Sales Marketing

Duncan McClain

Email: abqr5b@r.postjobfree.com

Address: ** ********* ******

City: Atlanta

State: GA

Zip: 30320

Country: USA

Phone: 501-***-****

Skill Level: Senior

Salary Range: $150,000

Willing to Relocate

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

Duncan McClain

abqr5b@r.postjobfree.com C: 501-***-**** 58 Deauville Circle Little Rock, AR LinkedIn Profile

Senior Executive General Management and Fundraising

Professional Summary

Dynamic Marketing and Fundraising Strategist with well-noted success planning and launching marketing and fundraising programs that win. Consistently launch programs that drive growth in donations and heighten brand position. Leverages collaborative, decisive, and analytical leadership to drive strategies in-tune with donor behaviors. Regarded for ability to deconstruct conceptual or complex ideas, services, or conditions and communicate them clearly to all levels. Adept at utilizing financial and analytical skills to implement cost effective donor-driven strategies. Recognized as a strategic partner to creative agencies, associations, and government agencies. Keen ability to see the big picture while staying abreast of organizational priorities and critical deadlines.

Areas of Expertise

Executive Management Marketing & Fundraising Strategies Donor Relations Budget Management Branding

Public Relations Government Relations Communications Consumer Privacy Process Improvement

Fundraising & Marketing Programs Start-Ups Turnarounds & Restructuring

Professional Experience

Acxiom Corporation Little Rock, AR April 2006 to October 2012

Leading global marketing services company supporting 40 of the Fortune 100 including the most recognized consumer brands around the world. Generates $1.2B in annual revenue.

Vice President of World Wide Marketing

Executive responsibilities include Worldwide Marketing Programs, General Manager for Government Business, Product Management Reviews and Methodologies, and Product Marketing and Sales Support.

Recruited on behalf of President to rejoin Acxiom to direct product brand repositioning strategies, establish marketing and product management methodologies, prioritize investment across product lines, and support due diligence by Silver Lake, a privatization firm. Swiftly promoted to command worldwide marketing in parallel with managing product marketing and sales support organization. Tasked with developing and leveraging programs worldwide to invigorate demand for strategic offerings and improve public and government relations over privacy concerns. Directed product rollouts, ensured communications were consistent worldwide, and managed policy and legal requirements for naming, trademarks, and intellectual property rights. Oversaw staff of 60 direct and indirect reports and an operating budget totaling $12 million.

Attained a 25% reduction in marketing overhead by consolidating products, websites, naming, and intellectual property rights worldwide.

Increased alignment with Acxiom brand and reduced costs of $2.5 million by discontinuing unrelated international products.

Standardized product management methodologies across product lines to facilitate a universal approach for evaluating proposed and existing products as to potential financial and strategic value and life cycle planning.

To ensure proper allocation of funding and resources, directed on behalf of the CEO quarterly review of current product lines and new product proposals as they entered feasibility, pilot, and rollout phases. Reduced wasted investment by at least $5 million.

Achieved a 9.5 out of 10 sales support rating per the surveyed sales force.

Construction of sales programs and playbooks based on consultative and solution sales approaches for 10 product groups increasing sales training ramp up by 50% and sales qualification by 20%.

Streamlined acquired $10 million government business to align with strategic Acxiom product offerings, managed employee buyout of unrelated business units, and drove business to profitability in time for privatization due diligence.

Duncan McClain Phone: 501-***-**** Page 2

Springfield Management Services Washington, DC July 2003 to April 2006

Start-up organization whose mission is to support not-for-profit trusts in the preservation of historic buildings across the US.

Vice President of Fundraising & Marketing

Charged with directing fundraising, marketing and state government relations efforts. Considering its ground floor beginnings, this included the development of fundraising and marketing strategies, staffing of the fundraising and marketing teams, building change management and expansion plans as market opportunities became more apparent, and the teaming with state and local governments to support the registration of historic buildings.

Directed fundraising and marketing teams, development and implementation of direct marketing campaigns, PR activities, events, seminar series, informational website creation, and marketing collateral content. Managed registration and agreement negotiations with state and local governments. Because of financial prowess, spearheaded the search and hiring of the CFO for the accounting management and legal processing of easement donations. Led team of 12 fundraisers and two marketing specialists with a budget of $2.5 million

Direct marketing campaigns rose attendance to seminars from five attendees per month in one location to an average of 150 attendees per month across 10 locations in five states.

