Objective

Obtain a leadership role accountable for strategic marketing and revenue growth as a member of a successful executive management team with a consumer oriented company where I may leverage and enhance my General Management Marketer skills.

COMPETENCIES

Strategic Marketing + Business Development + Revenue Enhancement + Organizational Development + P&L Budgeting + Strategic & Conceptual Selling + Brand & Product Management + Consumer Insight Extraction + Interactive Marketing + Process Improvement + Sports, Entertainment and Corporate Alliances Asset Integration + Shopper Marketing + Advertising + Media Planning + Multi-Function Leadership

PROFESSIONAL DEVELOPMENT

Coca-Cola University, Executive Leadership Development + Executive Coaching – Leader of Leaders +

Leveraging the Power of People and Ideas: Diversity as Business + Coaching and Feedback for Performance + Strategic & Conceptual Selling + Financial Strategies for Non-Finance Managers + Anti-Bribery Compliance + U.S./Global Anti-Trust Policies + Environmental Stewardship + Intellectual Property and Competitive Intelligence + Preventing Workplace Violence + Drug-Free Workplace

AFFILIATIONS

  • Gerson Lehrman Group Advisory Councils (Consumer Goods, Beverages, Marketing Services Agencies) since 2008
  • Reuters Insights Consulting (Consumer Goods, Beverages, Marketing Services Agencies) since 2008
  • Coleman Research Group Consulting (Consumer Goods, Beverages, Marketing Services Agencies) since 2008
  • Promotion Marketing Association, Board of Directors (Executive Committee) since 2000
  • Point-of-Purchase Association International, Board of Directors since 2002
  • Atlanta Ballet, Board of Directors (Marketing Committee Chairman) since 2004
  • Sacred HeartChurch, Atlanta – Strategic Planning Committee and Parish Council since 2006

Summary

SENIOR MARKETING AND SALES EXECUTIVE

Dynamic executive with 23+ years success branding, integrating and positioning B2C and B2B products and services in highly competitive, multi-brand/multi-unit/multi-channel environments. Proven record of multi-function leadership enabling others to exceed objectives. Adeptly champions consumer insights and retailer value enabling strategies to create compelling communication vehicles which drive brand equity, revenue and organizational growth while deploying process improvements to realize efficiencies. A recognized industry thought leader sought to speak of how to drive convergence of offline and online retail enterprises. An articulate, lively presenter who mentors staff for performance excellence and personal enrichment.

Work History

Work History
Jan 2008 - Present

Principal

SPRINGDALE PARTNERS CONSULTING

Provide executive level consultation in Marketing Strategy, Business Development, Revenue Growth and Driving Convergence of On-line and Off-line Retail Enterprises to a portfolio of clients ranging from consulting, research and advisory councils, Fortune 1000 companies, non-profit organizations and marketing agency consortiums with specialized focus on Consumer Goods & Services, Restaurants, Retail and Marketing Services Industries.

Sep 2008 - Present

Senior Vice-President, Strategic Marketing and Business Development (Acting)

FIELDTURF TARKETT

Global leader in synthetic and manufactured sports playing surfaces. $350 Million North American division of Paris-based Tarkett Groupe, the $3Billion consortium 50% owned by KKR.

·Implemented Strategic Planning framework to drive sales revenues growth to $1Billion by 2012.

·Developed comprehensive and aligned strategic marketing plan and collaborated on corresponding sales training disciplines to facilitate Sports and Environmental Brand building.

·Introduced Stage-Gate new product and innovation discipline to relevantly enhance portfolio of products and services informed by competitive market and product analysis, consumer insights and product innovation capabilities of external suppliers.

·Identified strategic growth corridors beyond base sports business including residential, commercial, municipalities, military and aviation sub-segments to achieve 63% revenue growth by end 2009.

Mar 2002 - Jan 2008

Vice-President, Integrated Marketing

THE COCA-COLA COMPANY

Managed $600 Million P&L budget covering strategic planning, creative development, commercialization and post-analysis of multi-channel initiatives for 33 brands of the $8B U.S. division (CCNA). Established strategic direction, multi-year priorities and balanced score card performance management to measure strategic plan progress for a 5 team/37-associate Center of Excellence. Cultivated executive-level relationships with strategic partnerships, including: NASCAR, American Idol (19 Entertainment), Olympics (USOC), NCAA, Kraft, P&G, J&J, NBC/Universal, CBS, ESPN/ABC/The Walt Disney Company and top retailers, including: McDonald's,    Burger King, Subway, TGIFriday's, Wal-Mart, Target, Costco, Kroger, Exxon, and CVS to ensure success.

