Sales Marketing
Resume:
Chief Marketing & Sales Officer
Hands-on marketing and sales executive with proven experience and
exceptional record growing products, divisions, and companies, through
inspired leadership, innovative strategic process, team development and
integrated online/offline marketing execution. A visionary leader whose
success is measurable in millions to hundreds of millions of dollars of
revenue gain and market share, and who excels in developing strategies
that grow operating margins and profits by maximizing sales team success.
P&L Responsibility Demand Generation
Strategic Planning ROI Maximization
Digital/Offline Expertise Brand Stewardship
Sales Management Partnerships/Alliances
Corporate Leadership
Career Highlights
. Developed integrated online/offline marketing strategies that produced
spectacular results:
. Hewlett Packard (Mercury Interactive) - created nearly $200 million
in new sales over three years
. The Chicago Board Options Exchange (CBOE) - grew worldwide volume
101%
. MCI - generated more than 2.6 million new customers
. Zurich Kemper - money market fund exceeded $1 billion in deposits
in less than 12 months
. iPass - achieved 31% response rates
. Contributed significantly to organizational revenue growth throughout
my career:
. Rapp Dallas - 422% revenue growth
. Rapp Chicago - 590% (includes revenues generated for Dallas office)
revenue growth
. Polestar - 1,307% revenue growth
. Protocol - 133% revenue growth
. Delivered B2CB2B demand generation, up-sell/cross-sell campaigns that
drove sales, enhanced lifetime value, and improved ROI:
. Hyatt - launched Hyatt Gold Passport, eventually accounted for 76%
of all corporate revenue
. ADP - Grew qualified leads 64%, 16:1 ROI
. Travelocity Business - grew the number of "A" scored leads 39%
. Other clients included, iPass, HP, CCC, American Express, Abbott
Labs, Microsoft, Duke Energy, FTI, Humana, Hyatt, IBM, Household
Bank, Shell Energy, and Platinum Technology, to name a few
. Led Rapp Collins North American sales team:
. Part of the largest digital/direct response agency in the world
. Six offices, more than $900 million in annualized billings
. Team totaled 23 employees, more than 73 RFP presentations
. Implemented CRM and marketing database applications through SaaS
solutions for world-class organizations.
. CRM clients included: Hyatt Hotels, Continental Airlines, Air
France, South African Airways, HP, iPass, Travelocity Business, The
Ritz-Carlton, Shell Oil, Alcatel, Mexicana, American Express and
MCI
. Exceeded Consumer Packaged Goods (CPG) client expectations for revenue
generation programs:
. Kimberly-Clark - lifetime value strategic development programs
across all brands
. Mead Johnson - direct-to-consumer up-sell/cross-sell, launched
database, improved sales 24%
. Peapod Grocers - new customer trial campaigns, improved trial 36%
. Buena Vista Home Video - cross-sell, grew repeat purchases 29%
. The Container Store - up-sell/cross-sell, moved repeat sales 38%
Professional Experience
CI ADVERTISING & CONSULTING Denver, CO & Indianapolis, IN
2010 to present
Start-up Digital Advertising/Consulting Agency
President
. Responsible for P&L, operations, new business, and client strategic
development
. Clients include: At Last Fulfillment, Central Indiana Community
Foundation CICF, Williams for Indiana Mayoral campaign, Stratmark
DRG WORLDWIDE Denver, CO 2006 -
2010
Start-up Digital 1:1 Marketing Firm
President
. Launched new B2B/B2C agency from ground floor for Star/MarketStar
Omnicom joint venture. Assets later acquired by BMohr Ventures and re-
launched as DRG Worldwide.
. Responsibilities included: P&L, new business development, all
personnel decisions, database and new technology team development.
. Generated a 17:1 ROI for Diamond Aircraft through integrated
digital/direct campaigns. .
. Developed lead generation campaigns for The Ritz-Carlton Members Club
Sarasota, that produced the best results ever achieved, through
integrated digital/direct/offline campaigns.
. Earned 3 NEDMA awards for creative and marketing excellence.
. Clients included: The Ritz-Carlton, American Express, Diamond
Aircraft, Microsoft, Hewlett Packard, Cushman & Wakefield, WMSG, and
Kimberly-Clark.
PROTOCOL MARKETING GROUP Denver, CO & Deerfield, IL
2003 - 2006
Privately Held Marketing Services Firm, 20 Offices In The U.S.
Chief Strategy Officer
. Launched and developed B2B/B2C strategic agency practice that
repositioned and elevated the brand.
. Delivered $39 million in new capitalized agency billings significantly
improving operating margins.
. Improved annual worldwide sales 41% for iPass, a domestic and
international communications provider, through global demand
generation strategies.
. Earned 5 industry including Echo Awards for Mercury and iPass, for
performance and creative excellence.
. Acquired new marquee clients: Shell Oil, Mercury Interactive (Hewlett
Packard), Aspect Communications, CCC Information Systems, UPS,
Alcatel, BMC Software, Nextira One, Oracle, The Ritz-Carlton,
Travelocity, iPass, ADP, FTI, and American Express.
POLESTAR MARKETING GROUP Denver and Telluride, CO
2000 - 2003
Privately Held Digital Marketing Firm
Owner/President
. Grew revenues 1,130%.
. Delivered 14:1 ROI for Silver Bear Lodge via integrated online/offline
campaigns.
. Increased New World Health sales 400% through infomercials and other
targeted marketing programs.
. Radically grew client base with quality regional firms that included:
Indiana Truckers Association, New World Health, Telluride Convention
Center, Telluride Ski & Golf, Silver Bear Lodge, The Peaks Resort,
Peaks Real Estate, San Sofia Lodge, and Telluride Properties.
RAPP COLLINS WORLDWIDE Chicago, IL 1994
- 2000
World's Largest Direct (Digital/Offline) Marketing Firm
Managing Director
. Rescued failing office generating profit margins exceeding 24% through
new business growth.
. Increased capitalized billings from $20M to $109M, including $8
million in C&F fees for Dallas office.
. Expanded office from 28 to 129 employees, and embarked on an intensive
training/educational program that reduced employee churn and retained
96% of employees.
. Received 59 awards for outstanding results and creative excellence.
. Assembled world-class client base, including: Charles Schwab, Duke
Energy, Hyatt Hotels, Mead Johnson Nutritional, MCI, Prodigy Internet,
Tropicana, Discover Brokerage, Discover Card, Bank One, Harley
Davidson, Pratt & Whitney, Household Finance, Peapod Grocers, Zurich
Kemper, Evergreen Funds, Humana Healthcare, The CBOE, Platinum
Technology, Xerox, and the Wall Street Journal.
Education
University of Colorado
BA in Economics
Omnicom DAS University
Harvard Executive Leadership Courses
Michael J. Carney
www.michaeljcarney.com
2035 E. Chenango Ct
Englewood, CO 80113
abmulw@r.postjobfree.com
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