Sales Real Estate

Industry Leading Sales & Marketing Executive

Recognized as a multi-faceted, strategic thinker focused on performance and

productivity improvement. More than 15 years of progressive executive

management and leadership experience acquired by rolling up his sleeves and

getting involved. An active learner who evaluates programs and adjusts

strategies to compete more effectively in an ever-changing marketplace. A

sales and marketing leader for B2C and B2B companies that enjoys competing,

and winning. Brings a track record of developing and executing strategies

as a collaborative team member and self-motivated individual. Excellent

interpersonal skills, impeccable integrity and a strong work ethic.

Market, Consumer & Competitive Analysis ( Strategic Planning ( New Business

Development ( Project Management ( Employee Development ( Team Leadership (

Developing Relationships ( P&L Management ( Marketing Strategies ( Key

Account Development ( Budgeting ( Forecasting ( Customer Acquisition, Cross-

sell & Retention ( Organization Planning ( Contract Negotiation

Professional Experience

Nielsen Claritas/Equifax National Decision Systems - 1988 - 2009

Vice President, Analytical Consulting & Services - Alpharetta, GA 2006 -

2009

Executive leadership for the sales, design and delivery of innovative

trade, consumer and market insight projects focused on the achievement of

strategic and tactical objectives. Project objectives included branding,

consumer targeting, market entry and development, sales planning,

merchandising, media targeting, shopping experience optimization, real

estate targeting and marketing impact measurement. Served as lead

consultant to apply insights to clients' marketing and real estate program

development and the advancement of consumer-centric activities.

< Integration of internal and external data sources to develop a 360o

view of consumers.

< Improved customer satisfaction through the development of on-going

customer relationships.

< Increased revenue 5.7% per project and improved average project

relationship 39.6% per account.

Vice President/Senior Practice Leader - Retail, Restaurant and Real Estate

- Norcross, GA 2000 to 2006

Led product development, strategic marketing and field sales tactics to

penetrate and expand the company's presence in the retail, restaurant, real

estate, automotive, travel/hospitality, consumer durable, government, non-

profit and consumer service industries. Primary source of best-practice

knowledge for integrating consumer and market-based information for

improved customer acquisition, cross-sell and retention activities as well

as channel and market development strategies. Served on company and

corporate cross-functional teams for strategic planning activities.

< Improved revenue nearly 45%, to more than $21 million in annual

revenue, over five years.

< Earned top Industry Practice Leader award based on revenue performance

and client satisfaction level.

< Segmentation tools and CRM strategy delivered for Best Buy's consumer

centricity efforts generated 17% sales improvement, with average

transactions up 4% and close rates up 11.8%, in the first year.

< Speaker at more than 30 industry conferences and a primary source for

demographic trend and consumer targeting information for industry

trade publications.

Vice President, Regional Sales Manager - Tucker, GA 1996 to 2000

Directed the sales operations of Southeast region focused on new business

development and client retention. Developed sales strategies and tactics

for industry penetration and client up-sell. Responsible for the hiring,

development and motivation of multiple high-performance sales teams

resulting in "new logo" success.

< Achieved Top Regional Sales Performance award for completing a "worst

to first" transition.

< Supervised the direct mail list fulfillment department to achieve

record revenue.

Director - Retail, Restaurant and Real Estate Group - San Diego, CA 1994 to

1996

Coordinated marketing, new product development, project fulfillment and

sales support functions for the company's largest business unit.

Formulated analytical projects for market and site expansion, understanding

customers and measuring consumer and business demand. Provided consulting

services to client accounts to maximize use of company's information

resources and analytical services. Served as "industry expert" for sales

teams and clients in the use and application of marketing information for

business applications.

< Consistently exceeded revenue plan with direct responsibility for up

to $8 million in revenue.

< Market penetration in excess of 45% of the top 100 retailers and 65%

of top 100 restaurant companies through effective marketing and sales

initiatives.

Additional Experience - Details on Request

Equifax National Decision Systems

Senior Account Executive - Vienna, VA

High-level solution-based sales and service to clients for the development

of target marketing and market analysis capabilities. Provided

consultation and support in the use of marketing databases, customer

segmentation and targeting systems, information delivery and analysis

systems, and consumer/business database marketing for real estate,

marketing, merchandising and strategic planning functions. Annual new

business sales of over $1 million per year.

Club Corporation of America

Director of Marketing, North Central Region - Knoxville, TN

Coordinated the development and implementation of all objectives, tactics

and programs related to club development and membership for the

corporation's largest and most profitable region. Successful programs and

activities resulted in $33.5 million in annual membership dues, $5 million

in initiation fees, $44 million in food and beverage sales, $4 million in

golf operations and $450,000 in tennis operations for a 28.5% improvement

over the prior year.

Blue Cross and Blue Shield Association, Federal Employee Program

Director, Marketing Consulting - Washington, DC

Directed the marketing and sales staffs of more than 75 Blue Cross and Blue

Shield companies in the development and accomplishment of enrollment

acquisition and retention goals, objectives and strategies for the Federal

Government's individual consumer choice healthcare account with an

enrollment of 1.5 million subscribers and an annual premium income of

approximately $2.5 billion.

Education

University of Alabama - Tuscaloosa, AL

Master of Arts in Communications

UNIVERSITY OF ALABAMA - TUSCALOOSA, AL

Bachelor of Arts in Communications

PERSONAL

Member of University of Alabama football team 1977-1979;

o Southeastern Conference Champions in 1977, 1978 and 1979

o National Champions in 1978 and 1979

o Letterman in 1979

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