Senior Marketing Director

SUSAN GRECO MARCHESE

**** ********* *****, ***. ***, Fairfax, VA 22031

Cell: 202-***-****

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

Senior MARKETING and development professional

EXECUTIVE SUMMARY

Integrated marketing strategist and tactical leader of initiatives that

build remarkable, highly-differentiated programs resulting in sustainable

and profitable growth. Driver of transformational marketing and revenue-

generating programs that gain internal support at all levels and leader of

cross-functional project teams that deliver exceptional results.

CORE COMPETENCIES

Direct Marketing (Print and Online)

Integrated Marketing Campaign Development

Major Gifts (High-Dollar and Planned Giving)

Acquisition Campaigns: Print and Online

Content Development and Marketing

Team Building and Management

Strategic Business Planning and Analysis

Planning and Forecasting

Executive and Public Presentations

Constituent and B-to-B Marketing Strategies

RECENT EMPLOYMENT EXPERIENCE

PRODUCTION SOLUTIONS/PS DIGITAL Vienna, VA

Director, Marketing and Business Development Support November,

2012 - present

Promoted to first-ever Marketing Director at Production Solutions, the

largest national direct response/integrated (print and email) marketing

services firm specializing in the nonprofit sector.

Designed and executed brand "refreshment" campaign, including a style guide

as well as all new print and digital marketing materials: responsively-

designed website, corporate brochure, "Solutions Studies," sell-sheets, new

blog sites, video loop, exhibit booth, and new digital and social media

marketing plan.

Devised and launched new PS Digital division of the company at largest

industry conference in August, 2013 and by December, 2013, PS Digital had 8

full-service clients.

Managed the seamless integration of both a new Marketing CRM (Hubspot) and

Sales CRM (Salesforce) with the company's proprietary project management

database.

Increased email engagement 5-fold; increased social media exposure (across

4 channels: blogs, LinkedIn, Facebook and Twitter) by 300% year-over-year,

as well as social media engagement over 200% year-over-year 2012-2013.

Secured regular monthly columns, guest-blogged and wrote/ghost-wrote about

Direct Marketing package innovations/formats for major direct marketing

industry publications such as, Fundraising Success and DMAW's Marketing

AdVents.

Designed PS' first-ever integrated print and email marketing campaigns for

post-conference lead cultivation.

Support Business Development by writing and publishing: case studies,

proposals, RFPs, sell sheets, brochures, weekly sales tips, digital lead-

gen campaigns and custom presentations.

Develop, manage and report on the Marketing/Business Development Support:

budget, business plan goals, strategic and tactical plans, brand and

communication audits, content calendars and corporate materials index.

Develop and cross-market all online, social media and print content and/or

sales materials.

Participate on an interdepartmental committee (Operations Improvement Team)

whose directive is to constantly improve upon department relations and

communications and report to the owners on progress to annual goals.

Director, Business Development, Integrated Services May, 2011 -

November, 2012

This position was created May, 2011 with the goal of introducing Production

Solutions to a whole new commercial market using two brand-new service

packages: "Leadtivity," a lead generation suite of service offerings and

"M?" (a.k.a. "M-to-the-third-power"), an exclusive integrated messaging,

media and marketing program.

In the first year of launching this new division, successfully generated

over 35 qualified prospects and closed 4 contracts.

Arranged, produced and marketed educational presentations and webinars to

national business and industry association leaders as well as presented at

several industry workshops and nonprofit conferences (i.e. DMAW's Cross-

Marketing Day Conference 2012 and Coalition for Global Hearing Health

Annual Meeting 2012).

Devised this new division's marketing plan, including development of the

Leadtivity and M3 logos, messaging, website (www.leadtivity.com and www.M-

to-the-third.com ), case studies, video, exhibit materials, and all print

and digital marketing collateral.

Authored and cross-marketed The Overwhelmed Marketer blog:

www.overwhelmedmarketer.com/wordpress.

Researched a new commercial and association-based database of leads;

cultivated meetings; wrote and presented all proposals; closed $250K in

revenue by year-one.

OPTI-FOUR WEALTH MANAGEMENT, LLC

(Formerly NAVIGATOR WEALTH MANAGEMENT, LLC)

and COHEN & BURNETT, PC McLean, VA

Director of Marketing and Business Development 2007 - May,

2011

Cohen & Burnett had never done any formal marketing or business development

for the estate planning and tax law firm. When the founding partners of

the law firm launched Navigator Wealth Management (NWM) in 2007, I was

recruited as the first marketing and business development professional the

firm ever hired.

NWM is a Registered Investment Advisory firm (RIA) that started with $152

million in Assets under Management (AUM) in 2007, and by the end of Q1,

2011, the firm was managing $310 million, a growth of 93% during the years

of the Great Recession. First-quarter, 2011 was best sales quarter in the

company's history.

