Manager Sales

Donald E. Larson, Jr.

** ****** ***** ****

Randolph, NJ 07869-3851

(Bus.) 973-***-**** • (Res.) 973-***-****

Proven Skills and Qualifications

Relationship Building

Collaboration

Problem Solving

Executive Presence

Results Driven/Self-Motivated

Team Player

Strategic Planning

New Business Development

Competitive Intelligence

Industry Analyst Relations

ROI Analysis

Process Improvement and Measurement

Relevant Accomplishments

Developed and implemented a strategy to improve overall HR industry analyst relations through

relationship building. Improved ratings and accuracy in 3 key product/strategy evaluations.

Implemented performance metrics. Hosted ADP’s first ever HR Industry Analyst Day in May

2009. Gained approval for concept, led a cross-functional team and developed strategy, content

and logistics. Analyst and ADP executive feedback was overwhelmingly positive.

Developed marketing and service strategies by ranking the profitability of 8,000 clients using activity-

based costing. Identified profit margin flexibility that allowed ADP to keep a client worth $240

thousand in annual revenue.

Assisted the ADP COO in developing the annual strategic plan. Created a detailed situation assessment,

identified and quantified critical issues, analyzed competitor financials and strategies, quantified

market size and share, identified key growth initiatives and developed stretch objectives.

Managed/coached business units through the strategic planning process. Received positive

feedback from CEO and COO.

Led the product development and launch of the ADP National Employment Report (The ADP National

Employment Report is a highly visible monthly economic indicator that reports monthly changes in U.S.

employment). Developed concept, selected partner firm, managed public relations and web site

development. Worked closely with CEO and CFO to develop concept and ADP messaging. The ADP

Report is now a closely followed market-moving economic indicator of significant public relations value.

Identified a $65 million revenue opportunity in the construction industry by analyzing client profitability

and product penetration data.

Professional Experience

Automatic Data Processing, Inc., Employer Services Division - Roseland, NJ (1997 to Present)

The market-leading provider of payroll and tax services, human resource management systems and

Donald E. Larson, Jr. Page 2

benefits administration services with annual revenues of over $7 billion.

Vice President, Marketing (2007 to Present)

Develop and execute public relations, advertising and brand strategy. Build and maintain positive

relationships with industry analysts. Manage the ADP National Employment Report public relations

campaign. Provide accurate client data for marketing campaigns, market research and situation

assessments. Total budget responsibility of $4 million.

• Improved resource utilization by designing and implementing a unified public relations strategy to

replace individual and competing business unit public relations plans. In collaboration with business

units, identified clear and consistent high-level messages and proof points to be used across all

marketing communications. Developed a recommendation to significantly simplify ADP brand

architecture based on customer research.

Vice President, Business and Market Analysis (2003 to 2007)

Developed and maintained a comprehensive approach to providing business leaders with internal and

external market intelligence critical for decision making. Provided tactical and strategic market and

competitive analysis for all business units. Developed overall Division strategic plan and drove high-

revenue growth initiatives.

• Identified sales productivity as the major driver of the EBIT gap between ADP and a major

competitor. Conducted a detailed analysis of financials, products, sales, marketing and service

processes and indirect costs to improve ADP’s ability to compete. Results presented to the ADP

Board of Directors. Led a cross-functional team formed to close the performance gap.

Senior Director, Business Development and Director, Market Planning (1999 to 2002)

Identified acquisition and partnership opportunities to increase revenue, operating income, market share

and client retention. Developed a logical and accurate view of market penetration, product and client

profitability and client retention in order to evaluate alternative marketing strategies for strategic

planning.

Manager, Business Process/Industrial Engineering (1997-1999)

Built an internal consulting team. Provided process reengineering, development and measurement

consulting services with particular emphasis on improving client retention and operating margins.

Public Service Enterprise Group - Newark, NJ (1996-1997)

A diversified energy and energy services company with annual revenues of nearly $13 billion.

Activity-Based Cost Management Consultant

Partnered with internal clients to develop effective understanding of business processes/activities, costs

and areas requiring performance improvement with particular emphasis on reducing expenses, increasing

revenue and improving client satisfaction.

The Quaker Oats Company - Chicago, IL (1984-1996)

Division Manufacturing Consultant, Supply Chain Manager and Industrial Engineering Manager

- Corporate Headquarters and Plant Assignments

Led a cross-functional team of Sales, Marketing, R&D, Purchasing, Operations and Logistics to ensure

the cost-effective and timely introduction of new products and the execution of product/packaging

enhancements. Identified and implemented projects to increase production reliability and flexibility.

Education

Mergers and Acquisitions Executive Education Course, Columbia Business School, 2002

Marketing Management Executive Education Course, Columbia Business School, 2000

M.B.A., Loyola College in Maryland Executive Fellows Program, 1991

B.S. Industrial Engineering, Penn State University, 1984

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