Sales Customer Service

Steve Couture

**** ****** **.

Independence KY, 41051

Phone: 859-***-****

E-mail: abmr65@r.postjobfree.com

QUALIFICATIONS SUMMARY:

A results-focused leader with a financial M.B.A. and 16 years of

successful Sales & Marketing leadership experience. My strength as

marketing leader and an innovative strategist is backed up with a

proven track record of developing and marketing effective business

solutions to drive major revenue and profit growth in multiple

vertical markets. Strong experience in the strategic direction and

execution of go-to-market strategies/business plans, P&L financial

performance, digital and social media utilization, public and media

relations, commercialization, tradeshows, sales support, international

marketing and national promotions. Comprehensive leadership experience

in both business-to-business and business-to-consumer type

organizations. Solid record of leading aggressive, sustained ROI

growth of businesses.

AREAS OF EXPERTISE:

Solid Marketing Leadership Experience

Go-to-Market Strategies and Execution

Creating New Sales Channels/Vertical Markets

Public Relations, Media Relations and Publicity

Product Development & Market Deployment

International Sales & Marketing

Market Research & Segmentation

. Extensive Social Media Strategies & Execution

. Branding Strategy & Leveraging

. High-Performance Team Development

. Mass Media Marketing (B2C)

. Sales Lead Generation Initiatives

. Search Engine Optimization (SEO)

. Business-to-Business (B2B) Target Marketing

PROFESSIONAL EXPERIENCE

Union Springs Pharmaceuticals - Erlanger, KY

2009 - present

Vice President, Sales & Marketing

Complete sales and marketing leadership responsibilities for all

retail/consumer markets (B2C) and business-to business (B2B) markets

including P&L, strategy creation, equity establishment, initiative

pipeline, commercial proposition, supply chain, and organizational

development. Hired, led and motivated a large national independent

broker & marketing team (43 total professionals). Provided corporate

leadership over the annual marketing and sales planning process.

Developed and executed short to long-term marketing and promotional

strategies required for sustainable ROI growth.

Delivered record volume, sales, market share, and profit margin for

fiscal 2009 through the establishment of the retail/consumer sales

channel in over 30+ retail chains in the 2nd half of 2009 including

some of the largest mass, food and drug chains in the United States.

This resulted in distribution in over 12,000 stores.

Led the strategy development and execution of the first national

launch of retail and consumer sales for Union Springs Pharmaceuticals.

Strategy included heavy public relations, media relations, DMA

marketing, a comprehensive digital/social media mix and creative

retail merchandising to cut into planogram cycles. Results

immediately generated product orders that were 220% above 2008 sales

volume.

Deployed many successful business-to business (B2B) lead generation

campaigns to introduce new products through various media channels

such as PR, publicity, "dark" digital sites, B2B websites, targeted

dimensional mailings, viral videos, testimonials, business podcasting,

B2B social media, e-marketing literature, business conference

presentations, 50+ trade shows, B2B workshops, event marketing and

etc that resulted in increasing the sales lead pipeline by 230% in

the first 12 months.

Developed and executed a very successful social media marketing

strategy that encompassed multiple viral videos on YouTube, Blinkx,

SheKnows, Viddler that resulted in 2M+ views; Facebook and Twitter

with 18.3% conversion rate (twice industry standard); and

comprehensive blogger network of 1,300 "mommy" bloggers.

Led the development and execution of Union Springs Pharmaceuticals

first comprehensive national consumer marketing launch that included

multiple commercials on 33 national syndicated/cable network TV

channels, national radio stations, digital billboards, bus wraps,

direct response mail, heavy PR outreach to over 1,000 leading media

outlets, NEWS, magazine print, search engine optimization, web &

webcast advertising and sponsorships, syndicated article releases, and

in-store co-op marketing. Results generated over 375 million

impressions that increased consumer sales by almost 300% at CVS and

other retailers while also increasing USP web traffic by over 1000%

within four months.

Standard Publishing - Cincinnati, OH

2007 - 2009

Vice President, Sales & Marketing

Provided executive leadership for marketing, sales, and customer

service organizations of 85 professionals. Sales responsibilities

included leading a team of regional field sales, contracted sales

reps, national accounts, international sales team, retail sales

brokers, inside sales team and customer service (outbound and

inbound/call center) for retail, trade and direct sales. Marketing

leadership responsibilities included leading a team of 8

marketing/product management professionals focused on the strategic

direction and execution of integrated promotional strategies, P&L

financial performance, development of next-generation products and

services, sales campaigns, sales field training/development, customer

service, sales lead generation, and new product launches.

Completely reorganized and developed the overall strategic direction

and the execution of Standard's plans including complete sales and

marketing operations, budgeting process, financial performance,

distribution, staffing, training, customer service and new product and

service introductions.

Led the reorganization of the retail sales and marketing organizations

in 2007 to substantially increase sales efficiency and effectiveness

resulting in an increase of 18% for Return on Assets (ttm), an

increase of 26% for Return on Equity (ttm), and an increase of 23% for

Operating Cash Flow (ttm).

Deployed a comprehensive promotional campaign consisting of six direct

catalogs, three trade catalogs, 3rd party co-op catalogs, e-Commerce,

search engine optimization, 67+ annual conventions/events, direct

print mail, targeted email campaigns, publicity events, public

relations, merchandising, sales collateral and tools, viral/blog

marketing, heavy magazine advertising (over 40 publications),

resulting in growing direct sales by 35% the first two years.

