Results-driven, visionary with a career directing and managing business development offering a rich mix of marketing, sales, training and business acumen in the Consumer Goods and Construction industries. Influential leader armed with a synergy of experience and knowledge in market analysis and insights. Recognized for implementing forward-thinking solutions in process improvements, budget planning, sales strategies and account expansion. Outstanding ability to build teams cultivating strategic internal and external alliances that deliver unprecedented value in highly competitive industries. Adept at leveraging best practices, resources and strategies to deliver winning business plans that conquer road blocks, capture goals, maximize revenues and support long-term corporate strategic business vision.
Mar 2006 - Present
Director, Market Research
Hilti North America
Spearhead and command strategic research goals of sustainable intelligence management, focused knowledge development and deployment while administering an annual budget of $2.5 million. Lead a team of 4 specialists and managers in all facets of workflow planning, budget development and staff reporting.
ENTERPRISE IMPACT: * Realized $1million in incremental sales within first 9 months of execution due to CRM database implementation of 80,000 new high value prospect accounts. * Re-engineered measurement of worldwide customer satisfaction which targets customer experience and customer events at various touch points. Proposal accepted by global peers across other key market organizations with initial sensing results expected July 2010. * Orchestrate and deploy primary research for new product development satiating a $60 million average annual pipeline. Driving current initiative to reorient customer satisfaction measurement by tracking at an event experience level with objective to improve linking insight to actions to financial impact. * Developed and implemented an intelligence management model to facilitate modeling market structure that calculated customer potential leading to improved targeting of marketing collateral through campaign management which resulted in an increased account penetration with broader product offerings. * Exceeded corporate wide average employee satisfaction ratings by 4 points achieving strong team performance.
Jan 2005 - May 2005
Regional Manager, Retail Planning and Category Management
Built excellent partnerships and provided innovative category solutions with Convenience and Grocery channel retail customers throughout the Southwest region. Supported local account initiatives while identifying insights, cultivating opportunities, addressing priorities and anticipating client needs. Presented to key regional customer Fry’s, Circle K and 7-Eleven. and participated in joint sales calls.
ENTERPRISE IMPACT: * Recognized for expertise in relationship management cultivating mutually beneficial partnerships with customers. * Immediately offered greater insight by leveraging expertise in integration of store-level sales and consumer demographics.
Apr 2004 - Jan 2005
Senior Manager, Business Analytics and Insight
Led the tactical operations for syndicated data and consultant resources within Sales Operations. Coordinated delivery of syndicated data, insights and analytics to internal customers which included the C-Suite, Board, national, operations and field Sales, Brand Marketing, Investor Relations, Corporate Planning, Revenue Management and Legal. Managed a team of 23 consultants and mentored 4 direct reports.
ENTERPRISE IMPACT: * Acted as key player, providing support to Senior Management for Management Committee, Board meetings and Investor Relations quarterly teleconferences. * Managed a $12 million cost-effective secondary data vendor contract that included monitoring performance levels in delivery of data services provided to Anheuser-Busch. Produced service level agreements and remedies for non-performance. * Redesigned on-site consultant team to address changing organizational structure and data requirements of both internal and external customers; effective transition management maintained expected levels of support during vacancies. * Improved management and quality of data resources to drive greater business insight for organization.
Jun 2000 - Apr 2004
Manager, Retail Micromarketing
Directed all aspects of micro marketing business including on-site consultants, projects and daily tasks/requests. Collaborated with sales and management team to address key business goals.
KEY CONTRIBUTIONS: * Governed development and customization of Web-based geo-demographics sales analysis system creating a professional and user-friendly application focused on specific business requirements; coordinated design and deployment of training program to field Sales teams. * Directly supported $6 billion multi channel key retail account business with the pioneering use of shopper insight and consumer segmentation data and analytics for best practice tactical application driving consistent annual average growth 2.7% points greater than corporate average performance. * Played an instrumental role in support of national account teams (including Wal*Mart, Safeway, HEB, Winn-Dixie, 7-Eleven, Circle K, Food Lion, Publix, Racetrack, Meijer, etc) and in securing 65% of volume in Category Partner status by providing timely, innovative business insights and solutions.