Devised and managed outsourced production firm to conduct biannual, multi-

channel (print and telemarketing) direct response acquisition campaign

inviting prospects to a series of seminars. Testing against the control in

year two, response rates exceeded industry standards: 22% (vs. 18%).

With a program budget of $5000, devised and implemented first-ever in-house

multi-channel, high-touch direct response campaign (boutique list-

purchasing, custom-graphic designed, targeted demographic), which yielded 2

prospective high-net-worth client appointments (each with individual net

worth of $3M each).

Designed and worked interdepartmentally to implement a lead cultivation

tool (Wealth Management Report Card) which had a 95% track record of

closing new clients.

Pioneered first-ever identity and business development campaign for NWM and

Cohen & Burnett, PC that amplified new prospects/leads by over 500% in

three years.

Raised $40,000 in 10 weeks as Campaign Manager for Cohen & Burnett partner,

Mark Cohen's "Man of the Year" nomination by Leukemia Lymphoma Society by

orchestrating high-profile fundraising events and a high-touch direct mail

campaign, helping him come in as Runner-Up while garnering positive

publicity for the firms.

Facilitated publishing and managed promotion of partners' book, Lessons to

My Children, to national and local media; garnered placement in Investor's

Business Daily, Worth, The Philadelphia Inquirer, among others; developed

speakers' bureau opportunities for authors, increasing books sales by over

500% in 1 month; devised and maintain all social media marketing; developed

book website; developed and orchestrated a digital Book Launch party;

directed all marketing and media outreach.

Devised marketing, communications, lead-generation, as well as sales

strategies and activities for both of the affiliated firms.

Conceptualized logo and branding materials for the firms.

Designed and implemented all messaging, marketing, direct response, media

outreach and social media strategies and activities for NWM.

Set up and maintained sales CRM (ACT!).

Generated and cultivated new leads; supported the firms' partners in

closing new clients.

BOSTON SCIENTIFIC CORPORATION (BSC), AUDITORY BUSINESS Valencia, CA

Director of Marketing Communications, Auditory Business 2005 - 2007

BSC Auditory (sold to and renamed Advanced Bionics in 2007) is one of three

cochlear implant manufacturers world-wide.

Orchestrated re-branding of entire Auditory Business which included guiding

three-phase website modernization, establishing an online community

specifically for deaf consumers, and delivering all new print, multi-media,

and display collateral targeted at medical professionals and consumers.

Developed and executed the successful consumer and physician roll-out of

the new Harmony cochlear implant technology resulting in 15% increased

sales in year one.

Designed and managed 22 tradeshows and consumer conventions in the US,

Canada, Europe, and Australia.

Elected to serve as corporate philanthropy liaison with all nonprofit

organizations and associations requesting corporate philanthropy support

from Boston Scientific's Auditory Business.

Conceptualized and instituted new product system and parallel direct-to-

consumer campaign for Auditory Business.

Propelled division's first media relations plan that included obtaining

coverage in New York Times, Wall Street Journal, broadcast networks in US

and Canada, and multiple online news sites.

Oversaw the development and advancement of all print, video, web, display,

advertising and presentation marketing projects for the US and Europe.

Lead the US-consumer marketing division, called the Bionic Ear Association.

Sat on cross-functional management committees/teams, including crisis-

management, quality control, and Knowledge Database.

MOMENTUM CONSULTING, LLC McLean, VA

Marketing and Development Consultant September, 2004 -

July, 2005

My own consulting business started in 2002 for various small one-off

projects that I grew in 2004 when I left DRF. I was recruited to consult

on various fundraising and marketing activities that included: executing

needs assessments; writing business plans; developing strategies for direct

marketing programs; developing national advocacy strategies and lobbying;

training client staff on fundraising; devising corporate fundraising plans;

advising on fundraising tactics for special events; and writing foundation

grant proposals. Formulated and facilitated E.D. Mentoring, a full-

service, virtual mentoring service for 3 new Executive Directors in small

nonprofits.

Key Corporate and Nonprofit Clients: Sweet Spot Rentals, Inc. (Reston,

VA); See Different, Inc. (Bethesda, MD); ACS Hearing Protection, Inc.

(Harpenden, England); Sonomax Hearing Healthcare, Inc. (Montreal, Canada);

Grace Church, (Washington, DC); Hear Tomorrow (Harpenden, England);

American Hearing Research Foundation (Chicago, IL); League for the Hard of

Hearing (New York, NY); National Center for Hearing Assessment and

Management (Salt Lake City, Utah); St. Barnabus High School (Bronx, NY);

Youth INC (Washington, DC).

