Marketing, Communications, Pubic Relations, Web 2.0, CRM, Bus Dev
Resume:
DOUGLAS MARSHALL
Gilbert, AZ 85234
**************@*****.***
Professional marketer with a career distinguished by a wide breadth of global marketing and communications experience. Effective leader with the ability to make difficult decisions and overcome complex business challenges. Recognized as a catalyst for positive change, professionalism, positive attitude, integrity, strong work ethic and an unwavering commitment to excellence. Strategic thinker with proven leadership; strong analytical, problem-solving and interpersonal skills; and excellent verbal, written, and presentation skills.
EDUCATION
CALIFORNIA STATE UNIVERSITY, FRESNO | FRESNO, CA | Master’s of Business Administration | 1995
CALIFORNIA STATE UNIVERSITY, FRESNO | FRESNO, CA | Bachelor’s of Science in Marketing | 1993
SKILLS
Demand Generation & Customer Retention Expertise
Leader/Mentor/Coach
Top/Bottom Line Driven
Integrated Marketing Deployment
Public/Private/Start-ups
B2B & B2C
Software/Technology/Energy/Utilities
Healthcare/Construction/Telecom/Internet
Marketing/Branding/PR/Communications
Global/International Marketing
Strategic Planning & Tactical Execution
Product Launch & Rollout
P&L and Budget Management
Project & Program Management
Marketing Campaigns/Go-To-Market Planning
Business Development/Contract Negotiations
SEO/SEM, PPC/PPI, Affiliate Marketing
Web 2.0, Social Media
Website/Advertising/Events
CRM Implementation/Sales Force Automation
CRM (Salesforce.com, Microsoft Dynamics, Zoho, Deltek)
Microsoft Office Suite, Adobe Suite
EXPERIENCE
ARCADIS, INC, Tempe, AZ
Senior Marketing Director, 2005 to 2012
Oversaw the marketing and communications department for this global A/E/C firm, including – development of an annual company marketing plan, brand management, market research, advertising, acquisition/retention campaigns, internal/external communications, and public/media relations. Oversaw a staff of 9 employees.
Under direction of the CEO, spearheaded the worldwide corporate strategic planning process. Presented final plan to the executive management team for approval. Co-led rollout and implementation throughout the organization. Identified and captured financial & market data, designed plan structure and layout, coordinated/facilitated/scheduled planning meetings, directed critical communications to management and staff related to status and results
Oversaw the development and implementation of demand generation programs targeting 25 market sectors and 10 product/service lines. Exceeded revenue objectives by an annual rate of 25% and under budget. Instituted a integrated marketing approach using both online and traditional marketing techniques
Led redesign of Internet and Intranet websites – strategic website plan development, interface design, competitive assessment, traffic and click stream benchmark analysis, search-engine optimization, social media, web analytics, content management, media news/articles, and CRM integration
In first twelve months, launched first-ever companywide CRM system (Microsoft Dynamics CRM) identifying and developing business requirements, sales processes, workflow design, training programs, pipeline management tools and reporting procedures, sales-force automation & systems integration requirements, project plan components and scheduling. In fifth year, implemented Salesforce.com across the organization over 6 month period.
Introduced and led the development of the ARCADIS Pulse Survey – an annual construction and engineering study designed to increase awareness and better position the company as a thought leader in several key industries. Targeted C-level contacts in both the public and private sectors. Completed more than 160 telephone interviews soliciting feedback on multiple industry topics. Findings published in an executive summary and distributed to media, clients, and staff. Public relations efforts resulted in more than 30 interviews of key staff published in 100+ industry journals and magazines, including: The Wall Street Journal, Business Week, Engineering News & Review, and dozens of regional publications. Internally, the research identified several new market opportunities, near-term revenue streams, and increased pricing opportunities – equating to more than $10M in additional sales
Working closely with other internal departments, managed the development of detailed integration communication plans for the company’s three largest acquisitions ranging from 250 to 1,800 employees
IHS GROUP, Englewood, CO
Senior Director of Marketing, 2000 to 2005
Directed marketing department with 10 employees for this $263M global company providing engineering information software products & services and Internet/eCommerce to the Fortune 500. Responsible for developing and executing company’s strategic marketing objectives to drive market share and profitability. In addition, directed the branding, market research, go-to market strategies, marketing communications, tradeshows/conferences, and retention & demand generation programs on a regional/national/global basis. Worked closely with sales profiling high-level prospects, identifying market opportunities, developing sales tools, and building awareness.
