Sales Manager

Mark Dildilian

Email: *********@********.***

Address: **** ****** **.

City: Lexington

State: KY

Zip: 40502

Country: USA

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

Skill Level: Director

Salary Range: $125,000

Willing to Relocate

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

MARK A. DILDILIAN

*********@********.***

1208 Cooper Drive

Lexington, KY 40502 859-***-****

PROFILE

Hands-on global marketing, sales and business development executive experienced in driving brand, revenue and profit growth for industrial and consumer product, manufacturing and technology companies. Adept at identifying and capitalizing on new business development opportunities, managing full product lifecycles, and creating and implementing innovative marketing initiatives that increase brand awareness and market share. Expertise includes strategic planning, modeling, market research (Business Intelligence / Decision Support Systems) and customer segmentation, R&D and product: development / launch / innovation / management / marketing, customer satisfaction and loyalty and customer insights, sales enablement, testing, organizational planning, staff management, P&L, continuous improvement, public relations, advertising and agency oversight, e-commerce, brand management and messaging. Dedicated to building and motivating high-performing teams that exceed revenue, value and brand identity objectives.

EXPERIENCE

MARKETSENSE GLOBAL, Lexington, KY / Rochester, NY 2010 - Present

Provider of strategic business management consulting and professional services to leading technology and manufacturing firms in North America and Europe

Managing Director

Responsible for driving strategic initiatives, business operations, strategic planning, win-loss modeling, market research, customer loyalty, product development / innovation, brand management and messaging, communications, and marketing programs for clients

Cultivated high-level strategic relationships with start-up to Fortune 500 corporations

Developed strategy for integrating and commercializing new products and technologies into new enterprise and consumer applications and services for a global electronics and technology firm

Developed and set directional strategy to launch a new multi-product global brand

AVERY DENNISON, Buffalo, NY 2008 - 2010

$6.5 billion developer, manufacturer, and supplier of technology-related products for home and office

National OEM Alliance and Business Development Manager

Responsible for leading new business development and account management for top-tier OEM technology companies, building client relationships, conducting market research (competitive / industry), implementing strategic growth initiatives, and executing channel development programs

Negotiated key OEM royalty and sales agreements with top-tier technology companies

Formed key alliance partnerships and client relationships with C-level executives

Successfully implemented a core product and services strategy to meet revenue objectives of $25M

LEXMARK INTERNATIONAL, Lexington, KY 1998 - 2008

$5 billion manufacturer and supplier of technology products serving consumer and enterprise sectors

Strategic Planning, Product & Marketing & Brand Manager - WW (2006 - 2008)

Responsible for overseeing and aligning category management, go-to-market and channel strategy, product commercialization, launch and management processes and strategic planning, brand development and messaging, customer analytics, market research and sales enablement practices to meet business goals, market share and global revenue objectives of $4B

Increased brand awareness and share in key segments by 2% through a targeted multi-touch brand development, communications, demand generation and customer and market segmentation initiative

Raised new customer reach by 3% while decreasing customer defection rate by 2% by developing and implementing new customer acquisition, retention and analytic customer loyalty models (BI / DSS)

Managed the annual CEO Wall Street Analysts Day Briefing at the New York Stock Exchange and key technology trade show and customer and advisory board events nationally

Established a new sales enablement strategy and web-based certification practice / tools for 750+ sales professionals in North America (model was adopted worldwide)

Developed a Product Lifecycle Management plan and improved product turn and efficiency by 15%

LEXMARK INTERNATIONAL Continued:

Company Spokesperson & Program Manager, Worldwide Executive Briefing Center (2002 - 2006)

Responsible for presenting Lexmark products, technology solutions, and services, delivering content to customers, partners, analysts, and the press, and collaborating with the CEO and senior leadership team

Decreased the sales cycle from 18 to 12 months in key vertical market segments and lines of business

Drove a 25% year-over-year increase in briefings by implementing a 4,000 sq. ft. customer innovation center and 24 additional centers globally

Improved closing ratio by 25% and managed services sales by 15%

U.S. Product Marketing / Management Manager (1998 - 2002)

Responsible for overseeing product launch (pre / post) and go-to-market strategy, brand messaging, public relations, agency and advertising oversight, and product management / marketing for key product lines (HW / SW / Services) representing 65% of the division`s $2.5 billion annual revenue

Achieved a 50% gain in year-over-year sales in key market, product, and growth sectors

Successfully instituted a -directional- marketing plan, strategy and model to provide a structured brand, marketing, and segmentation approach and developed new commercialization and brand-line extension processes targeting enterprise and consumer sectors

Created and commercialized new digital scan and capture software for the enterprise and consumer product lines including application, middleware and services deployment strategies

REYNOLDS & REYNOLDS, Dayton, OH 1994 - 1998

$3 billion global IT, systems, software, information management and professional services company

Sr. Manager, Corporate Marketing & Research (1996 - 1998)

Responsible for conducting market research, developing business intelligence methodologies and decision support systems, and driving business development and customer acquisition and retention initiatives

Revamped the annual customer satisfaction index baseline study to identify critical action paths, including remodeling of the corporate Voice of the Customer process and developing an analytical customers-at-risk model, which decreased customers-at-risk by 3% and increased market share by 1%

Built a model to restructure the firm and drove research on emerging technologies and markets

Crafted and implemented a new customer segmentation strategy

Marketing Manager, Professional Services / Training (1994 - 1996)

Responsible for leading strategic planning, marketing, and development of technology services, customer training and education, and consulting services

Designed and launched the computer-based multimedia training software product, which decreased systems installation costs by 20%, drove a 65% knowledge retention rate vs. industry avg. of 30%

Expanded customer / financial reporting business unit from a $300,000 loss to over $1.3 million in profit in nine months with a margin of 96% and launched R&R`s Document Management product

Developed and implemented a plan to increase professional services staff from 25 to 75 consultants

Previous Experience Includes consulting, strategy development, and key marketing and field sales positions with Technical Assistance Research Programs, Toyota Motor Sales, and Ford Motor Company

Top project: Technical Assistance Research Programs - Annual White House Study on Consumer Affairs

Developed a global closed looped manufacturing process for Toyota that drove Toyota`s brand quality, achieved JD powers quality awards and drove Toyota`s Americanization branding efforts and CSI, CRM and CLV models

Served on Ford executive task team that developed -Quality is Job#1 at Ford- ad and brand campaign

EDUCATION

Master of Arts, Organizational Management / Business, University of Phoenix

Bachelor of Arts, Business Management & Communications, Oakland University, Rochester, MI

Contact this candidate