Sales & Marketing Management Homebuilding
Creative Leadership Strategic Planning Organizational Development Brand Ambassador
Energetic team leader and committed teammate with 16+ years of marketing management experience. Enjoys up-tempo responsibilities and developing a staff oriented toward success. Consistent demonstration of creative solutions to challenges and opportunities. Analytical mind-set to evaluate strategic or day-to-day circumstances, involve internal/external resources as appropriate, and decisively pursue the best course to higher performance plateaus. Driven to achieve sales and revenue growth with fiscal responsibility.
Professional Experience
A Better Idea Agency, Cincinnati, Ohio 2008 - present
Draw upon experience in consulting and directing marketing activities and strategies with small and medium-sized businesses in region.
Chief Operating & Creative Officer
Working with client companies to develop clear brand identity and target market opportunity. Conception and creation of advertising messages and strategies. Production supervision and resource coordination in all media types, including web and social media. Internal and external staff training in sales and customer service.
Key Achievements:
Leading more than a dozen companies to improved business results through better analysis of operations and marketing strategies. Clients include homebuilders, auto sales, mechanical contractors, home services companies, medical organizations, personal services companies and restaurants.
The Fischer Group, Crestview Hills, Kentucky 1995 2008
Provided brand and sales leadership to $280 million homebuilding company with seven operating divisions that grew to top share of marketplace and superior customer satisfaction ratings.
Director of Marketing
Steward of company image and brand identity for multiple product lines and 50 neighborhood presentations throughout three-state region. Created and executed comprehensive annual sales and marketing plan (averaging $10 million) for all divisions. Directed 5 associates and a total staff of 13, who carried out diverse responsibilities for internal and external customers. Responsibilities included: corporate sales training, model home presentation, advertising media, collateral materials, website presence, database management, market research, promotions, internal contests, meeting presentations, charitable/community outreach, and design center services.
Key Achievements:
Team leader of more than a dozen associates responsible for the complete rebranding of the company through new collateralization and advertising campaign (all activities had a $1M plus budget). During the activity, the company went from a distant second in market share to a solid first and that position has carried through the 10 years time since.
To grow customer satisfaction and option sales revenue, led a team of suppliers in conceiving, designing, and constructing a state-of-art design and option sales center (17,000 square feet and $2M in value). The design center generated nearly $4 million in additional option sales in its first 18 months of operation.
Designed, coordinated, presented, and maintained a consistent commitment to sales training and motivation that improved an average sales force (40+ sales people in 7 divisions) into the marketplace leader that other homebuilders copied and recruited away low performers. This program included regular skills training, motivational speakers, weekly division meetings and monthly team meetings, mystery shopping and on-site presentation inspections.
Established a Dream Home charitable activity with St. Jude Childrens Research Hospital and a local TV station for promotion. In 5 campaigns, raised over $3 million for the hospital, generated more than 12,000 incremental visitors to communities and received more than 150 free commercial TV promotional spots annually as well as numerous news features.
Pioneered the use of grass-roots marketing activities by sales counselors at community level. This connected them to homeowners and local business in referral activities and promotional events. These small budget activities empowered the sales team to generate new traffic and sales on smaller overall expenses. Competitors have since attempted to implement.
Took actions in response to an unwarranted and high profile government investigation and accusation of using illegal immigrants (2006): Hired experienced PR firm for guidance, resulting in well structured response to press and issue distortion. Secured high profile local celebrity (Carson Palmer) as multi-year spokesperson to build morale within the company, related suppliers and outreach to owners and general public. Government abandoned case and company maintained market share leadership position.
Ryan Homes (NVR), McLean, Virginia 1985 1995
Supported sales growth and team motivation for one of the largest national homebuilders. Grew responsibilities from divisional level, to regional, and finally to company-wide.
Corporate Manager of Marketing Services, Maryland 1993 1995
Sales Representative, Maryland 1991 1993
Regional Marketing Services Manager, Florida 1989 1991
Production Supervisor/Cost Coordinator, North Carolina 1985 1989
Designed and distributed collateral materials to over 125 communities in 24 divisions. Coordinated company-wide contest trips. Managed public relations, legal compliance in advertising and community presentation standards. Supervised the construction of over 500 homes and sold $5 million of new homes.
Key Achievements:
To gain competitive advantages in the late 1980s,designed the first automated prospect management system in the company and implemented the subsequent use throughout the organization. This system eventually improved the follow-up and conversion of over 50,000 prospects annually.
Created lost prospect surveys to uncover issues and needs that resulted in generating numerous additional sales from problem resolution.
Conceived Team Florida internal motivational identity campaign which energized an underperforming region of the company. Improved operating results by $12 million over a 2 year period.
Computer Brokers of America, Pittsburgh, Pennsylvania 1982 - 1985
Helped establish a computer sales company with local businesses utilizing trailblazing concepts and complete services aimed at customer satisfaction.
Sales Representative/Trainer
Responsible for system sales, product evaluation, and supervision of customer support staff. Presented training seminars to customers and prospects.
Key Achievements:
Pioneered shared network and multi-user systems installations for company. Conducted installation and training activities to insure satisfaction and referral business.
Established several consultancies with accountants during a time when business computers were just being implemented for financial forecasts and tracking. Generated numerous installations that aided company growth.
Education and Additional Background
Bachelor of Arts, Psychology and Political Science (minor in marketing), Duquesne University, Pittsburgh, Pennsylvania
Post graduate Certification in Computer Programming, Institute of Computer Management, Pittsburgh, Pennsylvania.
IRM Candidate, Institute of Residential Marketing, Washington, D.C.
Professional Selling Skills & Customer Satisfaction Skills, Xerox Corporation, Gaithersburg, Maryland
Presidents Club, Sandler Sales Institute, Cincinnati, Ohio
Certified Coach and Referee, USA Hockey, Colorado Springs, Colorado
Community service through volunteerism in several youth sports capacities including president of local hockey association, president of several home owner associations, committee member for charities Kicks for Kids and St. Jude Childrens Research Hospital. Earned varsity letter in Mens Ice Hockey at Duquesne University.