  • Leveraged consumer and shopper insights to inform product introduction and selling strategies, at-retail communications, and experiential events yielding 44% of CCNA’s retail sales volume and 33% of gross profit. Collaborated in securing and retaining top accounts with Subway, Blockbuster Video, Delta Airlines and others generating $400M operating income.

  • Guided consumer and shopper segmentation to influence commercialization, monetization, and expansion of My Coke Rewards e-CRM and interactive precision marketing platform into an “owned and operated” new media channel – established new CPG industry standards for interactive engagement (avg 8.5 minutes per visit) and acquisition (13M registered users in 1.5 years), yielding unprecedented 14-point purchase increase, $42 Million incremental operating income and $24 Million retail value to partners. Scaled $60M fulfillment supply chain in 9-months; 2nd largest in CCNA.
  • Integrated consumer and retailer strategies to create compelling activation, trial and awareness communications for new brands including Coca-Cola Zero, a $575M brand after first year; Dasani Sparkling ($100M); Enviga Green Tea ($207M); Full Throttle Energy ($117M); and Godiva ($67M). Championed retailer, shopper, consumer, channel, and asset integration strategies as member of New Product Pipeline and Marketing Asset Executive Steering Committees.
  • Established protocol for selection, segmentation, performance management, audit and compensation negotiation strategies for marketing services agencies - lowered marketing agency supplier base by 75%, saving $7M in 2005 and $10M in 2006 – adopted as best-in-class global protocol in 197 countries. Reengineered internal marketing function processes worth $4.5M in efficiencies in 2007.
  • Created global marketing training for non-marketing associates (FAST2). Served on Marketing Talent Development Committee from 2005 to 2006.
  • Received Interactive Marketing and Silver Horizon Awards in 2007 and 2008 for My Coke Rewards. Earned Design of the Times Award in 2006, PRO Awards in 2004 and 2005, and Wal-Mart Supplier of the Year in 2003 and 2005.
Nov 2000 - Mar 2003

Director, Retail Marketing and Sales Operations

The Coca-Cola Company

Led creative development, customer marketing and communications organization (3 teams of 22 employees). Innovated marketing tactics to boost volume growth and align channel, brand, consumer, account management and system strategies. Leveraged shared equity between consumer and retailer insights with brand building methodologies to meet system and customer needs.

·Created vision for and oversaw development of first B2B and trade communications campaign for CCNA supported by $17M trade media program. Campaign enjoyed unprecedented 8-year run. Developed and executed strategies for trade shows reinforcing corporate and brand strategies within $27M budget.

  • Received 2002 Mexican American Grocers’ Partner of the Year Award and 2001 Phoenix Award.
Jan 2000 - Nov 2000

Executive Assistant to Vice President, Channel Business Development

The Coca-Cola Company

Collaborated with VP to create short- and long-term goals for 120-person department. Interacted with internal clients, customers, trade associations and associates to align tactics and operations. Moderated market conditions and trends. Revitalized departmental processes to bolster productivity.  Role is traditionally offered to high-potential performers for grooming toward leadership positions. While utilization varies by executive leader, this role is often the Chief of Staff for the executive whom the manager is aligned.

  • Managed annual compensation assessment, yielding $7M in savings.
  • Guided team in plans to organize personnel functions and foster personal development. Enabled managers to monitor employee progress.
Nov 1997 - Jan 2000

Group Manager, Sales and Marketing

The Coca-Cola Company

Leveraged consumer insights and marketplace trends to drive share and profit growth strategies within $50M budget for CKE Restaurants Account Group (Hardee’s, Carl’s Jr. and Checkers/Rally’s). Led account and staff development strategies. Networked with channel, brand, promotions, finance, engineering and agencies to continuously deliver creative growth opportunities in alignment with brand positioning and strategies. Supervised 6 associates.

