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Summary

Innovative problem solver with 15+ year record of successfully developing creative solutions to solve long-standing problems and discover or capitalize on new revenue opportunities in diverse organizations, for-profit and not-for-profit.

Deep expertise in all facets of revenue models, including business model design; value proposition and product development; traditional and digital marketing strategies; field, phone, direct mail, and digital sales team management; and sales cycle, process, technology, and operations development.

An inspiring and servant leader experienced in building highly effective and engaged teams that consistently exceed expectations, and skilled at leading organizational change to facilitate more engaged cultures and better execution of strategies. 

Expertise and Achievements

Developed proprietary framework to accurately identify constraints in revenue models and implemented innovative solutions for improvement;

Developed and executed plan to create growth in a division that had experienced a decade of decline;

Developed and executed plan to improve engagement rates of customers by 33-fold with new digital communication strategies;

Introduced solution to a longstanding problem of monetizing nonpaying members;

Revamped legacy sales systems for multiple clients by integrating company-wide CRMs, VOIP systems, project management tools, collaboration resources, company operating systems, and more;

Successful creation and sustainment of organizational cultures and core values that drove positive and lasting change;

Building of an extensive network and effective business, client, and vendor relationships.

Professional Experience

2018Present

Consultant / Ameliorator

RJG Consulting

RJG Consulting leads SMEs through organizational change with an emphasis on sales and marketing growth, scalability, business model innovation, and culture design.

Leverage sales and operations expertise to guide companies through radical organizational growth and change. Support clients in overcoming long-standing challenges through innovative business solutions. Assess individualized business requirements and create responsive, scalable systems and processes. Establish internal systems for sales, marketing, operations, and reporting.

Selected Contributions: 

  • Contracted as CEO to lead project assessing scalability and turn around a recently acquired company on behalf of a private equity group.  
  • Contracted as CMO to pivot a sports technology company's value proposition and business model in order to successfully raise capital. 
  • Led project to develop and document sales and marketing practices for industry leading IT sales and marketing company.  
  • Elevated client revenue potential by creating effective sales training programs and sales/marketing strategies.
  • Drove client engagement and retention through launch of novel customer recognition programs. 
  • Revamped legacy sales systems for multiple clients by integrating company-wide CRMs, VOIP systems, project management software, and more. 
20152018

Managing Director, Small & Midsize Business

U.S. Chamber of Commerce

The U.S. Chamber is the world's largest business federation representing more than three million businesses, associations, state and local chambers of commerce, and other organizations.

Held primary P&L accountability for nation-wide SME unit. Took charge of multiple sales and membership acquisition channels, including outside, inside, direct mail, and online sales, as well as customer services and sales operations. Defined and executed long-term strategic direction of business unit.

Selected Contributions: 

  • Secured first year-over-year growth in small business membership by launching new membership options.
  • Spearheaded initiative to boost political and special issue fundraising, which would go on to surpass membership fundraising for the first time.
  • Increased membership engagement rates by 33x through new digital communications strategies.
  • Relaunched Chamber’s small business online presence and deployed new digital model to acquire members.
20072015

Managing Director, National Sales and Contact Center

U.S. Chamber of Commerce

Promoted to assume P&L accountability over the Chamber’s national sales and fundraising center, which oversees political fundraising, special issue fundraising, membership sales, customer service, and membership operations.

Selected Contributions: 

  • Achieved first revenue increase in 11 years, positioning center to become largest SME fundraising operation in the Chamber.
  • Doubled revenue-per-sale of specific-issue fundraising by developing an agile sales system and delivering comprehensive fundraising and best practice training.
  • Fostered culture of achievement through strategic hiring, training, and motivational compensation plans.
20052007

Division Manager - Inside Sales

U.S. Chamber of Commerce

Advanced company’s sales and revenue growth objectives by managing inside sales team of the National Small Business Membership Center. Recruited, hired, and coached Sales Directors and other sales personnel. Defined and executed sales and fundraising messaging. Managed all aspects of sales operations and quality assurance.

Selected Contributions: 

  • Met and surpassed ambitious sales objectives every month of tenure.
  • Diversified and grew sales by integrating novel and innovative sales programs.
  • Significantly enhanced sales capacity by launching recruitment and training programs to repeatedly add sales directors who performed in the upper quartile.
20002005

Earlier Experience

Various

Held three additional, progressively responsible roles at the U.S. Chamber beginning in 2002 until 2007, when promoted to Division Manager. Roles included fundraising, special projects, and corporate relations work. Also served as consultant and advisor to various startups. 

Education

20162018

Master of Business Administration

Southern Methodist University - Dallas, TX

Honors: Beta Gamma Sigma academic honor society

20052009

Bachelor of Science in Management - Sales and Marketing

Purdue University Global - West Lafayette, IN

Honors: Summa cum laude

20082009

Executive Leadership Development Program

Georgetown University - Washington, DC

Volunteer Experience

20172019

Mentor

REVTECH Accelerator

REVTECH is a venture accelerator and seed capital fund dedicated to identifying and developing early-stage, high-growth ventures focused primarily on retail technology.

20172019

Advisory Council - Digital Accelerator Program

Southern Methodist University