Sales Marketing

Scott Papenfus

SENIOR SALES & MARKETING PROFESSIONAL

*** *. ******** ******, ****, OH 45323 email: **************@*****.***

937-***-**** (cell)

Professional Experience

MCM ELECTRONICS - Centerville, OH 2010 - 2011

Director of Marketing – MCM Electronics is a 45MM broad line electronics distributor, and a division of UK based Premier Farnell PLC. Responsibilities included management of a multi-million dollar promotional budget, including all e-commerce activity (the largest revenue channel in the company) as well as direct mail distribution in excess of 3MM catalogs annually. MCM markets both B2B and B2C through multiple channels.

SELECTED ACHIEVEMENTS:

• Grew the web channel by 13% year over year in spite of a struggling economy. Added innovations aimed at both driving overall traffic (CSE, affiliate, SEO/SEM programs) but also conversion increases with click-to-chat, multivariate testing and much more

• Selected as a Senior Leadership Team member responsible for presenting quarterly reviews to the parent company in the UK, as well as making corporate strategic planning decisions. Also identified by the corporate office as one of only 3 of the very highest performing employees (HI-PO’s) within the division (leaders identified as potentially capable of running other worldwide divisions)

DISPATCH MARKETING GROUP - Columbus, OH 2008 - 2010

Product Marketing Manager – The Dispatch Marketing Group properties include the Columbus Dispatch, WBNS television, 97.1 The Fan radio, This Week Community Newspapers and over 20 websites (which collectively ranked as the #1 local website group in Central Ohio). Responsibilities included management of a multi-million dollar promotional budget, revenue forecasting, market research, product planning, promotional campaign planning and execution, new media management, event management and sales training.

SELECTED ACHIEVEMENTS:

• Successfully planned and launched OHGetIt.com, ColumbusDiningGuide.com, and ColumbusBizList.com – this included extensive market research, launching promotional plans which encompassed search engine marketing, outdoor advertising, broadcast and print promotion. These sites resulted in over $500,000 in incremental revenue in 2009 alone

• Selected to handle the promotional efforts for all digital properties managed by the Dispatch Group. This included overhauling the management of all digital promotion for editorial campaigns, loyalty programs as well as key account campaigns and all house promotional efforts

CUSTOM HOUSE PUBLISHERS - Columbus, OH 2004; 2008

Director of Sales & Marketing – Custom House Publishers is an 8M direct mail marketing firm specializing in promotional newspapers for real estate, automotive dealers, and several other niche markets. Responsible for all strategic planning and general corporate management, as well as direct management of inside and outside sales personnel, and all marketing planning and execution.

SELECTED ACHIEVEMENTS:

• Doubled gross sales at CHP in just nine months through new marketing strategies that included channel expansion, product line enhancements, and internal structural/ process changes

• Within first six months at CHP, increased net profit by over 20% through restructuring of the sales function (assigning new territories, creating account management program, and revising the commission program), adding a new product line, and reducing expenses in a less profitable line

• Developed comprehensive advertising agency partnership plan which grew into the second largest gross revenue source for the company

SUPPLIER MARKETING - Columbus, OH 2006 – 2007

Director of Business Development – Supplier Marketing is one of the Top 20 Online Advertising Agencies in the country, and the top online agency in the automotive segment. Responsibilities included sales and marketing management; and also tasked with leading the company into several new market segments.

SELECTED ACHIEVEMENTS:

• Doubled direct mail response rates to over 4.5%, through intense testing and tracking procedures

• Developed key channel marketing agreements, including a deal which brought in the largest publicly-traded auto network in the United States (AutoUSA with 5,000 dealer franchises)

• Developed comprehensive strategic planning documents which resulted in new product offerings and new sales channels that increased gross revenue by over 10%

AMERICAN MOTORCYCLIST ASSN (AMA) – Columbus, OH 2004 – 2006

Director of Marketing – The AMA is the largest motor-sports sanctioning body in the world, and also has over 300,000 dues paying members. Responsibilities included marketing accountability for all corporate divisions (AMA Pro Racing, AMA Sports, Hall of Fame Museum, and Membership).

