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Work experience

Nov 2008Present

Managing Director

  • Established LLC company
  • Created company website and web-based commentary site (
  • Created company marketing and business plan
  • Established brand in marketplace as measured by:
    • Interviewed by BBC radio as expert in Executive Compensation and Rewards
    • Published in USA Today as an industry expert
    • Published monthly articles for trade magazine "Incentive Magazine"
  • Within 6-months secured work internationally with India-based consulting company
  • Presented to CEO/Pres. and top HR personnel
Jan 2004Nov 2008

Executive Director, Business Development

Excellence In Motivation, Inc.
  • Direct report to CEO of $130 million professional services organization 
  • Directly manage four (4) professionals and indirectly manage 25 sales people through Vice President General Managers for four (4) sales regions
  • Created corporate plan to develop two un-served markets using Traecy and Wiersma's "Discipline of Market Leaders as construct
  • Developed business plan and spun off separate business entity using new corporate strategy
  • Directly developed sales strategies for specific opportunities that captured 17 new client accounts and over $5 million in Gross Profit from new account business within 3 years
Aug 1984Oct 2003

Various - See Below

Carlson Marketing Group

The following lists all positions with Carlson Marketing Group over a 19 year period.  

January 2003 - October 2003 - New Business Development -- Strategy and Consulting Carlson Marketing Group Greenville, SC

• Developed target account lists and target account criteria for 5 state territory• Focus on strategic consulting engagements for Relationship Marketing • Present to Executive Management at target accounts

January 2002 - January 2003 - Solutions Architect Carlson Marketing Group Greenville, SC

• Initiated contact and conducted needs analysis with Fortune 500 clients• Presented to Executive Management at target accounts• Chosen as one of two sales people to package, promote, and sell strategic engagement services

August 1994 - January 2002 - Senior Account Executive Headquarters: Minneapolis, MN Sales office in Greenville, SC

• Grew sales by 105% in four years ($4.8 million - $10.2 million) • Achieved 15% growth in profitability for three consecutive years• Added two (2) additional clients with total billings in excess of $2 million • Coordinate and control over 30 individual marketing programs each year

(Break in CMG experience - see position at Delor Design Group)

Positions listed in reverse chronological order.• April 1992 - April 1993 -- Director, New Business Development • May 1989 - April 1992 -- Marketing Director • February 1987 - May 1989 -- Product Manager • March 1986 - February 1987 -- Marketing Manager • September 1984 - March 1986 -- Marketing Specialist

Apr 1993Aug 1994

Director of Marketing

Delor Design Group

• Responsible for finding and developing accounts in the greater Cincinnati, OH and Louisville, KY area• Developed and implemented direct mail process• Added new national account within 13 months of joining the company

Jul 1983Sep 1984

Program Planning Analyst

Rockwell International, North American Aircraft Operation

Developed manufacturing cost estimates for production lines and model changes in the B1 Bomber and NASA Space Shuttle


BS - Quantitative Business Analysis

Wright State University

Presentations On Incentives

Links to Information


25 years of progressively challenging assignments developing, selling and managing multi-million dollar marketing initiatives for Fortune 500 companies and managing company resources to drive increases in net profit for the company.During my career I have directly managed a staff of 20+ professionals and had P & L responsibility for product lines and departments. In addition, I was the leader of an effort to reposition a $100 million company to create business units focused on untapped customer segments, drive cost efficiencies, and match offerings to specific customers.While performing internally focused duties was also responsible for business development activities including creating, presenting and selling programs to clients designed to create brand preference within specific audiences: consumer, channel, and employee. I am adept at presenting complex marketing and financial packages to executive level management.

Industry Participation and Support

  • Social Media Editor for the Enterprise Engagement Alliance - industry outreach association
  • Interviewed by BBC Radio as expert on Executive Compensation and Rewards - September 2009
  • Quoted in USA Today - lead article on business travel awards and meetings - December 2008
  • Chosen one of the 50 Best Business Blogs of 2008 by Business Pundit site
  • Columnist for Incentive Magazine March 2007 through 2010
  • Published in Loyalty 360 magazine - Premier Issue and September 2009 issue
  • Author of Incentive Intelligence - online commentary on the incentive industry and best practices in motivation and influence
  • Contributor to multi-author blog Fistful Of Talent - top rated talent management site
  • Participated in industry expert round table sponsored by Incentive Magazine June 2007
  • Published three articles and three white papers for HRM Report (January/April/October 2007 issues)

Career Highlights

  • Directly developed sales strategies for specific opportunities that captured over $10 million in new account business within 18 months
  • Added 17 new clients and $5,000,000 in Gross Profit in three years
  • As a sales person grew target account sales by 105% in four years ($4.8 million - $10.2 million)
  • Achieved 15% growth in profitability for three consecutive years
  • Top sales award four years straight
  • Top "innovation" award for new sales

Competency Areas

  • Strategic Planning / Tactical Execution
  • P&L / Financial Planning, Control & Analysis
  • Contract Negotiations
  • Sales & Account Management
  • Vendor & Customer Relationships
  • Sales Training

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