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Sales Marketing

Location:
New York, NY
Posted:
July 29, 2015

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Resume:

Kenneth M. Rubin

**-** ***** ****** § Bayside, NY 11360

Home: 718-***-**** § E-mail: acqzy3@r.postjobfree.com § Mobile: 917-***-****

QUOTA BUSTER AT 200+% FOR SENIOR-LEVEL SALES, BUSINESS DEVELOPMENT & ACCOUNT MANAGEMENT ON 77% CLOSING RATIO OF QUALIFIED OPPORTUNITIES

C-Level/Decision Maker Relationships, Multiple Market Planning across Multiple Industries, Opportunity Discovery, Qualification & Sales of Advanced Technologies

Dynamic sales, business development, account management, and consulting career marked by progressive success in B2B campaigns and consultative sales of services and software-Enterprise Security Solutions-SaaS/

PaaS-cloud computing-email, alliance building, and customer relationship management. Consistently successful in identifying and capitalizing on market opportunities to drive revenue growth, increase market penetration, and win dominant market share. Innovative business savvy and resourceful problem solver. Cutting-edge understanding of diverse business, financial, security, analytics and data technologies. Talented leader and team builder, communicating easily across diverse groups and at all corporate levels. Energetic commitment to company, team, and personal success.

Possess extensive experience including Uniform Enterprise Security, Uniform Enterprise Data Access, compliance, email, SaaS/PaaS, CRM, mobility, social networking, cloud computing, analytics, websites, portals and interactive applications in the Banking/Financial Services, Retail, CPG, Insurance, Telecommunications and Media vertical markets.

Areas of Expertise

Sales and Business Development

Strategic Sales Planning & Analytics

Email and SaaS/PaaS/Cloud Computing

Security, Fraud & Identity Theft Solutions

Data Access and Retrieval

Competitive Market Positioning

Integrating IT and Marketing with Sales

Hunter Mentality and Quota Buster

Sales & Marketing Consulting

Market Needs Assessment

Executive-Level Proposals & Negotiations

Customer Relationship Management

Budgeting / P&L Control

Sales Leadership

Professional Highlights

Head of Sales & Marketing Consulting

KMR Consulting

09/2008 - Present

Bayside, NY

KMR assists emerging/start up/new to territory technology (B2B/B2C/services/software/SaaS

applications//mobility/digital solutions) companies, independent/small retail chains and online merchants with Uniform Enterprise Security, email, fraud detection and prevention, identity theft solutions, Uniform Enterprise Data Access, compliance and governance, custom applications/ SaaS/PaaS/cloud computing, consulting/professional services, business information/data/content/data management, finance sourcing, business/market planning, market research and evaluation, initiating and closing sales and building out their sales and marketing personnel/capabilities. Closed sales with a wide variety of Fortune 1,000/Global 2000 companies. Drive all new sales and growth of existing business and utilize a number of other independent consultants in pulling together projects and all deliverables that have been contracted to KMR.

• Helped clients achieve more than $38 million in incremental sales through marketing, advertising, sales/sales support and lead generation

• Focused primarily on: Uniform Enterprise Security, email, fraud detection and prevention, Uniform Enterprise Data Access, compliance and governance, custom applications/SaaS/PaaS/

integration/cloud computing/outsourcing, managed services, CRM/SFA/lead generation, digital/mobile applications, Big Data/data warehousing/database marketing/advanced analytics, mobile applications; data/data management/data security/data storage, BI/decision support/OLAP/ROLAP, and marketing research/analytics/predictive behavioral modeling

• Sold client technologies and services to companies including: Deutsche Bank, American Express, Citigroup/Citibank, JPMChase, Bank of America/MBNA, Discover Card, Wachovia/

Wells Fargo, UBS, NY Life, SBLI, TIAA-CREF, Marsh & McLennan, Cushman & Wakefield, Morgan Stanley, Bear Stearns, Goldman Sachs, Cablevision, Cox Cable, Time Warner Cable, Rogers Communications, AT&T, Sprint, Procter & Gamble, Bayer, Bristol-Myers Squibb, AstraZeneca, GlaxoSmithKline, Sanofi, Schering-Plough, Merck, Forest Labs, Pfizer, Johnson & Johnson, UnitedHealth, Humana, American Electric Power, Consolidated Edison, Northeast Power, Sears, JCPenney, Walmart, Bloomingdales, Prada, Bed Bath & Beyond, Dunkin Donuts, American Airlines, JetBlue Airlines, United Airlines, Marriott Hotels, Hilton Hotels, Avis Rent A Car, National Car Rental and others