SELECTED ACHIEVEMENTS:

• Increased membership by over 20% in just 18 months (reversing a five year declining membership trend) which resulted in the highest membership level in the associations 80+ year history

• Implemented a new direct mail strategy (based on extensive testing) that significantly lowered membership acquisition cost (through a combination of lower control package expense coupled with improved response rates)

• Negotiated three ground-breaking partnership deals (including a multi-million dollar deal with Nationwide Insurance) which generated double digit membership growth, and garnered national attention from the trade press

S.O.S. MARKETING AGENCY - Columbus, OH 2002 – 2004

Marketing & Sales Consultant - Operated a consulting business specializing in sales and marketing assistance for small businesses.

SELECTED ACHIEVEMENTS:

• Secured lucrative consulting contracts with Education Associates Inc., DraftingSteals.com, and many others

• Completely re-branded Network Professionals (Professional Referral Exchange) and developed an expansion plan that grew this regional business in to a national company with offices in 6 states

• Developed a comprehensive marketing plan for Education Associates driving expansion via a manufacturer rep program, leading to the highest profit growth in their 25 year history

HEARLIHY/PITSCO Springfield, OH 1995 – 2002

Divisional Vice President – Hearlihy is a $40 million division specializing in K-12 educational products, marketed primarily via catalog distribution. Directly managed the sales and marketing departments, as well as managing department heads of product development, customer service, and technical support.

SELECTED ACHIEVEMENTS:

• Spearheaded all facets of Pitsco-Hearlihy acquisition process, overseeing marketing, presentation, negotiation, and due diligence activities

• Increased profit margin by over 10% through elimination of high-maintenance product lines and subsequent reduction in customer support issues

• Led team to create top-10-selling products in company history and launch series of successful product lines that capitalized on opportunities in emerging markets

• Launched new e-commerce site aimed at the B2B market and improved product line sales 15% in the first year

• Negotiated business alliances with key marketing and product development partners, resulting in over a 7% sales increase

MONARCH MARKING SYSTEMS Miamisburg, OH 1989 - 1995

Senior Marketing Manager - Monarch, a division of Pitney-Bowes. Responsible for directing field sales managers, junior marketers, and the entire sales force, in the fulfillment of revenue objectives for National Compliance programs. Assumed joint responsibility with account managers for presentation, negotiation, and deal-making initiatives with senior management teams for key clients, including Sears, J.C. Penney’s, Wal-Mart, Home Depot, and many other major retailers and manufacturers. Designed and implemented marketing programs and accompanying collateral materials to boost major marketing campaigns.

SELECTED ACHIEVEMENTS:

• Captured exclusive, multimillion-dollar partnership deals with top retailers and manufacturers, including Lowe’s, Disney, MGM, Wal-Mart, Sears, Builder’s Square, and J.C. Penney’s

• Exceeded revenue goals each year of tenure with company, driving significant sales growth and instituting minimum of 15 new programs annually for National Compliance campaign

• Earned Individual Performance Award as “Outstanding Project Manager” and Team Performance Award for “New Product Contributions”. Received Grand Club and Crown Club awards for exemplary performance

Education

Cornell University – Graduated from the Johnson Graduate School of Management in Executive Leadership

Capital University/ Chadwick – Masters in Business Administration

Sinclair College - A.A.S. in Computer Information Systems - Awarded “Alumnus of the Year” 2001

Affiliations/ Community Activities/ Public Speaking

• Selected for Senior Leadership Team membership by Premier Farnell to represent MCM Electronics

• CEO Strategic Planning Program, Dayton Chamber of Commerce. Hand-selected for six-month “executive MBA” course reserved for company owners, CEOs, and key decision makers. Invited back to serve as a program mentor for three consecutive years

• USPS Certified Targeted Direct Mail Professional

• Nominated by The Better Business Bureau for The Business News’ Top 40 Executives Under 40 award

• Board of Directors, Membership Subcommittee, American Motorcyclist Association, 2005 - 2006

• Board of Directors, Hearlihy & Company, 1998 – 2001

• Board of Trustees, Inventors Council, Dayton, OH, 1997 – 2003

• “E-Commerce Success,” published in the Springfield Sun/Dayton Daily News, 2001

• Board of Advisors, I-Safe America, Los Angeles, CA, 2000 – 2001

• Guest Speaker & Competition Judge, Springfield, OH School District, 2001 – 2002

• Featured speaker at the International Motorcycle Dealers Association Conference, Indianapolis, IN (2005)

• International Barcode Compliance Marketing Seminar, Keynote Speaker, Mexico City, Mexico,

• NHMA Suppliers Conference, Keynote Speaker, San Juan, Puerto Rico (1994)

• National Retail Federation Logistics Conference, Featured Speaker, Dallas, TX (1994)

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