Sales Manager

TERI BURGESS

***********@****.***

**** ******** *****, *********, ***** 76051

817-***-**** (H); 817-***-**** (C)

VALUE PROPOSITION: I am a global marketing expert with several years’ experience in consumer products and a specialty in

refining critical consumer insights and defining corporate strategies needed for driving revenue growth.

QUALIFICATIONS: (use hyperlinks to quickly find related experience)

MBA from Vanderbilt University

15+ years CPG experience in product/brand marketing and market research

International experience in 20+ countries

Experience leading, coaching and inspiring teams, while overseeing budgets of $1 million

Skilled in strategic thinking, brand development, new product development, and innovation

Strong analytical, decision making, influence and communication skills

Experienced at driving collaboration across functions, geographies and businesses

EXPERIENCE

MARY KAY INC., Dallas, Texas 1993 thru December 2009

Director of Market Research – Consumer & Brand Insights (2007 to 2009)

Led strategic and innovative efforts to execute well-conceived research projects and provided leadership to 5 market researchers who

delivered impactful insights via rich stories to promote a deeper understanding of consumer (B2C) and independent sales force (B2B)

behavior. Planned and managed annual budgets: $500,000 to $1 million.

Accomplishments and initiatives in global market research included the following:

- Directed Mary Kay’s global strategic market research that generated actionable recommendations for decisions influencing

revenue growth and changes in the company’s business.

Introduced groundbreaking “what women want” qualitative and quantitative consumer research in 8 global markets to learn

specific media and product preferences and to uncover themes, which are the foundation of future global brand advertising

and media campaigns that will drive revenue growth.

Initiated a new “Product & Brand Relationship and Usage” ethnographic study in the U.S. and 8 international markets to learn

through in-home interviews of customer habits and experiences for selecting, buying, using, and storing cosmetics; followed up

with a quantitative survey.

Provided consulting, creative ideation sessions and thought leadership to internal clients in order to offer alternatives to

research. Saved over $200,000 using creative outsourcing and insourcing.

Worked closely with leadership in major markets of US, China, Mexico and Russia, plus another 20+ countries in Asia Pacific,

European Union and Latin America to support their needs through the cost-effective use of highly efficient researchers.

Process enhancements and performance improvements included the following:

Implemented a proactive approach for calendar and budget planning through solicitation of internal clients’ needs, which

significantly reduced last-minute requests and improved utilization of research resources.

Designed innovative internal client self-service process for tactical research projects, successfully minimizing research staff

time on low priority projects while allowing more time for business critical projects.

Synthesized market intelligence, industry trends and internal data with research findings and constructed value-creating

recommendations to engage Executive Team and Senior Management during key presentations and updates.

Strengthened research systems by creating standardized templates, shorter processes and project tracking which reduced

project time and improved quality and client satisfaction.

Director of Research Analysis (2001 to 2007)

Because of an extensive marketing background and a strong analytical aptitude, was promoted to manage strategic research projects and

translate research findings into meaningful insights and recommendations. Responsible for higher-level global market research through 3

researchers; my sub team was part of the global research department. In the team matrix, was accountable for sales force research,

consumer brand purchase and usage research, as well as, being the research liaison for Asia Pacific. Managed annual budgets:

$200,000 to $350,000.

Accomplishments included:

Led major overhaul of strategic/historical sales force tracker research that improved response rates by 300%, created results-

oriented insights that better aligned with the business environment, and most of all improved internal usage of findings.

TERI BURGESS PAGE TWO

Recommended consumer brand purchase and usage research be undertaken because historical information was weak; since

then the company has continuously invested in consumer research.

Upgraded department’s presentations in order to make research more insightful, self-evident and user-friendly via graphs,

color coding, headlines and other powerful visual communication.

Director of Color Cosmetics – Brand & Product Marketing (1999 to 2001)

Reported to VP of Marketing and managed one of Mary Kay’s core product lines. Mentored and supervised team of 5. Responsible for

enhancing the Mary Kay brand by driving product innovation, developing long-term growth strategies, creating business cases, analyzing

competition, setting competitive pricing, solving product emergencies and providing direction for product strategies, communications,

pricing, packaging and sales forecasts for the line. Accomplishments included:

Managed 350 regular line products plus 100-150 limited edition products. Complete product line annually represented $250 to

$350 million wholesale (35% of sales.) Product category sales grew by 20% in first 2 years; 35% thereafter.

Generated the idea of a comprehensive Global Marketing Strategy for all of the product lines and collaborated with the other

product directors to create and launch the new strategy, which was the company’s first to weave together brand, product, promotion

and education strategy for all product lines.

Interacted regularly with sales force leaders and consultants in order to improve product offerings and respond to product

issues. Collaborated with cross-functional team to ensure quality, on-time product launches.

Led four of the company’s six major promotions each year; all were consistently very successful.

Product Manager, Color Cosmetics Brand & Product Marketing (1996 to 1999)

Reported to the Director of Color Cosmetics and supervised two Assistant Product Managers and an Administrative Assistant. Determined

promotional strategy, pricing opportunities and sales forecasts. Managed product development, launches and phase-outs.

Accomplishments included:

Managed 420 regular line sku’s in the color line, plus another 100-200 limited edition products representing between $300 to $350

million wholesale and approximately 45% of total Mary Kay sales.

Monitored product launches and promotions, shared sales insights with launch partners and conducted post-launch debriefs to

improve future product offerings.

Assistant Product Manager, Color Cosmetics Brand & Product Marketing (1994 to 1996)

Reported to Director of Color Cosmetics Management. Managed Color Cosmetics product lines (eyes, cheeks, compacts) representing

$100 to $150 million wholesale. Determined promotional strategy, pricing and forecasting.

International Marketing Manager (1993 to 1994)

Coordinated marketing efforts for Australia and Canada with the corporate headquarters . Analyzed competitive environment and sales for

Australia and then made recommendations for growth. Worked with local staff to develop promotions.

SARA LEE CORPORATION 1984 to 1993

Marketing Manager, Design Foods Division; Fort Worth, Texas (1989 to 1993)

Marketing Manager, Hi-Brand Foods Division; Peachtree City, Georgia (1984 to 1989)

Hi-Brand Foods merged with Standard Meat of Fort Worth (both were divisions of Sara Lee), the new company became Design Foods. Both companies

were frozen foods processors selling to foodservice distributors, restaurant chains, convenience stores and schools.

At Hi-Brand Foods, was responsible for developing promotions and marketing materials for company and their distributors. Created

customized promotions targeted to sales reps, brokers, distributors and end-users. Oversaw development, launch of 18 new products for

school market (B2B). Managed promotion budget of $500,000. At Design Foods, worked closely with sales reps on promoting products

for both restaurant and school foodservice sales (B2B).

TECHNOLOGY

Power user of PowerPoint, Excel, Word; Other: Qualtrics (survey), Cognos (BI), Access, and HTML. Marketing representative on Mary

Kay data warehouse development team. Provided direction and championed usage.

EDUCATION

Master of Business Administration (MBA) with concentration in Marketing; Vanderbilt University, Owen Graduate School; Nashville,

Tennessee

Bachelor of Science in Business Administration (BSBA) with major in Marketing; University of Southern Mississippi; Hattiesburg,

Mississippi. Honors College student.

COMMUNITY CONTRIBUTIONS

Advisory Board Member for Master of Science in Market Research program (MSMR) University of Texas at Arlington. AMA

(American Marketing Association) member. Habitat for Humanity volunteer.

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