Sales Manager

P AULA A LVES

** ****** ***** • Marlboro, NJ ****6 • 732-***-**** • ******@*********.***

PRODUCT MARKETING MANAGER PROFILE

Dynamic, result-driven professional with an accomplished career leading the marketing, design

and launch of innovative products into the national and international marketplace

Verifiable track record of increased revenue, profits and market share through savvy product marketing,

management and customer service. Extensive qualifications in all facets of product lifecycle management, from

initial analysis and design through marketing and launch. Liaise with key sales and marketing decision makers

to identify customer needs, prepare business proposals, communicate value propositions through presentations

and negotiate sales contracts. Employ exemplary competitive research and analytical skills to increase market

share, anticipate trends, and drive new product development process. Train and support multiple departments

to achieve short- and long-term goals. Create infrastructure to streamline operations that result in significant

cost savings, increased quality and increased profitability. Exemplary communication, organization, and

presentation skills.

Product Marketing / Product Management / Channel Management / New Product & Service Launch /

Marketing Communications / Value Proposition Development / Competitive Analysis & Positioning /

Customer Account Management / Cross-Functional Team Leadership / Project Management /

Product Life Cycle Management / Financial Analysis & Reporting

PROFESSIONAL EXPERIENCE

COOPER INDUSTRIES (COOPER NOTIFICATION) 2006 – March, 2009

Channel Manager

Recruited and given leadership to define and implement the channel strategy for new products and develop new

strategies to enable an increase in revenue & market share across distributors, integrators and OEM accounts.

Full accountability for developing market vision and tactical channel distribution plans, product positioning and

messaging, pricing and support strategies. Collaborate extensively with management, sales and engineering to

collect Voice of the Customer (VOC) and analyze client’s needs for new products.

Selected Achievements:

• Developed strategic channel programs, promotions, value propositions, marketing content and

presentations based on customer needs, competitive position and industry trends

• Project managed innovative and best in class product marketing launches on time and within budget

• Built customer trust, partnerships and loyalty through the creation and implementation of strategic

programs, including a Channel Partner and Customer Loyalty Program, targeted at growing revenue

• Act as primary liaison between customers, sales, legal, and the marketing organization, including the

negotiation of contracts, development of business plans, and identification and resolution of customer

issues

• W orked with customers and sales to create forecast targets; develop and implement scorecards to

measure success, and develop improvement and associated growth plans

• Developed and delivered presentations for customer meetings, press releases, and industry events

PREMIERE GLOBAL SERVICES 2005 - 2006

Director, Product Management

Recruited and given leadership to define and implement the roadmap for the company’s core Application

Service Provider (ASP) and new Web Services Application Program Interface (API) offerings, to enable an

increase in revenue & market share.

Full accountability for developing product definition and vision, creating market vision and tactical business

development plans, product positioning and messaging, and pricing and support strategies. Collaborate

extensively with management and sales / marketing teams to analyze client’s needs for new product

enhancements. Liaison between development team to ensure appropriate and on-time implementation of

functionality into products and resolution of issues.

Selected Achievements:

Developed marketing communications, value propositions and presentations for new offerings.

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Credited for successfully defining and implementing strategic roadmap for new API service offerings,

•

including positioning, messaging and pricing.

Selected to facilitate the set-up of new Customer Management and Operations processes for all service

•

offerings, including the establishment of segmented Customer Support tiers.

BROTHER INTERNATIONAL CORPORATION 2002 - 2005

Product Marketing Manager

Chosen to plan and spearhead the successful launch of company’s new P-touch product line into the

commercial / industrial markets.

Scope of accountability spanned product development and rollout, market needs analysis, product positioning,

marketing and sales strategy. Coordinated efforts of development staff in Japan through the full product life

cycle design, implementation and enhancement of products. Developed and implemented marketing vision to

create new market penetration. Presented product vision at conferences, trade shows and conferences.

Selected Achievements:

Spearheaded the successful development and launch of 7 new products, into new vertical markets,

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within 3 years.

Created and implemented new product marketing strategy, increasing revenue by more than $2M.

