Sales Manager

DAVID L . BROUG H TON

**** ******* ***** *** ****: 408-***-**** Home: 512-***-****

Dayton, Ohio 45458 E-mail: Fax: 408-***-****

D abmqd5@r.postjobfree.com

SEN IOR SALES A ND MARKET ING EXECUT IVE

STRATEGIC PLANN ING CHANGE MANAGEMENT HUMAN CAPITAL DEVELOPMENT

Accomplished sales executive with success at building and managing high-performance teams and leading

sophisticated sales promotions initiatives in both B2B and B2C markets. Results oriented, decisive leader

w ith proven success at developing, promoting and delivering strategic vision and tactical execution to

emerging multimillion-dollar business solutions and services. Skilled at establishing service excellence in

culturally diverse business environments, translating conceptual products, solutions & sales models into

actionable and measurable growth strategies, and planning/executing complex business development

campaigns designed to improve market share and revenue.

CORE COM PE TENC I ES

• • •

High-stake Staff Full P&L Management &

• Visionary Leadership • Sales & Business • Key Partnership Development

• Budget Planning • Contract / SLA Negotiation • Solutions Development &

• Direct Response • Organizational • Client Satisfaction & Allegiance

Featured direct marketing subject matter expert and author of articles in industry publications including

D irect Magazine, DM News, Business Journal, B2B Magazine and other online and print channels.

N umerous integrated marketing campaign case studies featured in these industry leading publications

as well.

SEL ECTED ACH I E VE M E N T HI G H L IG H TS

SALES B US I NESS G ROWT H

A ND

• Attained 400% agency growth while cutting operating expenses over 25% in th ree

years by restructuring internal management, client teams and account service personnel into

f unctional workgroups while rearranging cost centers from departmental to client-centric cost

model.

• Awarded sizable contracts w ith Sun M ic rosystems and Juniper Networks the fi rst

year in sales and expanded national client base 30% by the thi rd year after creating

and launching client mining and acquisition programs targeting middle and senior managers at

Fortune 1,000 companies with integrated direct marketing campaigns (i.e. direct mail, email,

l anding page, etc.)

• Negotiated $5 million agency-of-record agreements w ith Fortune 1,000 companies as a

result of expanded digital and social media service offerings in addition to providing t raditional

p rint services.

• P resided over strategic planning meetings wi th senior business executives, p roviding

consultation on how to market, position and sell new products and services leading to new

business products / services being introduced to the high-tech and automotive industries.

• Lengthened and strengthened customer relationships by conducting annual 360

d egree customer surveys f indings produced a shift from media services to strategic

marketing solutions centered on sales driven marketing strategies. This shift was aligned with

an agency rebranding initiative. The result was higher customer satisfaction and longer term

strategic relationships average agency client relationship was eight years (three years more

t han 5.3 industry average).

CULT U RAL / ORGAN IZAT IONAL IM P ROVE M E N TS

• I ncreased employee efficiency ratio by 75% as general manager by conducting formal

t raining on new digital services with current staff. As a result, employees garnered both

t raditional and digital experience becoming 90% billable on average.

• Ga rnered record profit increase in excess of 130% in the fi rst year and saved the

company over $200K annually the second year as G M by introducing Clients & Profits

t raffic and time / job t racking system focused on measuring and holding accountable individual

& team performance, and integrating accounting system into t raffic system (allowing job

p rofitability to be reviewed in real-time).

• Acquired a professional team of partners and contractors the fi rst year in

b usiness development w ith extensive B2B experience i n channels pertinent to

solutions sold on Pacific coast. The result was a smooth transition and continued relations with

clients and partners long after my relocating to the Midwest for a more senior role within the

agency.

•

DAVID L . BROUG H TON 512-***-**** D abmqd5@r.postjobfree.com 2 of 2

P ROFESSIONAL H IS TORY

BRC MARKET I NG, INC.

PR I NC IPAL A ND GENERAL MANAGER, D ayton, O H 2006 PRESENT

Lead a progressive agency and its partners in developing services that resonate with B2B Fortune 1,000

clients. Oversee agency personnel of 35 employees on all support and core business matters and provide

marketing strategy and execution as part of comprehensive integrated marketing service offering.

Develop and deliver both emerging and t raditional marketing media including: search engine

marketing, advanced analytics, social media, website design & development, advertising, collateral,

d irect mail, email and t radeshow services.

• Received dozens of local, national and inte rnational awards for agency’s integrated

marketing programs including the I nternational Summit Awards w inner for best direct mail

campaign for Sun Microsystems and “ Top Ten Website of 2007” in B2B Magazine for Cintas.com.

• Reduced agency tu rnover by 32% and improved employee morale by incentivizing

employees based on team and customer performance rather than departments. Improvements in

work product led to national peer recognition, numerous business-to-business marketing awards and

B 2B Magazine’s Top Agency for 2007, 2008, 2009 & 2010.

V ICE P RESIDE NT SALES M ARKET I NG, D ayton, O H 2003 2006

OF A ND

Managed sales team dedicated to business development. Created sales strategies, budgets and plans for

entire organization focused on selling agency solutions to senior level marketing executives at Fortune

1,000 companies. Developed processes for acquiring, retaining, managing and communicating with

p rospect contacts.

• Created integrated communications and systematic approach of corresponding wi th

p rospects a t various points in the sales cycle (i.e. door opener mailer followed by phone call and

email, etc.)

• Early adopter of social media, search engine marketing and analytics solutions i n B2B as

a result of conducting annual reviews with clients and vendors, listening and learning about their

needs and marrying against latest proven t rends in marketing. The result has been numerous

awards won based on ROI.

D I RECTOR B USI NESS D EVELOPMENT, S an Jose, CA 2000 2003

OF

Opened California branch and expanded service offerings to Pacific coast. Managed all aspects of

business development including: research, prospecting, sales calls, presentations, management of

partners & support staff, program development & execution, and contract negotiations.

SI L ICO N G RAP H ICS, I NC .

SEN IOR B USI NESS P ROJECT M ANAGER, M ounta in View, CA 1999 2000

Project managed team composed of individuals from various departments throughout the professional

services organization, ensuring interdepartmental collaboration to achieve cross-departmental goals.

Worked with departmental heads to develop process improvements around material shipments and

R MAs resulting in reduced cycle times of materials shipped to the field and defective items returned

for repair.

O PERAT IONS M ANAGER, M ounta in View, CA 1997 1999

M anaged a diverse team of engineering technicians that manufactured and tested high-end graphic

workstations and super-computers. Managed all aspects of production, from planning and materials

handling to final production. Responsibilities included hiring, training and terminating all production

personnel, in addition to developing new processes that streamlined production.

FR I TO LAY, INC.

PRODUCT ION MANAGER, C asa Grande, AZ 1994 1997

Led a team of 40 production personnel that manufactured salty snacks (Doritos, Fritos, Lay’s, Ruffles,

etc.). Primary responsibilities included ensuring high-quality standards were maintained, production

schedules were met, employee safety was preserved and that profitability was continuously improved.

Member of:

Direct and American Marketing Associations

ASP - Association of Sales Professionals

Chief Marketing Officer (CMO) Network

ED UCAT ION A F F I L IAT IONS

&

DeV ry University, Phoenix AZ

BS in Business Operations / Minor in Accounting

Graduated Magma Cum Laude

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