Sales Marketing

DANIEL L. WHITEHEAD

** ****** ******

Metuchen, NJ 08840

Home: 732-***-**** ***********@*********.*** Cell: 908-***-****

Business Development ? National Accounts ? B2B Marketing ? Sales

Optimization

Creates and implements a disciplined sales approach resulting in best-in-

class results. Expertise in organizational growth through hands-on process

engineering, metrics, and measurements that assist others in achieving and

exceeding their goals. A value-oriented sales executive with P&L

experience, who is expert at creating win/win national client

relationships. Created and directed field sales, telesales, and direct

marketing channels using innovative data analytics tools to provide

measureable results. Executive experience in small to large corporations,

in the US and Canada.

Key contributor:

. Creates winning sales processes to maximize business growth.

. Strategic thinker and exceptional business developer.

. Aligns resources, sets expectations, measures results, and mentors for

success.

PROFESSIONAL EXPERIENCE

ALL-STATE LEGAL, INC., Cranford, NJ 2006 - 2010

An employee-owned company providing legal specialty and printing products

to law firms.

Vice President, Sales and Marketing

Leadership of Field Sales, Telesales, Direct Marketing, Customer Care

Center, Graphics Departments, and Marketing.

. Field sales - 10% year over year increase in new business sales/rep.

o Created prescriptive sales process using data analytics, increasing sales

accountability.

. Direct Mail - marketing spend reduced by 15% while increasing retention

and client acquisition.

. Created new telesales channel servicing 3,600 clients.

. Implemented segmentation, churn modeling, next best product through data

analytics & predictive modeling.

. Directed inbound/outbound telecenter - managing 400 inbound calls per

day.

. Marketing functions included product management, training/development,

brand, catalogue, trade shows, business development.

. Acquisition planning and implementation.

o Two acquisitions in 10 months - including pre and post implementation.

. New product development.

o Created business processes to focus on strategic fit.

TRANSCONTINENTAL PRINTING, INC., Toronto, Canada 2003 - 2006

A $2+billion Canadian publisher and printer of magazines, newspapers,

books, and general commercial printing.

Senior Vice President, Commercial Group

P & L responsibility for $86 million revenue, 570 employees.

. Managed a portfolio of businesses including data analytics/hosting,

direct marketing, commercial printing, retail flyer printing, and

premedia production. Fiscal 2005 results:

o Data analytics/hosting: Maintained 20% EBIT with a new management

structure.

o Direct marketing: 22% increase in EBIT, reduced costs by $5.8 million.

o Commercial print: 20% reduction in operating costs, turnaround in

progress.

o Retail flyers: 5% organic growth, 20% improvement of EBIT.

o Premedia: 30% increase in sales, 22% increase in EBIT.

DANIEL L. WHITEHEAD

Page Two

Home: 732-***-**** ***********@*********.*** Cell: 908-***-****

MAIL-WELL CORPORATION (Cenveo), Chicago, IL 2003 - 2003

A $1.6 billion commercial printing and envelope manufacturer.

Vice President, Sales & Marketing

Directed the sales development efforts of four autonomous businesses

including a back-office outsourcing business, direct marketing, digital

printing, and premedia businesses.

. Sales development focus on implementation of a $25 million outsourcing

relationship.

. Strategic alliance review and development of a third-party partnership.

. Established a fulfillment alliance to support national distribution of

printed products.

. Researched and proposed an internet-based catalog order entry/query tool

to support a fulfillment initiative.

Sales and Marketing Consultant, Chicago, IL

2001-2002

Implemented strategic sales and marketing solutions that turned

transactional sales organizations into high-value, high-growth, customer-

focused strategic providers.

. Increased sales expectations by 33% in a declining market by implementing

a customer-centric account planning process that improved strategy,

discipline, and process.

. Recovered a multi-million dollar customer relationship for a $120 million

firm.

. Implemented replicable sales and marketing strategies to transition 275

direct and channel sales associates from transactional to high-value,

sustained customer partnering relationships.

MOORE CORPORATION, (RR Donnelly), Chicago, IL 1996 - 2001

Vice President, Corporate and Marketing Communications (2000 - 2001)

Implemented communication solutions for customers, investors, and

employees.

. Assisting the CEO in a strategic review of the organization, creating

communications for an MBO/LBO that resulted in a 5X increase in the value

of the business.

. Reduced a $20 million budget by 25% with ten direct reports and 50 staff

while improving services to the enterprise. Managed investor relations,

media and public relations, employee communications, brand management,

corporate travel, creative services.

Vice President, Business Development (1999 - 2000)

Strategic planning role to create value, innovation, scope, and scale of a

seven-unit corporation.

. Launched Latitudes(, a new business that sold forms/labels through a

distributor network, generating $8 million the first year.

Vice President, Major Account Executive (1996-1999)

1. Increased sales by 20% annually to $20 million with 120% profit

improvement by developing and implementing a corporate wide, customer-

specific strategic plan. Industry growth was 3%.

Prior roles at Moore: Managing Director of a software startup, Regional

Sales Manager, Director of Sales, Corporate Enterprise Manager for National

Accounts.

EDUCATION

Executive Management Program,

Kellogg Graduate School of Management, Northwestern University, Chicago, IL

BBS, Marketing,

University of Northern Iowa, Cedar Falls, IA

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