Career Highlights
Full Account Manager
Current Position
Folgers/JM Smucker Account
Convergys, Erlanger, KY
Using Salesforce.com and other sales tracking software programs, support the distributors’ sales forces (such as SYSCO) in the purchase compliance and installation initiatives of Bunn and Curtis coffee equipment and JM Smucker’s coffee, cappuccino and tea brands.
Regional Client Marketing Manager 7 Years (1996-2002)
ADVO / Valassis, Cincinnati, OH
Marriage / Direct Mail Company with Annual Sales of about $1B.
Provided high level sales and client support including market and industry research, database analysis and competitive blunting initiatives. Developed partnering program with selected radio station in key markets to take dollars away from newspaper competition resulting in significant increases in response rates for clients.
- Responsible for achieving sales goals between $7 million and $22 million per year for multiple products in 5 state market area. Motivating / measuring revenue / calls on 100+ sales people was key.
- Created competitive newspaper “churn” analysis which was so compelling, sales managers and VP’s across the country asked I perform it for their markets. Analysis called brilliant.
- Develop market analysis using data buckets such as Consumer Expenditure Survey, demographics, etc., and rolled out to sales managers and their staff. Demystified what data means & how to use/not use it
- Responsible for managing 3 creative artists including reviews, PIP plans, coaching, training, etc.
- Directly responsible for attacking newspapers’ weaknesses: non/subscriber, TMC, churn, demographics, readership, and turning this into revenue for ADVO
- Develop strategies and tactics to increase revenues from new and existing business.
- Developed and presented to DMA Chapter formula to pull $ from newspapers using churn and penetration analysis
- Procured items for artists and various promotional needs via formal bid process or by committee.
Data and Analytics Sales Account Executive
Experian Marketing Solutions, Costa Mesa, California (home based in Cincinnati area)
Original data compiler of demographic, credit and lifestyle data
Sales AE with responsibilities to sell new business. No geographic territory. Below are sample of prospects I closed yet had gone unnoticed for decades. Again, very keen prospecting ability.
- Sold major grocery chain in Southern California resulting in initial $6 figure order of new revenues
- Acquired letter of intent from major media holding company based in NYC a consent to purchase $7 figures of various types of data…CEO of Rapp Collins was my initial contact and relationship.
- Very good at opening up new business which sat dormant for years.
- Develop strategic print and eSolutions for the clients via relationship selling.
Advertising Rep / Copywriter 8 Years (1975 to 1982)
Sears Roebuck & Co., Chicago, Illinois
Retail and Catalog company
Responsible for increasing catalog and direct mail sales for various product lines. Over 10 years my assignments included: sporting goods, hardware, paint, tools, automotive parts and accessories, womens fashions, toys, hunting, gardening supplies, shoes and more.
- Ability to provide clear upsell incentives to Sears Best Brand from Good and Better products by differentiating quality
- Often achieved higher sales Vs/LYper page by writing copy that involved the customer
- Reduced copy space and increased product size to increase sales (size sells)
- Ability to organize pages and write headlines, sub headlines and body copy leading to increased sales over previous years. Get the shopper to see the value and the “meat” as they say.
- Very high productive as measured by number of pages completed per assignment.
- Strong ability to organize and prioritize work based by pressing needs,
Advertising Sales
Harte Hanks, Costa Mesa, California
Saturation Shopper Advertising vehicle
Responsible for increasing sales of ROP, inserts and preprints from client base in defined geographic territory.
- Achieved Presidents Club status for selling ROP, preprints and inserts
- Promoted to S. California territory from N. California territory
- Street dog prospecting and cold calling
Advertising Sales
Cincinnati Enquirer / Gannett Cincinnati, Ohio
Newspaper
- Sold ROP, preprints and flyers, and special sections
- Defined geography
- Sold New Mover program called the “Welcome Home Box” allowing advertisers to target New Movers (first time homeowners) using the local utility company’s new connect list rather than the phone company’s new connect list…clients experienced response rates as high as 30%
Family-Focused Transitional Season 7 Years (2004-2011)
I have spent the last 7 years focused the bulk of my attention on raising my two girls as my wife was building two businesses. During that time I have also done a number of jobs to help make ends meet as well as to provide benefits for the family. These have included being a Full Time Ramp Agent at the Greater Cincinnati Airport, doing volunteer Construction and Consulting Work with a Pizza Company, Substitute Teaching, Delivering Pizza, Selling Siding, Windows & Doors for Sears, and a few other things to name a few.
With both my daughters both being teenagers now, (and Dad’s not that cool any more), as a family we have made the decision that the time is right to pursue full-time positions aligned with my proven skills and experiences.
Education
Calumet College of St. Joseph’s, Whiting, IN •
Bachelors of Science (B.S.), Management
Associates of Arts, Law Enforcement
San Jose State, San Jose, CA
Took two years of classes towards a Masters in Mass Communications, Advertising and Journalism
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