Shopper Marketing, organizational restructuring, business development
Senior Executive with extensive marketing, sales, and retail management experience. Recognized as an innovative change agent, with leadership skills that inspire organizations to embrace new ideas, strategic disciplines and teamwork. Demonstrated ability to recruit, retain and motivate top talent. Created and built two companies that integrated consumers, brands and distribution channels. Track record of consistently growing businesses exceeding sales and profit goals by over 15% per year. Managed P&L for three divisions and four offices of a Fortune 1000 company. Have M&A and joint venture experience.
Jan 2008 - Present
Responsible for marketing, positioning, programming, planning, and innovation for a $650MM division of Rock Tenn. Responsibilities includes: company positioning, industry communication, development of client business-building strategies, industry presentation development, and new pitch presentations.
·Created presentation and pitch to Dial, Mars, Bacardi, Coke and Gallo. Resulted in new business assignments from all companies representing over $12M in new display and Shopper Marketing business.
·Identified and closed strategic partnerships with three companies forming the “Salus Partnership.” This established the first industry end-to-end in-store promotion, targeting, and merchandising offering.
·Created ShopperGauge, a revolutionary shopper insights system, and sold programming to PepsiCo, Procter & Gamble and Family Dollar. Generated $2MM in revenue in the first year.
·Developed new “More In Store Less Out Of Pocket” tag line and positioning, communicating results orientation and providing a unique point of difference vs. competition.
·Created 2,500 people database, and initiated the company’s first outbound marketing campaign.
·Wrote white paper on execution mandatories for Shopper Marketing, published in The Hub magazine.
·Directed new web site and company marketing and collateral material
Jun 2006 - Dec 2008
Media Cart Holdings
Responsible for development and implementation of marketing and sales plans for this start-up company, delivering advertising, shopper insights and data mining in-store through RFID enabled shopping carts. Responsibilities included: developing positioning, advertiser and retailer selling strategies, corporate identity package, initiating relationships with retailers, and establishing online marketing management systems.
·Closed 35 brand assignments in first eight months from leading packaged goods manufacturers including Procter & Gamble, Kraft, General Mills, PepsiCo, and Dannon.
·Presented concept to major national retailers such as ShopRite, Kroger, and Wegman’s.
·Generated high value PR including articles in Advertising Age, Supermarket News and CNBC.
·Closed pilot test program at Wakefern Food Corporation (ShopRite).
Jan 1994 - Aug 2005
J. Brown Agency
Responsible for establishing positioning, strategic vision, and business strategies. Reviewed competitive offerings and defined a differentiating strategy. Interfaced with Fortune 500 client management to understand critical issues and develop solutions designed to deliver increased brand equity and next-day business. Identified business systems and processes to assure delivery of innovative programming. Managed P&L for three divisions and four offices.
Integrated two companies and defined a unique segment offering. Identified differentiating unifying positioning, strategic vision, and business strategies. Created strong corporate culture, assuring management support and retention. Solicited new business to drive revenue. Identified optimal staffing structure to assure programming delivery. Interfaced with Fortune 500 client management to understand critical market issues and translated understanding into innovative product programming. Identified and sold global business opportunities to P&G and Kraft. Coordinated and trained senior staff, as well as managed P&L for three divisions and four offices.
·Grew organization from 75 to 240 employees, while maintaining corporate culture and 100% senior management retention.
·Provided consultation for innovative organizational development, integrating marketing, trade promotion, and sales for P&G, Kraft, Campbell, and Tropicana.
·Exceeded yearly gross income and profit goals. Profit margins consistently 50% higher than industry norms.
·Developed all new business solicitation presentations and RFP responses. Won over 75% of new business pitches. Grew the business from $6MM to $30MM in six years with focus on Fortune 100 clients.
·Identified the increasing power of distribution channels and created a new marketing discipline, co-marketing – integrating consumer, brand and retail insights into programming that drives brand equity and next day business.
·Implemented an internal IT organization to build proprietary information systems and execution processes to deliver complex programming elements. Leveraged IT organization with outside clients resulting in over $3MM in income.
·Served as key senior client contact on all businesses. Achieved a client retention rate of 85%, working closely with corporate marketing, sales, and retail management.