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Results oriented, relationship centered leader with over 20+ years of experience, capitalizing on market opportunities by developing strategies that deliver value. Demonstrated ability to build highly focused teams who solve problems.

Listed below are relevant experiences:

Strategy & Strategic Planning Alliances & Partnerships
Market Research & Analytics Funnel & Pipeline Management
Budget & Objective Setting Social Media & Cause Marketing
Complex Consultative Selling Dashboards, Metrics & CRM Tools

PROFESSIONAL HIGHLIGHTS:

    Trendway Corporation - Holland, MI

    An established, employee-owned office furniture manufacturer serving commercial and government markets. www.trendway.com

    Vice President Sales & Marketing (Reported to President and CEO)

    • Led team of 25 Professionals in Support of 600 Dealers
    • Created a web-based CRM tool modeled after Salesforce.com
    • Developed an aggressive top-line growth plan, specifically 15% annual
    • Analyzed dealer performance, identified Top 125 and developed a Channel Intimacy Plan
    • Partnered with The University of Michigan, Hope College and Griffioen Consulting in support of a 3-year Sales & Marketing Plan leveraging social media, cause marketing and go-to-market strategies

    IHS/Markit - Southfield, MI

    IHS Automotive is a leader in market research, collecting, interpreting and analyzing global data to help its customers understand their market position, increase and protect market share, build brand loyalty and acquire new business. IHS, Inc. has over 8,000 employees worldwide with $1.8B in revenues. www.ihs.com

    Vice President (Reported to Senior Vice President)

    • Trained/rolled out Salesforce.com to new users
    • Increased revenues 27%, delivering record-breaking sales results
    • Led Chrysler, LLC Team of 12 Professionals and 72 Matrix/Cross-Functional Support Staff
    • Developed an analytics-based consultancy practice designed to transform and grow the business
    • Created a Customer Advisory Board consisting of former Chrysler, LLC COO and Chief Economist
    • Secured 80% of business via negotiating long-term contracts, protecting embedded base of revenue
    • Created a global structure transforming business, eliminating duplication and saving > $2MM
    • Administered Longitudinal Client Satisfaction Survey in support of 3,500 Automotive Dealers
    • Owned advertising agency relationships in support of Chrysler LLC, most notably BBDO/Global Hue
    • Professionally media trained by John Bailey & Associates, reviewed/approved industry press releases

    Johnson Controls, Inc. - Auburn Hills, MI

    A Tier One supplier providing innovative products and services that optimize energy use and improve comfort and security. A Fortune 75 Company with $44B in revenues. www.jci.com

    Area Sales Manager (Reported to Regional Vice President)

    • Charged with transforming cross-functional sales team of 33 Professionals (16 Direct Reports, 17 Matrix) to exceed revenue targets of $33MM for the first time in five years
    • Developed focused cohesive team, utilized CRM tools resulting in sales pipeline in excess of $150MM
    • Managed automotive, education, healthcare, industrial, state and local government markets
    • Led team that testified before Michigan State Legislature, resulting in amended State of Michigan Education Energy Legislation, approved by Gov. Granholm with Sen. Kuipers’ support in January, 2004
    • Accepted JCI Diversity Supplier Award

    AT&T - Southfield, MI

    Provider of innovative, reliable, high-quality telecommunications products and services for consumers and business. A Fortune 25 Company with $132B in revenues. www.att.com

    • Leveraged Miller Heiman Strategic Selling principles in support of following clients: Baskin Robbins, Borders Books, Blue Cross Blue Shield of Michigan, City of Chicago, Compuware, Dominos Pizza, Disney, DTE Energy, Dunkin Donuts, Ford Motor Company, FOX, FTD, Hillenbrand, Kellogg, Kmart, Penske Automotive Group, R. L. Polk & Co., Valeo and Visteon.

    District Manager, Outsourcing Division

    Business Optimization, Call Center and Consulting

    • Program Managed 26 Professionals and Partners (Cisco Systems, IBM and Motorola)
    • Streamlined processes for Hillenbrand Industries, reducing expenses by $10MM over 5 years
    • Led City of Chicago CivicNet process, a $310MM project providing connectivity to 2,000 locations
    • Developed professional service agreement with Visteon, leading to a five year, $81MM engagement
    • Orchestrated strategic planning meeting between the CEOs of Ford Motor Company/Visteon/ AT&T

    Client Business Manager, Global Accounts Division

    Web Hosting, Disaster Recovery, Call Center, Wireless & Consulting

    • Compounded annual revenue growth of 15%
    • Gold Club Award Recipient: 1997, 1998 (17 states and 2,000 employees)
    • Managed a combined revenue stream of $14MM, Matrix managed 20 Professionals
    • Proposed the first Talking Bouquet in support of 20,000 North American FTD Florists
    • Recommended market segmentation using 1-800/Voice Response/CRM for DTE Energy and Michcon
    • Successfully negotiated a branding program between CompuWare and AT&T in support of new arena 

    National Account Manager, Major Accounts Division

    • Onsite consultant for Compuware Corp. and R. L. Polk & Company
    • Secured $1.3MM Custom Calling Card Program for 2,500 Kmart/Penske Auto Center Employees
    • Michigan Fortune 1000 Top Revenue Producer: 1995, 1996
    • Pinnacle Award Recipient: 1995

    Account Executive, Electronic Messaging/EDI Division

    • Responsible for business development in entertainment sector
    • Increased revenue attainment from 73% to 104%

    Industry Consultant, Major Markets Division

    • Account Team Leader for Blue Cross Blue Shield of Michigan
    • Implemented first virtual network of 72 BCBS Plans Nationwide, $4.5MM annual
    • Hosted BCBSM, FTD and Comerica at AT&T’s Center for Executive Education
    • Regional Vice President Award: 1991, 1992
    • Sales Vice President Award: 1990
    • Branch Manager Award: 1988-1992