Introduced and implemented the company’s demand generation strategy incorporating integrated marketing tactics thru telemarketing, webinars, email, and direct mail – resulting in more than 3,000 qualified leads and over $3M in revenue annually
Oversaw the design and deployment of the organization’s Deltek CRM system and marketing campaign strategy resulting in a recognized sales pipeline of $50M in forecasted revenue and $2M in closed sales in the first six months
Directed the implementation of the Customer Insight Program whereby key “at risk” accounts were identified and a retention/winback initiative developed resulting in $1.5M in renewals and competitive wins
Led the development of the company’s federal government lobbyist program including design of an overall strategic plan, comprehensive marketing communications plan, as well as financial oversight. The end results were a significant increase in awareness with key senate and congressional leaders and the awarding of $18M in up-front congressional funding
Introduced webinars as a lead generation tool. Conducted 14 webinars in 2003 leading to $1.5M in revenues
XO COMMUNICATIONS, Denver, CO
Regional Director of Marketing, 1998 to 2000
Oversaw the marketing department for this telecommunications company; a provider of communication solutions for businesses and carriers. Led a staff of 12 marketing managers located throughout the Western U.S. Worked closely with sales, finance, operations, engineering, and customer care. Responsible for the development of marketing plans including: promotional development, pricing strategies, distribution models, and product rollout.
Developed a promotion for two bundled service offerings to attract new customers in a key targeted market segment resulting in additional revenues over $4M
Designed a successful building event and blitz campaign to focus the sales force in each market on the targeted market, leading to over $2M in sales
Structured a teleservices and direct mail campaign offering bundled services to the region’s embedded base, leading to a 25% increase in productivity
ATLAS SYSTEMS INT’L, Denver, CO
Director of Sales & Marketing, 1995 to 1998
An international business providing contact management software products to the direct-selling industry. Reported to the chief executive officer with key responsibilities in the development, management, and evaluation of annual and quarterly marketing/sales objectives and results. Designed company’s sales training programs targeting multi-million dollar corporate accounts. Managed business planning process and organizational identity. Provided creative direction for advertising campaigns. Provided reports on marketing and business developments; researched and identified new market opportunities; and directed the design of company’s collateral.
Directed a successful cross-functional corporate-client sales campaign for a new product, which led to over $5M in revenue
Designed marketing plan targeting large corporate accounts for new contact management software product to be marketed to independent distributors
Successfully negotiated company’s largest individual sale of $2M, contracting with worldwide cosmetics distributor
VISION CARE CENTERS, Fresno, CA
Director of Marketing, 1990 to 1995
Reported directly to the CEO for this ophthalmology practice. Responsible for the daily operations of six optical offices with a staff of six managers and 30 employees. Duties included: developing marketing strategies/ programs, vendor negotiations, product rollout and pricing, implementing customer retention and acquisition programs, and development of training programs. Established inventory control systems to control costs and enhances employee product knowledge. Directed customer service programs through focus groups, surveys, and telephone interviews to identify perceptions of end-users.
Oversaw a $3M annual budget with 15% reduction in expenses during first three years and a minimum increase in revenues of 12% each year
Directed the development of a new training program, resulting in a 30% reduction in errors and an increase of sales of high-end products by $250K
Designed company’s marketing plan to include competitor analysis, market trends, industry challenges, pricing, promotional campaigns, and consumer demographic analysis
LOCAL AFFAIRS, INC, Fresno, CA
Marketing Manager, 1985 to 1990
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