• All campaigns exceeded expectations and revenue goals with most requesting follow up initiatives in 2012, 2013 and throughout 2014

• Improved client visibility and sales closing rates by an average of 210% through implementing new media (social networking, viral marketing, video, websites/portals, SEO/SEM/SSM, CRM, interactive applications, email, 121/mobile communications/IM, etc.), new branding, go-to-market initiatives, innovative prospecting/sales/presentation techniques and custom applications/data dissemination

Enterprise Business Development Executive

Experian, Inc., Experian Marketing Solutions

09/2007 - 09/2008

Bayside, NY

Marketed and presented data warehousing/

database marketing/email/Big Data, sold data, advanced analytic solutions and predictive behavioral models to Fortune 1000 companies in the US for this renowned marketing services provider.

• Conducted prospecting efforts, lead generation campaigns, scheduled meetings with CMOs, identified significant opportunities, qualified those opportunities thoroughly, organized team members in matching company needs to Experian offerings, presented solutions and continued discussions/relationship building with companies including Bed Bath & Beyond, SBLI, Cablevision, Intercontinental Hotels, CR Bard, Coach, Goldman Sachs, Accor, CIT Group, Dunkin' Brands, American Electric Power, Cheapflights.com, United Health, Security Mutual, MRU Holdings, SYMS Corp., and others

• The pipeline for the above had exceeded potential revenue of $12,000,000 (300% above quota)

• Had won seven of eight bimonthly prospecting awards for calls made and appointments scheduled from a group exceeding 100 sales persons on a division-wide basis (averaged more than 5 new prospect appointments with marketing decision makers each week)

• Sold other technologies and solutions including: consumer credit, demographic, geographic, psychographic data, analytics and predictive behavioral models; portals; cloud computing site building, data warehousing/

database marketing software, middleware and services; and CRM/SFA software and services.

Head of Sales & Marketing Consulting

KMR Consulting

07/2002 - 09/2007

Bayside, NY

KMR assists emerging/start up technology/

new-to-market (B2B/B2C software-SaaS/PaaS/

applications) companies, independent/small retail chains and online merchants with Uniform Enterprise Security, fraud detection and prevention, email, identity theft solutions, Uniform Enterprise Data Access, compliance and governance, custom applications/SaaS/PaaS/

integration/cloud computing, managed services, CRM/SFA/lead generation, Big Data/data warehousing/advanced anaytics/database marketing, market research, finance souring, business planning, initiating and closing sales and building out their sales and marketing capabilities. Closed sales with a wide variety of Fortune 1,000/Global 2000 companies, including: Sold client technologies and services to companies including: Deutsche Bank, American Express, Citigroup/Citibank, JPMChase, Bank of America/MBNA, Discover Card, Wachovia/Wells Fargo, UBS, NY Life, SBLI, TIAA-CREF, Marsh & McLennan, Cushman & Wakefield, Morgan Stanley, Bear Stearns, Goldman Sachs, Cablevision, Cox Cable, Time Warner Cable, Rogers Communications, AT&T, Sprint, Procter & Gamble, Bayer, Bristol-Myers Squibb, AstraZeneca, GlaxoSmithKline, Sanofi, Schering-Plough, Merck, Forest Labs, Pfizer, Johnson & Johnson, UnitedHealth, Humana, American Electric Power, Consolidated Edison, Northeast Power, Sears, JCPenney, Walmart, Bloomingdales, Prada, Bed Bath & Beyond, Dunkin Donuts, American Airlines, JetBlue Airlines, United Airlines, Marriott Hotels, Hilton Hotels, Avis Rent A Car, National Car Rental and others. Drive all new sales and growth of existing business, and utilize a number of other independent consultants in pulling together projects and all deliverables that have been contracted to KMR. Closed sales for my clients in excess of $35,000,000.