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Developed product and marketing collateral, including cartons, brochures, POP displays, inserts,

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catalog copy, and specification sheets. Liaison between marketing and advertising agencies.

Defined products business development strategy, including market needs analysis and product

•

positioning.

Analyzed, researched and developed presentations, sales kits, data sheets, competitive analysis and

•

product positioning documents increasing awareness of new products.

LUCENT TECHNOLOGIES, INC. (FORMERLY AT&T NETWORK SYSTEMS) 1985 – 2002

Promoted through a series of increasingly responsible marketing, product management, customer relationship

management and contract administration positions. Advanced based on consistent contributions to revenue,

profits and customer satisfaction.

Sr. Marketing Manager (2000 to 2002)

Promoted to plan, coordinate, implement and manage the establishment of marketing communication strategies

for new products. Managed cross-portfolio marketing teams in defining and implementing strategic

internal/external communication plans to communicate new product launches across national and international

sectors. Directed and developed competitive analysis templates and reports, positioning product strengths and

weaknesses and enabling the redirection of product development and marketing strategies.

Selected Achievements:

Led the design and development of marketing collateral for all new products increasing understanding

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and awareness of offerings. Collateral included brochures, application sheets, data sheets, websites

and customer presentations.

Directed the development of key messages, press kits and releases, white papers and industry

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presentations. Ensured competitive value points were positioned accordingly.

Developed and delivered marketing communication strategy to Executive Management and cross-

•

functional teams increasing awareness and enabling messaging consistency.

Sr. Product Manager and Business Developer (1993 to 2000)

Contract Manager (1990 to 1993)

Information Systems Staff Member (1985 to 1990)

Collaborated with Sales Teams in successfully managing strategic relationships with 10 national and

international customers, including AT&T-Government. Analyzed, researched and developed RFP responses,

presentations, sales kits, data sheets, competitive analysis and product positioning documents increasing

awareness of products and offerings. Assisted in negotiating profitable agreements with telecommunication

customers. Liaised between Sales and Product Teams. Supervised Bid and Proposal Response Teams.

Selected Achievements:

Facilitated the successful introduction of new products to global customers.

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Created and implemented new product marketing strategy, increasing revenue and market share of

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North America Wireline service market by more than 35% within 1 year.

Established product sales strategy, including messaging, sales tools and sales training.

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Led new product business development, including market needs analysis, segmentation strategy,

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business case and financial analysis, ensuring accurate product positioning and financial viability for the

successful launch of 3 products.

Developed and implemented strategic pricing structure, ensuring increased profits and successfully

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achieving more than $15M in revenue.

Managed and tracked customer implementation issues and product enhancement requests, working

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with Product Teams to increase customer satisfaction.

Designed and implemented an innovative Time and Material Process, resulting in $700,000 additional

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revenue.

Instrumental in successfully negotiating service multi-year contracts valued at more than $1M.

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EDUCATION / PROFESSIONAL TRAINING

SETON HALL UNIVERSITY, W . PAUL STILLMAN SCHOOL OF BUSINESS, South Orange, NJ

Master of Business Administration Degree in Management Information Systems, 1990

RUTGERS COLLEGE, RUTGERS UNIVERSITY, New Brunswick, NJ

Bachelor of Arts Degree in Computer Science; Minor in Economics, 1985

LUCENT PRODUCT MANAGEMENT PROFESSIONAL DEVELOPMENT PROGRAM

Certificate in Marketing, 2000

DALE CARNEGIE TRAINING

Certificate, 1997

AWARDS & RECOGNITION

Pathfinders Award (2000) Recognized for exemplary Lucent GROWS (Global Growth Mindset,

Results-Focused, Obsessed with Customers about Competitors, Workplace that's Open,

Supportive and Diverse, Speed) behaviors and overall role model behavior.

Achievers Club Award (1998) Recognized for outstanding sales support given to the AT&T sales team.

TECHNOLOGY PROFICIENCY

Microsoft Office Products (Excel, Word, PowerPoint, Outlook, Project, Access, Visio)

Salesforce.com CRM database, SAP

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