Forged productive relationships with historic building owners to increase average annual dollar donations from less than $1.2 million to $15 million and average annual easement donations from 15 to 500.

To accelerate building facade donations to a Trust and ensuring the preservation of its historic significance, awareness of tax benefits were amplified through the publication of articles in key accounting, financial planning and legal publications targeted to encourage owners of historical buildings and their advisors.

Launched companys first website including information provided by preservationists, accounting tax experts and members of government to increase awareness and drive interest in the cause.

Metastorm, Inc. Baltimore, MD October 2000 to July 2003

Start-up developing business process management software and providing services in the areas of business process modeling and analysis. Acquired by Open Text in 2011.

Chief Operating Officer

Responsible for all operations and strategy implementation. Spokesperson with the Board of Directors. In contrast, the CEO and founder took on the role of evangelist and chief strategist. Challenged to restructure companys conglomeration of acquired entities into a single cohesive organization. Hired top leadership for Americas operation, EMEA operation, product management, product development, and human resources. Provided oversight for its initial $16 million in annual revenue, a 20% organic growth target and 120 employees.

Consolidated worldwide consolidation of development resources from four to two geographic locations with a seamless management structure resulting in the production of the highest-quality and timely releases in organizations history.

Through more effective marketing and sales strategies, grew flagship software license and total revenues by 170% and 75%, respectively.

Consolidated staffs and streamlined management to reduce expenses by 13%.

Recognized by Deloitte Technology Fast 500 as the second fastest-growing small business in the Baltimore / DC area.

Championed due-diligence efforts to obtain $24M in venture capital despite the tightening of investment resulting from the burst of the Web bubble.

Acxiom Corporation Little Rock, AR January 1998 to October 2000

Leading global marketing services company supporting 40 of the Fortune 100 including the most recognized consumer brands around the world. Currently generates $1.2B in annual revenue.

Vice President, Worldwide Marketing for Data Products Division

Executive responsibility for worldwide strategy development, brand marketing, marketing communications, product marketing, lead generation and product management methodologies.

Duncan McClain Phone: 501-***-**** Page 3

Acxiom Corporation Continued

Charged with branding and packaging Acxioms data products to make them easier to describe, sell, and implement; in contrast to the then industry practice to customize offerings by client. Standardized product management methodologies across multiple business operations and product lines to provide a consistent approach to prioritizing resources and evaluating, positioning and pricing products. Built marketing organization from scratch. Led team of 12 marketing communications specialists with dotted line authority over 55 product managers. Direct budget responsibility for $7 million.

Lead generation grew from zero to sufficient lead levels to supply 30 telemarketers and 100 field sales personnel.

Through effective product packaging and training, sales rep productivity increased 22%.

Efficiencies gained in product delivery and implementation exceeded 25%.

Branded, repositioned and rolled out InfoBase line of products increasing sales from $45 million annually to $150 million.

Responsible for branding, packaging and market introduction of AbiliTec, a paradigm shift in consumer data hygiene, correction and integration. Established new category, Customer Data Integration (CDI), which was adopted by Gartner, Forrester and competition. Revenues rose from $0 to $145 million annually.

Due in part to the effectiveness of the Data Products Division, Acxiom experienced annual revenue growth from $390 million to over $900 million during this period with margins increasing from 18% to 22%.

Previous Experience

Chief Executive Officer - XDB Systems, Columbia, MD

Vice President, Worldwide Marketing and Product Management - Texas Instruments Software Division, Dallas, TX

Regional Sales Vice President - Unisys Corporation, Denver, CO

Education

Masters in Accountancy (MAcc) University of Georgia Athens, GA

BBA in Management Information Systems University of Georgia Athens, GA

Publications

Computer World

CIO Magazine

The CPA Journal

DM News

Java Journal

Journal of Financial Planning

Advertising Age

Database Marketing

Practical Real Estate Lawyer

Target Market

CRM Magazine

Unisys World

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