Sales Director/Major Account Executive

IconNicholson/IconMediaLab

05/2001 - 07/2002

New York, NY

Conceptualized, built, and managed successful pharmaceutical practice from the ground up and from scratch for this interactive marketing service and software provider.

• Successfully sold over $6,000,000 in incremental revenue, up sales and customer loyalty/retention

• Prospected, networked, qualified, presented, and closed significant new business and sales revenue in excess of $6,000,000 (150% of quota)

• Successfully sold technologies including: website/portal/eCommerce/eBusiness/cloud computing site building, software, hosting and implementation; SEO/SEM/SSN software and services; and data warehousing/database marketing software, middleware and services; consumer data/marketing research/analytics; CRM/SFA software and services and email campaigns for acquisition, activation, retention, loyalty, up sales, cross sales and repeat business

• Closed highly profitable business with such recognized companies as Bristol-Myers Squibb, Forest Laboratories, Pharmacia, Merck & Company, Bayer, GlaxoSmithKline, and Johnson & Johnson in engagements consisting of interactive/digital/SaaS applications, website/portal development, online advertising and user experience analysis

Senior Business Development Director

Agency.com

04/2000 - 05/2001

New York, NY

Marketed and sold multimillion-dollar website strategy, branding, software development, CRM, globalization and implementation programs to Fortune 500 corporations for this interactive marketing service and software provider.

• Recruited, trained, and managed 4 junior business development personnel

• Closed largest, single discovery engagement in 5-year history of organization with large, globally prestigious real estate company (Cushman & Wakefield), capturing more than $8 million annually on long-term contract for rebranding strategies, coordinated sales communications, multiple digital sales channels, and numerous other tools, systems, integration and programs

• Generated $7.5 million in additional revenue by closing sales with such major clients as Bayer, Bristol-Myers Squibb, Cablevision, Philip Morris, Bloomingdales, Coca-Cola for interactive/digital/

SaaS applications, website/portal development, consumer data/marketing research/analytics; and online advertising for acquisition, activation, retention, loyalty, up sales, cross sales and repeat business

• Surpassed first-year annual quota by more than 300%

Consultant for Data Warehousing & Database Marketing

KMR Consulting

03/1998 - 04/2000

Bayside, NY

Sold a $17,000,000 data warehousing, database marketing, CRM component, consumer credit, demographic, geographic, psychographic data, analytics and predictive behavioral models engagement and solution for a major international bank and credit card issuer. I also served as the project's initial Project Manager. The systems is still being used by more than 5,000 of the bank's sales, marketing and customer service professionals around the world for acquisition, activation, retention, loyalty, up sales, cross sales and repeat business.

Sales Manager/Major Account Executive

Experian Information Solutions, Inc. (formerly TRW Information Services)

01/1996 - 03/1998

Stratford, CT

Strategized, planned and built service bureau offerings from the ground floor leading to expanded services, identification and segmentation of new markets, new sales environments/closures and enhanced customer relationship management for this marketing services provider.

• Recruited, hired, trained/mentored and managed a sales team of 4 professionals

• Marketed, presented and sold data warehousing, database marketing, data, analytic and predictive behavioral model solutions to Fortune 1000 companies in the US including; AT&T Universal Card Services, Chemical Bank, Chase Manhattan Bank, Bank of America, Peoples Bank, HomeSide Lending, JCPenney and Sears for acquisition, activation, retention, loyalty, up sales, cross sales and repeat business

• Improved data center utilization from 64% to over 95% through software/middleware development, introduction of new service offerings, training and maintenance

• Successfully negotiated test projects, predictive models, algorithms for fraud detection, and production databases/data warehouses

• Closed more than $47 million in gross revenues as a division after first year

• Achieved $20 million in personal annual sales (400% over annual quota of $5 million)

Business Development Consultant for Database Marketing

Deluxe Corporation

09/1995 - 12/1995

Shoreview, MN

Conducted short-term marketing/database marketing consulting for new market entry for this prestigious and world renowned check printing and marketing organization.

• Thoroughly investigated the database marketing and CRM industry, their market position, long-term plans/resources, conducted marketing research, provided data, analytics and predictive models, made recommendations specific to marketplace entry needs, marketing, business development and CRM initiatives, sales, sales management and potential rewards.