·Grew purchase frequency and size despite declining traffic base, generating incremental $7M sales for CKE and $915K yearly net operating profits. Pioneered Cup Set Strategy to optimize package sizes and nomenclature. Resulted in 5% profitability growth for CKE over 2 years.

·Innovated consumer research and testing protocols for combo meal optimization and improved drive-thru merchandising. Boosted value perception and profitability by $4.5M in 2000.

·Recognized as CKE Restaurants Supplier of the Year in 1999 and 2000.

Sep 1995 - Nov 1997

Channel Strategy Manager

The Coca-Cola Company

Mined channel trends and consumer insights to direct cross-functional teams producing brand marketing programs for national accounts to foster volume growth with retailers such as Wal-Mart, Sonic, Hardee’s, TGI Friday’s, Aramark and Shoney’s.

·Conceived initiative to leverage retailer associates to influence purchase for corporate brands. Spawned first system-wide Crew Activation Program (Get Caught Red Handed) producing $4M annually.

  • Led development, implementation and performance management of Field Sampling and Merchandising group (35 associates & 15 vehicles) to support conversion of corporate brands to combat competitive incursion resulting in $1.6 Million Annual net operating profit

·Received PRO Award for Get Caught Red Handed initiative in 1996.

Dec 1987 - Aug 1995

Group Account Director

MPA, Inc

Full-service marketing and advertising agency with $37M in annual revenue.

Facilitated national and regional marketing programs planning, development and execution for clients such as Buena Vista Pictures (The Walt Disney Company), Warner Bros. Pictures, Paramount Pictures, Benihana Restaurants, Hard Rock Café and National Marine Manufacturers’ Association.

·Sustained 6-year account retention for $13M client group.

·Given President’s Award for Agency of the Year from The Walt Disney Company in 1994.

Skills

Skills

Revenue Enhancement

·  Produced 44% of retail sales volume and 33% of retail gross profit ·  Secured and retained key accounts with Subway, Blockbuster Video, Delta Airlines and others to generate $400M in operating income ·  Led systemic rollout of Product Mix Optimization tool ·  Optimized agency supplier base, saving $7M in 2005 and $10M in 2006 Championed Promotion and Price Rationalization

Business Development

Led Strategic Alliance Relationships (NASCAR, Olympics, American Idol, Disney,  NBC/Universal, CBS) and top retailers (Wal-Mart, Costco, Kroger, Exxon, CVS, McDonald’s and Burger King Sustained 6-year account retention for $13M client group Integrated consumer and retailer insights with brand building methodologies to create vision for and development of first B2B and trade communications campaign which enjoyed an unprecedented 8-year run. Championed retailer, shopper, consumer, channel, and asset integration strategies as member of New Product Pipeline and Marketing Asset Executive Steering Committees Led Emerging Market Analyses

Organizational Development

¨      Established strategic direction, multi-year priorities and balanced score card performance management to measure strategic plan progress for a 5 team/37-associate Center of Excellence ¨      Multi-team/Multi-function Leadership ¨      Reengineered internal marketing function processes worth $4.5M ¨      Led creation and implementation of $60M fulfillment supply chain ¨      Created Associate Development, Feedback and Recognition system modeled as global best practice ¨      Served on Talent Development Committee ¨      Selected to pilot Mentoring program rolled out globally ¨      Established global protocol for selection, segmentation, performance management, audit and compensation negotiation strategies for marketing services agencies ¨      Created global marketing training for non-marketing associates  

Marketing Strategy

·  Led consumer insights and shopper segmentation to create compelling product introduction and selling strategies, at-retail communications, and experiential events ·  Integrated consumer and retailer strategies to create compelling activation, trial and awareness communications while managing $600 Million P&L  supporting 33 brands ·  Guided consumer and shopper segmentation to influence commercialization, monetization, and expansion of My Coke Rewards e-CRM and interactive precision marketing platform into an “owned and operated” new media channel – established new CPG industry standards for interactive engagement Received 2007 Interactive Marketing and Silver Horizon Awards; 2006 Design of the Times Award; 2004 and 2005 PRO Awards

Education

Education
Jan 2008 - Apr 2008

Executive Certification

Sep 1983 - Dec 1987

Bachelor of Arts

The University of Georgia