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Summary

  • A proven Senior Executive with twenty years experience in roles of CSO, CMO and Divisional CEO in private and public Fortune 500 companies.
  • Thought leader with in-depth understanding of global business, channel effectiveness, employee engagement and customer experience across multiple industries.
  • Skilled in establishing strategic direction, leading change, managing globally, working collaboratively, developing and motivating high caliber talent and building strong client relationships.

Work experience

20082009

Chief Sales Officer

Maritz, Inc.
  • Increased Sales: Generated double-digit growth in targeted industry verticals.
  • Worked within matrix structure, led sales & marketing team of 200 account managers representing all six business units, adding new customer sectors and achieving industry diversification.
  • As key member of management team, developed plan for strategic restructuring of the firm that included rationalizing entire business model.
20082002

Chief Marketing Officer, Corporate Senior Vice President

Martiz, Inc.

Built a world-class marketing organization from scratch.  Disciplines included: strategy, pricing, market intelligence, product management, corporate communications and brand management. Led development of a new vision, mission and strategy for the 100+ year old company.

  • Launched Maritz's New Brand: Developed a fully integrated campaign to transform a legacy-corporate culture. Repositioned the company in its market and unified the strategic direction. Developed advertising, promotion and sales support materials worldwide.
  • Created and Directed New Solutions: Developed new business protocols to enable the company to pursue new business with regulated industries. Increased horizontal selling of the diversified product portfolio. Effectively targeted large-account customers to achieve double-digit growth.
  • Built and Directed Subject Matter Expert (SME) Teams: Recruited market intelligence, strategic planning, brand communication,andpublic relations SME team members from Solutia, J. Walter Thompson, HP and McKinsey to enhance performance and blend outside talent with inside change agents.
  • Assigned to Sector Head role: Aligned the firm's second largest client sector (Financial Services) with the Maritz marketing strategy. Restructured leadership and focused account relationships resulting over 12% annual in revenue growth.
  • American Express Incentive Services Board Member (AEIS): Selected to help lead a more aggressive growth strategy for AEIS. Represented Maritz in all major strategic decisions of this joint venture between American Express and Maritz.
20002002

President and CEO

Maritz Performance Improvement Co.

Appointed to lead this $500M company at a time of severe underperformance and client retention risk.

  • Led the strategic transformation that ultimately created a company with five separate businesses units.
  • In 90 days built and led a strategic executive team to create the True North strategy to restructure the company. Immediately produced a unifying mission and vision, a detailed approach to execute the re-alignment of key assets and resources, and established new leadership structures that retained all key employees and clients. Led a transformation team of 100+.
  • Delivered the redesigned strategy on time, on budget and at 117% of the growth plan. Achieved strong performance despite pullback of marketing and travel spending post-9/11.
19992000

Corporate Vice President - Sales

Trans World Airlines

Responsible for all ticket sales in North America and Europe, with annual revenues of $3.5B.

  • Co-led the restructuring of TWA's business-to-business Internet and distribution marketing strategy.
  • Increased year over year revenue 9%, overall corporate ticketing revenue by 11%, and decreased sales expense by 20%.
19981999

International Strategy and Alliances – Staff Vice President

Trans World Airlines
  • Regional Feed Airline Partnerships:Managed the negotiations and business relationships and served as General Manager of Trans World Express domestically and in the Caribbean, withoperating revenue for TWA of $180M annually.
  • International Strategy: Directed executive teams in St. Louis and London responsible for all business negotiations, development and management of TWA global strategy. Managed forecasts and decision-making processes on large-scale projects including airport expansions, regional jet launches and new market introductions. Negotiated successful cooperative marketing and operating agreements with five international airlines throughout Europe and the Middle East.
19971998

Staff Vice President, Product Management

Trans World Airlines

Expanded TWA's domestic first class product and brand positioning of the frequent flyer program, Aviators.

19961997

Staff Vice President, Sales Strategy

Trans World Airlines

Developed virtual-office systems, enhanced analysis automation, and directed advertising purchase.

19951996

Managing Director

The Santal Corporation

Lead the turnaround of this midsize advertising and promotions firm. Increased earnings by 111% in eight months and created employee-led task force that resulted in streamlined management and production. Refinanced the company, increasing cash availability for growth.

19931995

Marketing Associate

Bush-O'Donnell

Lead the turnaround of this midsize advertising and promotions firm. Increased earnings by 111% in eight months and created employee-led task force that resulted in streamlined management and production. Refinanced the company, increasing cash availability for growth.

19891991

U.S. Department of State and Director, Investment Missions

19881989

Director, Special Placement, Office of Presidential Personnel

The White House
19871988

Financial Analyst

Morgan Guaranty Trust of New York
19861987

Co-Founder, cross-cultural training company

The American Thought Process

Education

1993Present

MBA

J.L. Kellogg Graduate School of Management, Northwestern University
1986

Bachelor of Arts