Project Manager Sales
Resume:
KURT L. HOERNLEIN
Tampa, Florida 34655
*********@*****.***
Passionate MBA with deep management, marketing & business process
improvement skills. Brings a General Manager's perspective and extensive
experience managing teams to deliver innovative financial outcomes. Uses
customer segmentation, research and data to bring new products and tactics
to market. Implemented solutions include new offerings, account
management, branding, pricing, sales channels and customer facing business
processes. Highly ethical team player with open, communicative style
committed to organizational excellence.
Realeflow / App Giraffe, Cleveland, OH (Tampa Based) 2011 - Present
Realeflow offers software as a service (SaaS) to facilitate real estate
transactions. App Giraffe is a recently started venture that offers a
mobile technology platform that permits businesses of all sizes to
affordably build and manage mobile apps for their businesses.
Chief Marketing Officer
Charged with improving the professionalism of the marketing organization,
to include promotional materials, personnel, accountability and management
processes. Emphasis on becoming a mobile marketing expert and helping the
company define its mobile strategy for App Giraffe.
. Developed all aspects of mobile strategy, mobile marketing & implications
for businesses.
. Implemented several new KPIs to measure and track performance of
marketing activity both online and in the sales center funnels.
. Grew marketing lead funnel from zero to several thousand leads per month.
. Established 1,000+ relationships via an affiliate reseller program.
. Contributed to the selling and management of several key large
relationships that will provide nearly $1million in revenue over the next
few years.
. Cross selling strategies for Real Estate Software solution to B2B
relationships.
OnCourse Learning, Tampa, FL 2008 - 2011
A $50 million vocational training company that provides new and continuing
education to professionals in the IT, Real Estate, Mortgage and Home
Inspection markets.
CEO, QuickCert Division
Lead a challenging turnaround for OnCourse Learning's IT company,
QuickCert, a $5M company with 33 employees offering self-paced
certifications for IT professionals commencing or advancing their careers.
Spearheaded sweeping changes in strategy, sales, marketing, operations and
new products that improved performance and restored brand reputation.
. Educated owners by rigorously analyzing historical performance and
identifying adverse trends in average price points, lead and sales
conversion rates that had been overlooked.
. Created company-wide dashboards that tracked and reported key operating
metrics and established clear lines of organizational accountability.
. Formulated new go to market strategy, "Segment and Simplify" to
differentiate our product and service offering between students new to IT
vs. those already in the IT vocation.
. Gained Board approval and confidence to move forward with radically new
plans.
. Launched "Live Training" solution, a real time webinar training and
coaching program for students starting in IT that increased prices 28%
and achieved 94% customer satisfaction.
. Created a bundled offering specific for the Military sector which added
$1 million in revenue annually by capitalizing on government funding to
train and employee veterans.
. Achieved 25% overall reduction in spending cost cutting, rationalized
marketing expenses and process improvements.
. Implemented a company sponsored site that made accurate and flattering
testimonials available in social media channels that eliminated daily
complaint calls.
. Built an online store with standardized pricing for consumers already in
the IT space.
. Directed ethical and operating improvements in Sales Center workflow,
scripting, customer service benchmarks and compensation.
INsurance.com, Solon, OH 2001 - 2008
An $80 million insurance agency that spun out of Progressive Insurance in
2001. Insurance.com became the largest online insurance agency in the US by
2007 and was later sold to Bankrate.
VP Marketing & Account Development
Reporting to the CEO, was the first employee to establish company revenue.
Built marketing organization from the ground up to 20 people. Managed the
P&L of all account relationships, marketing channels and cross sale
activities. As a fully licensed auto insurance agency, the goal was to sell
auto insurance policies to consumers online or in our sales center. For
life, health and home insurance lines, we triaged traffic for a fee that
was vital to support the core auto business.
. Led all marketing activities to achieve $80 million in lifetime revenue;
equating to more than $1 billion in annual premiums for expanding group
of major insurance carriers.
. Landed 250+ accounts, ranging from major financial institutions to
smaller affiliates.
. Managed large account relationships such as Geico, Progressive, Esurance,
Capital One, eHealth, Bank One, Citibank, Wells Fargo and MBNA.
. Used analytical techniques to demonstrate poor conversion of "non-
standard" traffic and implemented a new consumer experience to greatly
enhance monetization of this source.
. Established an on-line market place to increase monetization of "non-
standard" traffic by $18 million annually; 30% of all recurring revenue
by 2007.
. Grew home, life and health insurance revenue to $3.7 million.
. Developed innovative multivariate testing techniques that increased
landing page throughput by 30% in the B2C channels.
. Grew organization to 20 marketing professionals organized to manage
external vendors B2B accounts and B2C marketing channels.
. Led numerous cross functional project initiatives to improve throughput
and profitability on both online and sales center customer experiences.
oldcastle, Atlanta, GA 1999- 2001
Architectural Products Group (APG) is a $400 million division of Oldcastle,
a $2 billion multinational building materials conglomerate. APG grew its
business by acquiring regional manufacturers of concrete block, clay brick,
stone and patio pavers.
VP Business Development, Architectural Products Group
Managed the entire acquisition process for the APG. Targeted acquisition
candidates, built financial models and developed all documents necessary to
gain formal Board approval. Performed operational due diligence, evaluated
management team and assessed organizational culture for post buy
integration plans.
. Doubled Manufacturing Group revenue to $850+ million largely due to
acquisitions.
. Managed process to acquire 13 companies during tenure.
. Gained Board approval for 4 "Green field" facilities, ranging from $5-8
million each.
. Managed annual strategic planning process for all divisions within APG.
ACCENTURE, Atlanta, GA 1994 - 1999
Accenture is a global management consulting company that spun out of
Andersen Consulting. Firm helps clients improve strategy, business
processes and IT support systems infrastructure.
Senior Manager, Strategic Services
Worked with clients and managed diverse projects consisting of teams of 5-
10 professionals in order to provide strategic, operations strategy,
customer/marketing segmentation, re-engineering and organizational
recommendations for Fortune 500 firms spanning a myriad of industries.
. Led project for $2 billion chemical company develop a global marketing
strategy.
. Selected by the senior client to manage North/South America, as well as
provide content expertise on the ground for Europe and Asia follow on
implementation.
. Achieved 20+% productivity improvements consistently for clients in
various market sectors.
. Promoted three times on company's "Fast Track Management" program.
ALCATEL, Roanoke, VA 1990 - 1992
Alcatel, now Alcatel-Lucent, is a global telecommunications company. The
Roanoke facility produced fiber optic glass for commercialization in
larger, bundled cables.
Lead Project Manager & Engineer, Fiber Optic Group
After fulfilling my service commitment as an Officer in the Army, began
civilian career as a Development Engineer for Alcatel's Fiber Optic
Division. Promoted and charged by senior management to lead a technology
and equipment transfer from France to America, charged to develop a
manufacturing line that would validate the product for an $80 million
factory.
. Produced fiber optic product ahead of schedule and under the $3.5 million
capital budget.
. Managed 18 professionals, as well as manufacturing equipment and
facilities.
. Performed regression models to increase yields by 30%, saving ~$1 million
annually.
Education
Harvard Business School, Cambridge, MA, 6/94
MBA, Business Administration with Academic Honors.
UNITED STATES MILITARY ACADEMY, West Point, NY, 5/87
Bachelors of Science, Mathematics and General Engineering with Academic
Honors.
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