• All formulated plans, strategies and tactics were fully adopted by client and represented a pivotal foundation for building the infrastructure and total division sales revenues of more than $25 million

• Successes lead to the sale of the division to Acxiom, Inc. for $25 million within two years of implementing my recommendations

Director of Sales

Cross/Z Software, Inc.

06/1993 - 09/1995

Uniondale, NY

Built new sales opportunities and revenues for this high-tech data warehousing, database marketing, predictive behavioral models, customer relationship management and fraud detection/prevention company.

• All credit card fraud detection programs implemented saved client companies millions of dollars monthly in losses

• All analytical, predictive behavioral models, marketing, customer relationship management and sales solutions for clients improved market share by as much as 8% while cutting average marketing costs by 15%

• Successfully attained sales levels in excess of $8 million, 200% of annual quota in years 2 and 3.

• Sold to Discover Card, Chemical Bank, Chase Manhattan Bank, Citibank, MBNA, Bank of America, Wells Fargo and others.

Technologies, Solutions and Software Sold

• Unified Enterprise Security (email/network/

online/cyber/data/applications/eCommerce/

physical/colocation)

• Fraud detection and prevention

• Identity theft solutions

• Unified Information Access

• Enterprise applications/software development/SaaS/cloud-based technology/

integration

• Business information/content/data management/data security/compliance/risk mitigation software/services

• Business intelligence software/services, decision support/OLAP/ROLAP tools/services

• CRM/SFA/lead generation services and software

• Mobile applications, messaging, advertising, GPS/geocoding/IoT

• Big Data, data warehousing/database marketing-management/advanced analytics

• Market research/analytics/syndicated market research/panels/web performance/predictive behavioral modeling/targeting/segmentation strategies/solutions

Education, Competencies and Training

M.B.A., MARKETING AND ECONOMICS – St. John’s University

B.B.A., ADVERTISING – City College of New York, Bernard Baruch School of Business Administration

Computer Competencies:

Windows 95/98/2000/7/NT/XP/Vista, Microsoft Word for Windows, Excel, PowerPoint, SharePoint, Outlook, MS CRM, Access, Mac OS X, Lotus 1-2-3, Lotus Notes, Lotus Freelance, ACT!, GoldMine, Siebel, Salesforce.com, numerous search engines, SEM/SEO/SSN, social media and online applications

Certifications, Advanced Training & Sales Skills Testing:

• Value Appraisal for 2001 National Benchmark and Standardized Web Measurement System – Johnson, Zabor, McManus, Inc. (2002)

• Selling IBM E-business Solutions – Professional Certification Program from IBM (2001)

• “Spin Selling” – Neil Rackham (2008)

• “Helping Clients Succeed” Sales Training – Franklin Covey / Mahon Khalsa (1999)

• Sales Management Training – Bureau of Business Practice (1997)

• “Getting to 1st Base in the Sales Cycle” by John Costigan (2007)

• “Sales Opportunity Snapshot (SOS)” by Learning Solutions International (2008)

• “Strategic Negotiation Workshop” by Think! Inc.(2008)

• Strategic and Conceptual Selling by Miller

Heiman (2009)

• Sandler Sales and Sales Management Training (2010)

• The Gallup Organization, StrengthsFinder Results: “Achiever, “ “Competition, “ “Activator, “ “Woo“ & “Focus“

• Saville Consulting Wave Types = Transactor & Transformer

Other Accomplishments

• Created and implemented a private network of more than 180 top sales/sales management executives for the purpose of identifying, tracking and reporting on “C-Level” executive decision makers for marketing and high tech solutions, sharing information regarding sales processes, sales techniques and market/

economic/industry conditions/trends

• Developed a highly successful, top-down sales process that is unique and responsible for identifying “C-Level” decision makers (CEO, CFO, CIO, CTO, COO, CMO, CSO, CCO, etc.) locating opportunities, pitching new business, dramatically reducing sales and closing cycles, building sound and reliable pipelines and closing sales at unusually high levels.

• Recently created a revolutionary presentation methodology that greatly improves interactivity, communication, needs discovery, validation and qualification activities and significantly reduces the sales/closing cycle.

Website

http://www.linkedin.com/in/kenrubin22.

References and Further Data Provided Upon Establishment of Mutual Interest



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