Sales Human Resources

Peter M. Howe

** **. ****** ******, ********* MA 02476

617-***-**** . *****.****@***.***

B2B and B2C Marketing ~ CRM Database Management and Development ~

Operations

Astute, multifaceted professional with diverse experience improving

profitability, organization branding and profile, and employee productivity

and development in the for-profit and non-profit sectors. Experienced

motivator and leader of project teams, consensus builder, and change agent.

Broad knowledge of operations and marketing management, turning around

under-performing units, and corporate renewal. Provides innovative

leadership to develop streamlined processes and procedures, increasing

efficiency.

Operational Streamlining . Process Development and Reengineering . Program

Management .

Salesforce.com CRM Management and Development . Client Relations . Crisis

Management .

Conference/Trade Show Management . Mergers & Acquisitions

EXPERIENCE

Bright Horizons Family Solutions

January 2008 - July 2010

Director of Partnership Services

The world's leading provider of employer-sponsored child care and early

education, back-up care, and work/life solutions.

Responsible for working with multiple internal groups - Client Relations,

Client Services, Operations, Consulting - to help deepen and strengthen

client partnerships and develop and execute innovative lead generation

strategies.

. Worked with a complex sales structure to develop and implement a

communications strategy to generate leads and maximize client

relationships, developing and implementing the organization's B2B

marketing strategy through a variety of media (web, e-mail, print,

webinars, prospect events, conferences).

. Developed and executed a multi-layered marketing campaign strategy to

prospects and clients that generated over 46M in sales opportunities

over a two and a half year period; tracked and analyzed CRM data to

determine campaign effectiveness and help shape campaign strategy.

. Led the final transformation of the Salesforce.com CRM platform from

initial data migration (from Goldmine) to a 110-user system that

supports both the complete sales process (from lead generation to

closed opportunity/project) and client contact/account information

management.

. Developed detailed processes to plan and execute all marketing

campaigns utilizing the complete Salesforce.com campaign management

module and support applications (e.g., Vertical Response, Silverpop).

Developed a custom scoring formula to help the sales team prioritize

leads.

. Developed Saleforce.com dashboards and reports to enable senior

executive team to monitor sales opportunities and client growth and

retention effectively and to produce business critical information

(e.g., forecasts).

. Coordinated and executed the organization's conference and event

strategy, which was supported by more than .5M annual budget. The

strategy included coordinating the organization's presence and

sponsorship of more than 25 national conferences and events and more

than 20 regional conferences annually.

. Worked closely with the sales organization to develop an intricate

toolkit - prospecting communication templates (e-mail and postal) and

personalized collateral and landing pages.- to help keep sales people

focused and on message.

National AfterSchool Association

October 2003 - June 2007

Chief Operating Officer, January 2005 - June 2007

Interim Deputy Director, March 2004 - January 2005

Consultant, October 2003 - March 2004

The non-profit accrediting body for after-school programs, responsible for

standardized program improvement and an annual national conference with an

average of nearly 2,500 attendees.

Hired as independent consultant, then recruited to drive organizational

turnaround, including, in collaboration with Board of Directors and

consultants, redesigning all functions and the business model.

. Led the organization to a budget surplus of $125K from a deficit of

more than $400K. Margin shifted from a negative position to a positive

15%.

. Decreased costs by 40% (from $500K to $300K) through improved

efficiencies, capabilities, and product delivery by converting

organization from an office-based, regular staff approach to a field-

and consultant-based staff model.

. Increased revenues and improved client satisfaction from the

organization's primary product, after-school accreditation. Increased

total accreditation applications processed by 80%, boosting revenues

from $150K to more than $300K.

. Developed new revenue streams, $50K in first year, through product

enhancement and development with limited or no additional budget.

Developed and launched two new products (a publication and a training

system) and one redesigned product (a publication) in 2005-2006.

Increased margins on printed materials from 49% to 60%.

. Led organization's marketing and branding efforts, including steering

website design and content (www.naaweb.org).

- Served as the Editor/Managing Editor of NAA's journal, titled

AfterSchool Review. The journal informs and educates

practitioners and advocates in related fields about research,

resources and effective, innovative practices. The journal also

serves as a channel to promote NAA and its conferences, products

and services

- Created the organization's first media kit. Wrote all collateral

materials for use at conferences and trade shows, as support for

grant proposals and for general information solicitations.

- Created bi-monthly e-mail newsletter to update NAA members and

the after-school field on NAA news and promote NAA conference,

products and services.

. Managed annual national conference (with conference management

company) that yielded more than $300K in top-line revenue. Identified

themes, recruited speakers, created the agenda, and wrote marketing

collateral.

. Negotiated contracts with consultants and vendors.

. Contributed to grant-writing and obtained three grants, totaling

$380K.

The StayWell Company May

1998 - December 2002

Operating unit of Times Mirror Inc. (now The Tribune Company), then

MediMedia USA, Inc.

Boston, MA; San Bruno, CA; Yardley, PA

Director of Human Resources, October 2000 - December 2002

Reporting to the President/CEO, managed Human Resources and Office Services

through periods of downsizing, new ownership, business function relocation,

and restructuring.

Manager of Human Resources and Corporate Communications May

1998 - October 2000

Developed and implemented company's internal and external communication

efforts to support and integrate three operating units; provided Human

Resources support.

Matthew Bender

December 1988 - May 1998

Operating unit of Times Mirror Inc. (now Tribune Inc.)

Human Resources and Corporate Communications Transition Manager, October

1996 - May 1998

Communications Specialist, July 1993 - October 1996

Communications Coordinator, June 1991 - July 1993

Sales Promotion Editor, December 1988 - June 1991

Certifications

Salesforce.com Administrator (September 2010)

Times Mirror's Leadership Institute For Managers

Kaset International's Frontline Leadership

Oz Principle's employee accountability training program, See It! Own It!

Solve It! Do It!

Kaset International's Everyone Has a Customer client service training

program

Brecker and Merryman's Behavioral Event Interviewing program

Education

BA in English, Rutgers College, Rutgers University, 1988[pic]

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