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Senior Project Manager

Location:
Detroit, Michigan, 48230, United States
Posted:
May 24, 2010

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KEITH R. NEWELL

* ********** ***** *****: 313.***.****

Grosse Pointe, Michigan 48230 Email: j7tfqc@r.postjobfree.com

EXECUTIVE PROFILE

A Sales and Marketing Executive with extensive and diverse experience in sales management, marketing and business unit management. Proven success in performance improvement, strategic planning and solution selling. Strong track record in global messaging, market development, project management and financial management. Visionary leader able to build and lead collaborative, results oriented and customer focused teams that consistently meet or exceed objectives.

PROFESSIONAL EXPERIENCE

IBM Corporation, Southfield, MI / Somers, NY

Senior Marketing Manager - Automotive Industry 2001-2009

Managed market strategies for industry sector with a team of 30 in-direct reports supporting over $4B in sales. Established the use of key processes for the development of the business plan, creation of marketing messages and execution of marketing programs.

* Developed business model for the automotive industry group that related the customer challenges and pain points to the solutions and offerings IBM brings to market.

o New strategic plan focused on individual lines of business with customers providing solutions for time, cost and quality of core businesses.

o Plan integrated services, hardware and software.

* Achieved rating of fastest growing industry in IBM at 12% growth and gained 4.2 pts of share in 2002 through industry focused solution marketing.

* Ranked third out of seventeen industries for marketing contribution to the company in 2007.

* Generated 49% of the marketing contribution as one of the five Industrial Sector industries in 2008.

* Partnered with Solution Development teams creating global marketing messages and the deployment plans for execution in each market.

* Developed directories that allowed access to filtered information pertaining to contacts, events, accounts and relationships with customers.

* Created Business Planning tool that provided financials by brand, sub brand, target audiences, value propositions, messaging and tactics for engaging customers.

Global Project Executive - Business to Consumer Web Hosting 2000-2001

Developed and managed an engagement model that utilized the entire project team to support the solution design, transition and steady state operations of the General Motors business-to-consumer web hosting initiative.

* Grew annual services run rate from $9.8M to $46.1M. 370% growth in twelve months.

* Ensured the design and delivery of over 150 project change requests.

Manager, Business Strategy & Planning 1999-2000

Developed a plan for integrating the business strategy into the planning process for the cross functional groups within the business. Managed the creation of market analysis information for the initial components of segment business plans. Developed the processes, qualification criteria and tools for the opportunity management process for the unit.

Core Team Member - Project Pyramid Task force 1998-1999

Managed the creation of documentation describing the IBM Network Services’ Sales and Marketing activity worldwide for the Offering Memorandum used in the sale of the connectivity portion of IBM Network Services.

* Designed and populated a database of HR information on over 9000 Network Services employees.

o Developed the processes to capture the segmentation of the employees that were transitioning to the new owner.

* Contributed to sale of IBM Global Network for $5B on 12/7/1998.

Manager, Worldwide Market Intelligence, Marketing 1997-1998

Strategy and Planning

Designed a process for the development of business strategy for Network Services and created a development team. Used that process as the basis for the development of a marketing strategy.

Business Unit Executive 1993-1997

Led sales of Advantis networking products and services for customers within Michigan, Ohio, Kentucky, Pennsylvania and West Virginia. Led a management team responsible for sixteen sales representatives.

* Grew revenues from $14.7M to over $60M, a 63% compounded year to year result by creating a focused sales model and team approach.

* Number one area for percent year to year revenue growth in 1993, 1994, 1995 and 1996.

Financial Marketing Manager ( Pricing Manager ) 1991-1992

Selected for newly created position for the pricing of IBM products. Responsibilities included: the qualification of product requirements, understanding of competitive offerings, total solution packaging, qualification of product exclusives, profitability analysis and price determination.

* Created pricing tool that analyzed product, pricing, agreements and discounts resulting in a visual profitability picture for sales teams. Relocated function from headquarters to the trading areas.

o Number one trading area in country on percent of revenue plan in 1992.

Marketing ( Sales ) Manager 1988-1991

Managed sales team of six providing solutions to Chrysler Engineering. The Chrysler account team generated of $75M in annual revenues.

* Sold Chrysler on the importance of total process analysis and the use of a single tool to take a new automobile from art to part and sold Chrysler CATIA as the tool of choice for product engineering.

* Number one account in Area based on Balanced Performance Quotient ( BPQ ) in 1991.

Area Advisory Marketing ( Sales ) Representative 1987-1988

Responsible for large systems marketing and sales support to account teams in Great Lakes Area.

* Developed and implemented system that tracked opportunities and reported weekly forecasted business to president. Tool was used as model for corporate analysis and opportunity forecasting.

Plant Floor Market Development Representative 1986-1987

Primary responsibility was to define information flow requirements for manufacturing plants and translate information into product requirements and business cases to fund development activity.

Account Marketing ( Sales ) Representative 1983-1985

Sold engineering, manufacturing and word processing solutions to GM Truck and Bus.

* Top account in Branch and number one branch in the country in 1983. ( President’s Trophy ).

CAD / CAM Marketing ( Sales ) Representative 1982-1982

Provided sales support to account teams across the entire General Motors account selling engineering graphics software and workstations.

* Number one account in country for number of CADAM licenses installed in 1982.

* Number two commercial install base of 3250s in country in 1982.

Systems Engineer 1979-1981

Primary responsibility included benchmarking and installing engineering applications and operating systems on large processors throughout General Motors.

* Installed the first license of CADAM in General Motors in 1981.

EDUCATION

Bachelor of Science, Industrial and Operations Engineering, University of Michigan, Ann Arbor, MI 1978



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