Increased marketing and sales ROI by 22% (ttm) via executing on an

integrated 2008 sales and marketing strategy that created a unified,

leveraging approach to all revenue-generating campaigns. Established

ROI tracking methodologies for all marketing campaigns and sales

initiatives to measure success rate.

Tripled sales leads (344%) via a three-prong strategy: (1) by

effectively deploying database analytics which profiled existing

customers for characteristics that identified new acquisition targets

with shared strong buying propensities; (2) deployed a new sales

resource management system that alerted sales of new sales leads from

multiple web-sites, customer service, e-mail, and convention leads;

(3) strong targeted acquisition marketing.

Standard Register - Dayton, OH

2003 - 2007

Sr. Manager, Marketing & New Business Development

Led all corporate business development, national marketing, and sales

deployment (500+ reps) for DesignOnDemand , Dynamic Communications ,

Prospector, Profiler, and MarketSmart ; a suite of marketing B-to-B

web-based technologies and services for the financial & insurance,

manufacturing, healthcare, and retail vertical markets.

Led the marketing/business development and national sales deployment

of the DOX-DOD business initiative, new web-based acquisition

marketing tools for the automotive retail market. Grew from zero to

over 1,300 dealers over the past two years exceeding all revenue

projections by 60% in 2005 and 44% in 2006. Sales in 2007 hit $6.2

million, a 39% increase over 2006.

This revolutionary web-based product was profiled in a University

published book as a successful business-case model that drove

significant revenue. Data-Driven Print, Dr. Patricia Source, RIT,

2006.

Led the development and national launch of five marketing solutions

through 550 sales reps, selling in three vertical markets, resulting

in $12.8 million dollars in sales revenue for 2006.

Delivered one of the fastest growing revenue producing product

portfolios at Standard Register with high double-digit growth (29%

annualized) since 2003.

Established and managed multiple profitable alliances (AutoData,

USADATA, Acxiom, and Catalyst Direct) that resulted in a cost

avoidance of $5.2 million in internal development costs.

Presented at various industry conferences on the future trends of

multi-channel target marketing technologies and web-based acquisition

marketing tools. Presented at Industry Analyst meeting. Author of

several national press releases. Published in marketing-related

journals.

Johnson & Johnson - Cincinnati, OH

1988 - 2003

Corporate Program Manager, Worldwide Product Management & Sales

Operations

Held various management/leadership roles for over twelve years at

J&J's, Ethicon division corporate headquarters. Responsible for

leading and directing teams to execute core strategic business

initiatives deemed critical for business growth. Provided

program/project management leadership within various organizations

including: worldwide sales operations (650+ sales reps), new product

development, worldwide physician product management, alliances &

partnerships and international program management. Last two years as 6-

Sigma external consultant.

Led four new product development programs and marketing launch (w/ 15-

17 direct reports) totaling over $25.3 million in new world-wide

sales, including the Endo-Loop Suture Platform (internal suturing),

R1012 Trocar (laparoscopic port), the phase 2 Prox III (external skin

stapler), and the Right Angle Clip Applier (veins & arteries closure).

Directed a joint venture team for the NeoProbe 2000 Gamma Detection

System (breast cancer detection) involving three separate 3rd party

businesses. Responsibilities included software, and electronic

upgrades for eight international countries and world-wide marketing.

$14.6 million contractual minimum revenue agreements.

Developed and led a business partnership with Eli Lilly, a direct J&J

competitor, involving selling a new surgical product during a patent

infringement lawsuit with another direct competitor, U.S. Surgical.

This partnership created $4.1 million in new sales over a two-year

period.

Created and implemented the worldwide Physician Customer Service

Center (1-800-USE-ENDO) servicing Europe and U.S. Recruited and

managed over 20 Clinical Nurses and led the development of an Oracle

driven database supplying product information, technical support, and

emergency assistance 24/7. This center played a key role with

worldwide sales and marketing for customer product positioning,

promotional up-selling and cross-selling, competitive field research,

and customer experience feedback used for product optimizations as

well as new product innovations.

Established multiple international sales offices and provided

comprehensive sales training to 650+ sales reps

Led the 6-Sigma Quality program for Sales & Marketing, focusing a team

on leveraging best-in class marketing principals to leverage

enterprise marketing effectiveness and impact. The 6-Sigma program

focused on five critical marketing areas including customer database

(CRM) analytics, brand strategy and management, customer experience

management, marketing plan execution, and marketing ROI. Combined

improvements yielded an increase in marketing ROI by 26% (optimizing

targeting), ad/promotion execution cycle time reduction of 19%

(eliminating non-value processes), with an estimated annualized

marketing budget savings of over $7.2M.

Throughout J&J career, received six Johnson & Johnson Business

Achievement Awards w/ special bonus, the highest total of any active

Ethicon employee at that time.

Recipient of the 1998 & 1999 prestigious Presidents Quality Award for

"quantum leap" business impacts.

Promoted multiple times during my career at J&J.

EDUCATION:

M.B.A., Masters of Business Administration Degree- Xavier University -

Cincinnati, OH, 1991

B.S.E., Bachelor of Science Engineering Degree - University of Dayton

- Dayton, OH, 1988

. National Honor Society Award Recipient

. Tau Alpha Pi Engineering Technology Honor Award Recipient

PMI Masters Certification, Project/Program Management - George

Washington University - 2002

MEMBER:

Executive Roundtable; American Marketing Association; Marketing & PR

Innovators; Marketing Executive Group; e-Marketing Association; Senior

Leadership Group; Small Business CxO; Media Professionals Worldwide

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