marketing and sales communications professional with 30 years experience in increasing revenue and creating brand loyalty in business-to-business markets. Highly transferable expertise in integrating marketing and communications strategy with business development and consultative selling plans across multiple industries. Significant accomplishments in elevating profitability, visibility and sales performance. Adept at managing $ multi-million budgets as well as being the only marketing resource. Highly effective in diverse organizations ranging from consulting engineering and business advisory firms to Fortune 50 logistics and IT companies.

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Core Competencies / Transferrable Skills:

Marketing Strategy KPIs Branding / Identity Competitive Analysis Segmentation Research International Marketing Lead Generation Copywriting Sales Collateral RFP / RFI Customization / Automation Electronic Marketing SEO & Google Campaigns Website Development MS Dynamic CRM 4.0 InDesign, PhotoShop PowerPoint

Operations Management: Team Building, Cross-Functional Collaboration, Work Process Mapping, Skill Training, Leadership Development, Mentoring, and Performance Evaluation

Research & Development: Strategic / Tactical Planning, Competitor Analysis, Marketing Strategies, Data Mining, Policy / Procedure Development, Problem Resolution, Project Planning, and Risk Management

Organizational: P&L Management, Financial Reporting, Budget Planning / Preparation, Expense Reductions, and Cost Control

Public / Business Relations: Seminars, Best Practice Workshops, Community Presentations, Contract Negotiations, Agency Management, Team Facilitation, and Member Management

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Career Focus Delivering a Veterans Perspective & Hands-On Experience in:

* Engineering the integration of branding, marketing, business development, sales communications, public relations, website and e-marketing projects with business goals in both domestic and international markets

* Directing implementation and measurement of programs to achieve planned objectives

* Training and mentoring of professionals

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Work Experience: 2007-present

Director, Marketing & Business Development: LAI Engineering (Infrastructure and transportation engineering firm) Atlanta, GA. Engineered the integration of branding, marketing, business development, sales communications, website and e-marketing projects in both domestic and international markets increased 2008 revenue $2 million over previous year. Cut marketing budget by $50,000 by bringing design work in-house, instituted design training and reduced staff by 25%. Designed, wrote and produced all internal and external sales communications. Reduced the cost of selling by initiating a CRM system. Created corporate vision and mission statement, marketing plans, brand positioning and identity redesign. Increased (est. $1.2 million) sales pipeline revenue potential during a declining economy. Increased revenue by launching two international start-up ventures attracting 30 new bid opportunities within the first 90 days.

2006-2007

Trade Show Marketing and Sales Consultant: Integrated Marketing Communications (Marketing Consulting Firm) Roswell, GA. Directed 80 trade show marketing and sales event programs for publishing clients such as Primedia Publications and Hemmings Motorsport. Performed one-on-one and group selling.

2004-2006

Director, Marketing Communications: The Hackett Group (Business performance benchmarking and advisory firm) Atlanta, GA. Increased Hackett Group revenues from $14 to $56 million in two years under an integrated marketing communications plan coordinating Public Relations, market segmentation, marketing communications and business development activities. Spearheaded electronic marketing plans, brand positioning, web content redesign and drive-to-site campaigns to support the business plan. Wrote and produced all sales communications without agency support.

1999-2004

Senior Marketing Consultant: Integrated Marketing Communications, Inc. (Marketing Consulting Firm) Roswell, GA. Serving clients such as IBM Integrated Technology Services business unit. Drove $900,000 in incremental revenue at IBM, achieved a 24% customer response rate via on-line news abstracts.

1985-1999

Director, Marketing & Sales Communications: United Parcel Service, Atlanta GA. Closed 38-point perception gap vs. UPSs leading competitor in technology competence. Developed product positioning, software packaging, sales collateral and a PR integration strategy for the UPS OnLine technology portfolio. Increased market share 18% in Europe for UPS. Initiated and produced integrated sales collateral and direct marketing campaigns in 30 countries in five languages.

Education, Awards & Recognition

B.A., Trinity College, Hartford CT

* 2008 ZweigWhite Hot Firm Award Winner: Our marketing team was ranked second in the nation among architecture and engineering firms with staff size under 100 according to ZweigWhite Research, increasing revenue 252% over measured period.