Sales Management
Resume:
Ellen O. Brubeck
Guilford, CT 06437
************@*******.***
Objective
To obtain a challenging opportunity in marketing drawing from over 20 years of experience in marketing
management, strategic planning, business development and account management.
Education
MBA, Marketing Johns Hopkins University, Baltimore, MD 1995
BA, English and Communications Seattle University, Seattle, WA 1984
Professional Experience
Jensen Industries, North Haven, CT
Corporate Marketing Manager
June 2008 to September 2009
Accountable for leading and managing the firm’s first market segmentation initiative. The project entailed
data analysis, market and competitive research, implementation and training resulting in cost
improvements and increased effectiveness and efficiencies for sales and marketing. Additional
contributions included the development of an online marketing planning and measurement system
enabling brand managers to develop targeted product marketing plans and measure results. Provided
training and mentoring for market planning and brand management efforts. Developed and implemented a
sales pre-qualification and lead tracking system including training and mentoring sales representatives.
Successfully completed several special assignments for executive management for new product
development, brand revitalization and market expansion opportunities.
PricewaterhouseCoopers LLP, MD, NY, PA
Marketing Director
March 1999 to February 2003
Developed marketing plans for several practices/divisions, while training marketing planners.
Accountable for the development, implementation and management of marketing and communications
plans ensuring linkage with other geographies. Conceptualized a streamlined a methodology, processes
and template to automate market planning. Developed a sales toolkit for business development which
proved to enhance sales efforts. Provided Strategy Practice Leadership with competitive research and
analysis services including report design, content and presentation. Research projects included business
development opportunities, competitive analysis and merger and acquisition support.
Cap Gemini America, New York, NY
Associate Marketing Director
November 1996 to February 1999
Successfully completed rigorous, case study-based sales training program. Acted as liaison between sales
and marketing for the firm’s technology division. Developed and systematized lead generation and
qualification methodologies and provided inside sales for the technology division. Developed marketing
and communications plans for the technology division, coached and mentored other marketers on the
same for other divisions. Developed an online, plug and play sales toolkit containing a template for
detailed and overview sales presentations, a telemarketing guide, a sales qualification checklist and sales
brochures. Completed numerous special assignments related to competitive analysis and business
development, for the firm’s President, including report design, content and presentation.
Professional Experience Cont.
IBM Corporation, Gaithersburg and Bethesda, MD
Program Specialist
March 1994 to November 1996
Accountable for managing large government accounts including asset management, accounts receivables
and customer relationship management. Worked with developers to enhanced and integrate the asset
management, pricing and contract management systems and databases resulting in an automated
analytical account management tool. Developed cost proposals, identified cross-sales opportunities and
worked with sales to develop sales strategies.
Ogden, Vienna, VA
Proposal Manager
May 1993 to February 1994
Developed a centralized proposal center, for the firm’s subsidiary, including staffing, equipment
acquisition, vendor selection and management. Managed a staff of five professionals. Proposal center
services included responding to requests for information, pricing and proposals. Trained and mentored
staff on all phases of proposal development such as the development of requirements matrices, budgets,
schedules, project team selection, proposal reviews and production. Successfully completed several
special assignments for executive management related to market expansion and market development.
Dames & Moore, Bethesda, MD
Regional Marketing Analyst
February 1990 to April 1993
Assisted in the design and development of a marketing profit center. Supervised 3 marketing
professionals. Provided management and engineers with proposal development and market research
services. Accountable for business development, account management and implementing projects at client
sites. Identified a multi-million dollar business development opportunity, prepared the proposals with a
team, among other market expansion and development activities.
IBM Corporation, Bethesda, MD
Account Manager
August 1984 to January 1990
Audited billing expense adjustments for several regions. Accountable for registering and auditing
contracts. Doubled job activities for contract registration saving the company over $160,000 per annum.
Managed assets and contracts for Federal accounts including customer relationship management,
inventory management, contract management and sales support. Received awards for collecting largest
amount of past due monies preventing sizable year-end write-offs.
Certifications
Pharmaceutical Sales, Association of Pharmaceutical Sales Representatives (accredited)
Proposal Management, Hi Silvers & Associates
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