HEARING HEALTH RESEARCH FOUNDATION

(Formerly: DEAFNESS RESEARCH FOUNDATION) Washington, DC

Executive Director September,

2001- 2004

The largest and oldest nonprofit organization in the US dedicated to

raising money for scientific research and awareness on the early detection,

prevention and intervention for deafness and other hearing disorders.

Founded and served as ex officio Chair of first hearing health strategic

alliance of associations and Congressional Hearing Health Caucus Advisory

Committee.

Organized a six-city media and program tour that was covered by major media

outlets, including CNN Headline News and National Public Radio.

Conceived and implemented strategic business plan for organization that

included the acquisition of two profitable public education tools: national

publication, Hearing Health magazine, and Listen Smart, an educational DVD

starring such celebrities as Moby, Ozzy Osbourne, Wyclef Jean, and Cyndi

Lauper.

Acquired and published Hearing Health magazine six times per year; broke

even in year-two.

Promoted Listen Smart to Ad Council and pitched it to Viacom executives to

use it as a TV fundraising campaign.

Lobbied for and drafted federal legislation for various hearing-related

issues to include the Hearing Healthy Kids bill, Hearing Aid Tax Credit

bill, and the Cochlear Implant Reimbursement Bill. Secured pro bono

services from and worked with top Washington firms to lobby for the various

bills.

Captured the single largest investment of $1M made by an individual to

Deafness Research Foundation.

Successfully netted $450K from second annual gala.

Administrated all aspects of the World Council on Hearing Health to include

program development, delivery, fundraising, media outreach, and advocacy.

Took direction from and supported a 20-member Board of Directors and 15-

member Council of Scientific Advisors.

Supervised and professionally developed a staff of 15.

Functioned as CFO, COO, CDO and CMO.

Executive Vice-President/Chief Operating Officer 2000-2001

As chief operating officer, responsible for developing and garnering board

approval for an aggressive expense reduction plan as well as furnishing

guidance and structure for three program departments in support of CEO.

Organized DRF's first gala in seven years and netted $295K.

Reduced overhead expenses by $250K in 6 months.

Nurtured new board members and helped build board committees for the first

time in DRF's history.

Managed the changeover from an outdated database tracking system to

Blackbaud, Raisers Edge.

Directed staff and outsourced contactors on all aspects of fundraising

(direct mail, major gifts, foundation grants, corporate philanthropy, board

giving, and planned gifts).

Developed annual budget and tracked expenses regularly; worked with

accounting firm and auditors to reconcile the budget monthly and annually.

Supported the National Campaign for Hearing Health by managing the

development of all educational and fundraising collateral.

Chief Development Officer/Vice-President 1998-2001

Integral member of senior management designated to devise business plan,

roll out, and generate funding for five-year National Campaign for Hearing

Health.

New fundraising initiatives and major donor appreciation program produced

over a 30% increase in donations in year one; this included launching first-

time direct mail acquisition campaign.

Managed successful retention and annual appeal direct mail program which

saw a 21% increase in response rates in year two, due to adding a

telemarketing component.

Accountable for writing DRF's first fund development and communications

plan in addition to commanding all aspects of individual, corporate,

government and foundation fundraising.

EDUCATION AND PROFESSIONAL DEVELOPMENT

Master of Science in Nonprofit Management

New School University, Milano Graduate School of Management and Urban

Policy, New York, NY

Bachelor of Arts in Political Science and Art History

Fairfield University, Fairfield, CT

Professional Development

Sales Training: Sandler Sales Training

Management Training: The Burrows Group, E-Myth Manager/The Entrepreneur's

Success Code

Certification: Strategic Planning Facilitation and Implementation -

University of Maryland

AFFILIATIONS

Member (2011 - 2014) Association of Fundraising Professionals ? Member

(2011 - 2014) Direct Marketing Association of Washington (DMAW) ? Member,

Board of Directors (2013) Shelter House, Herndon, VA ? Tradeshow Committee

and Active Member (2012-2013) Vienna Tysons Chamber of Commerce, Tysons

Corner, VA ? Officer, Board of Directors (2010 - 2014) World Wide Hearing

Foundation USA (WWHF-USA), McLean, VA ? Vice President (2011) Merritt

Academy Parent Teacher Organization, Fairfax, VA ? Member (2012 - 2103),

Executive Women's Roundtable, Washington, DC ? Executive Vice President,

Board of Directors (2004 - 2008) Hear Tomorrow, USA ? Advisory Board Member

(2000-2005) New York University Cochlear Implant Center, NY, NY ? Advisory

Council Member (2002-2005) NIH, National Institute on Deafness and Other

Communication Disorders, Bethesda, MD ? Volunteer English Language

Teacher/Refugee Camp Support (1991 - 1992) Zaire (Democratic Republic of

the Congo), Africa.

EARLY EMPLOYMENT HISTORY, PORTFOLIO and REFERENCES AVAILABLE UPON REQUEST

Contact this candidate