Marketing and Sales Executive

Experienced marketing and sales executive with highly refined strategic planning skills elevates brand image, maximizes revenue and ROI and increases market share for companies in the healthcare, publishing, professional products, and consumer products industries. Analytical thinker with incisive business acumen drives businesses forward via expert strategic and marketing planning, direction of media campaigns, cultivation of key direct relationships and public relations initiatives. Financially astute and creative negotiator has managed $5 million marketing budget and sales budgets of up to $25 million.

Dynamic presenter with outstanding closing skills identifies and matches perceived client needs with company products to maximize sales opportunities. Personable and trusted advisor easily establishes and maintains excellent relationships with both internal and external customers. Recognized sales trainer and mentor develops and manages high performing sales teams. Experienced domestic and international business traveler.

Strategic planning & implementation

Personnel and team development

Strong sales closing skills

Highly focused and energizing leader

Market research and analysis

Grant writing skills

Marketing management

Excellent negotiating capability

CRM development abilities

Sales management

Excellent communication skills

Team building and development skills

Budget and ROI management

Professional presentation ability

International sales & marketing experience

Professional Experience

Vice President of Marketing 2015 — 2020

Katena Products Inc.

Responsible for the strategic marketing direction of this private equity owned ophthalmic surgical instrument and biologics provider. Full P&L responsibilities across all 7 brands. Lead team of up to 7 marketing professionals. Align marketing with sales and company objectives to create focused strategy designed to produce lead and revenue results. Lead team developing new full eCommerce site, launched in 2018, and generating $2.8 million in sales in first 12 months. Refocused organization on marketing in a digital environment, driving integration of ERP, CRM, and eCommerce systems and enabling establishment of marketing automation and consumer experience tracking. Led launch of three new product lines in less than 20 months. Part of M&A team due diligence committee to determine value of potential acquisition. Promoted to vice president from director of marketing role (2017).

Key accomplishments:

—Re-engineered and re-organized marketing department, moving from a “top-down” sole decision hierarchy to a “bottom up” participative structure, unleashing the full potential of the department as a team and as individuals.

—Led drive to relaunch a fully functional eCommerce experience. Created the Digital Channel Marketing Manager position to lead the efforts toward full marketing automation and integration. New site garnered over 2,400 accounts and $2.8 million in revenue in first full year of operation.

—Opened new distribution channels through optometric, eCommerce, and wholesale distribution channels.

—Established first medical advisory board in company’s 40 year history.

—Established contacts with prominent physicians across all demographics to build stronger ties to the community.

—Create new strategy to reach alternate stakeholders outside physician community.

—Lead team in the analysis of new paradigm created by COVID-19 pandemic, generating an entirely new strategy to accommodate for rapid market changes.

—Launched three product lines (Rhein Essentials, Blink Medical, and Nano edge knives) to USA and OUS launches.

—Established new systems to support OUS sales efforts.

Director of Sales 2002 — 2015

American Society of Cataract and Refractive Surgery, Fairfax, Virginia

Directs the sales efforts with additional marketing responsibilities for ASCRS, ASOA and ASCRSMedia. Oversee and directly pursue print and electronic media advertising sales. Pursue educational grants and fund raising to support educational efforts of ASCRS, including general CME grants, specific satellite symposia grants, corporate marketing partnerships at annual meeting, corporate supported non-CME educational activities. Develop tactical and promotional plans for new product launches, conduct market and environmental research, establish client relationships. Formulate tactical business plans to reach revenue objectives. Manage and write corporate collateral material including media kit, industry PR releases, and other promotional material. Oversee and directly participate in B2B client media sales for various publications including EyeWorld, EyeWorld Asia-Pacific, Administrative Eyecare, and other ASCRS publications.

Key accomplishments:

—Actively participated in the growth and sustainability of publications subsidiary, raising profitability, and increasing revenue streams to show profitability.

—Re-engineered grant and fundraising program as external environment changes occurred, resulting in increased grant revenue.

—Worked with internal and external compliance officers to adapt to rapidly changing NGO regulatory environment.

—Continually monitor and adjust existing programs to ensure continued stream of funding to meet Society’s educational mission.

Business Unit Manager 2001

Onkyo-America,Troy, Michigan

Division manager of non-automotive commercial OEM products for OEM loudspeaker manufacturer. Complete P&L responsibilities. Developed and enacted strategic business plan to create sales outside of the automotive OEM market. Established and maintained relationships with major manufacturers of consumer audio, video and telecommunications products. Established new product development team and outlined engineering and marketing criteria to establish a strong presence in this market channel. Direct experience in closing significant and profitable sales with major manufacturers. Most highly profitable division in the firm with sales of $18 million and gross profit of 36%. Company declared Chapter 7 liquidation in November 2001 as a result of Automotive Division losses unrelated to personal responsibilities.

Key accomplishments:

—Opened new markets in commercial professional audio and after-market consumer automotive audio.

—Increased business from $13.5 million to $18 million in division sales.

—Increased gross profitability to 36% from 22%.

Director of Marketing / National Sales Manager 1997 — 2000

beyerdynamic, North America, Farmingdale, New York

Key member of management team, first as National Sales Manager, later promoted to Director of Marketing and Strategic Projects. Responsible for all marketing and marketing communications operations for all of North America for German manufacturer of professional audio equipment. Created and implemented new strategic marketing plan for the North American operation. Managed marketing communications staff, regional sales managers, artist relations, and consultant relations. Responsible for media planning. Oversight of trade show management.

Key accomplishments:

—Created, implemented, and monitored new strategic marketing plan successfully repositioning company’s niche.

—Created, negotiated, and implemented media planning for both B2B and end-user media.

—Negotiated and closed largest sale in division’s history.

—Restructured sales force to fit market channel strategy.

—Increased sales 25% each year for three years.

Regional Sales Manager 1991 — 1996

Shure Incorporated, Evanston, Illinois

World's largest manufacturer of microphone, wireless, professional audio, and broadcast products. Primary sales management responsibility for all sales and marketing functions for six territories and representative organizations in the northeast and major metropolitan areas including: New York City, Boston, San Francisco, Detroit, Washington DC. Baltimore, Philadelphia, and Minneapolis. Annual sales budget of $25 million.

Key accomplishments:

—Created and implemented strategic and tactical action plans for all facets of the professional, installed sound, and broadcast industries within region.

—Established East Regional satellite office in New York metro area.

—Managed region to best domestic performance in the company for five consecutive years.

—Overall region sales averaged 109% of sales quota per year.

—Served as sales liaison on new product development team.

Education

Master of Business Administration 2008

Rider University, Lawrenceville, New Jersey

Bachelor of Arts 1983

Northwestern University, Evanston, Illinois

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