Sales Marketing

Location:

Cleveland, OH, 44120

Posted:

September 22, 2012

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Resume:

L. Megan Williams

***** ******* **** • Shaker Heights, OH 44122

Cell: 804-***-**** • **************@*****.***

Profile

Results-oriented strategic thinker and team leader with 20+ years of success ensuring business goals are met by developing and executing creative sales, marketing, business development, and internal initiatives for continuing care retirement and assisted living communities. Proven sales and marketing approach based on thorough understanding of products, programs, services, and pricing. Able to focus on immediate needs as well as the big picture. Fair, consistent management style with an emphasis on setting and articulating clear expectations, holding staff accountable, and building positive, cohesive teams. Able to work with all levels. Highly developed analytical, organizational, training, relationship building, and communication skills. PC savvy. Provide broad-based strengths in:

Business Development Strategic Planning Corporate Branding

Systems Development Media Planning & Placement Sales Training

Consumer Research Marketing & Sales Audits Recruiting & Hiring

E-Commerce Competitive Analysis Market Positioning

Professional Experience

MW CONSULTING 2008 – Present

Principal Founded firm specializing in providing turnkey services including on-site consulting, marketing and sales audits, process review, pricing review and adjustment, compensation packages, sales protocols, sales systems, recordkeeping, follow-up, marketing strategy and implementation, prospect targeting, policy and procedure manuals, sales collateral, sales forms, and industry-related sales training. Selected projects:

SHAMROCK COMPANIES, headquartered in Westlake, OH 2006 – 2008

Full-service marketing communications and project management resource for companies of all sizes; 17 U.S. locations

Executive Vice President of Marketing & Brand Development Recruited for new position to help turn company around by creating a corporate marketing and branding strategy, developing and executing marketing strategy for healthcare vertical market, and developing employee incentives. Held additional accountability for press releases and played a leadership role in the Creative and Broadcast divisions. Managed 12 direct reports in Creative unit as well as Broadcasting general manager. Reported to CEO/president. Member of Shamrock Companies executive team.

• Transitioned sales team from selling only what they wanted or felt comfortable with to selling entire Shamrock package by creating a branded platform that effectively represented the entire Shamrock package to clients; platform was used by sales, executives, and general managers.

• Played pivotal role in increased market share and brand awareness by establishing a marketing E-commerce platform, redesigning Web site, and creating effective sales tools.

• Increased supply chain management process effectiveness by analyzing vendor data and implementing a SCM process, RFPs, and coding for ERP system; interviewed vendors and reviewed pricing.

• Successfully introduced Shamrock to healthcare industry; showcased company at national conference and gained new business.

• Significantly improved executive communication by implementing monthly general manager/executive meetings where information and industry knowledge were shared; established an intranet and company portal that increased communication consistency enterprise wide.

• Boosted low employee morale by creating and implementing an incentive program available to all employees and establishing an environment of open communication and trust; result was increased buy-in from employees.

MW CONSULTING 2002 – 2006

• Pennybyrn at Maryfield, High Point, NC: Transformed community’s image from a nursing home to a progressive, exciting retirement community for seniors. After completing a sales audit and industry-related sales training, was hired to provide marketing and on-site sales consulting. Served as liaison to advertising agency and as community marketing representative, on-site sales manager, and development team member.

• McKeen Towers, West Palm Beach, FL: Assisted full-service continuing care retirement community decrease number of one-bedroom vacancies. Increased census from 85% up to 95%. Cleaned and qualified lead base, conducted sales training, developed and executed sales systems and protocols, created waiting list program, established and implemented outreach program, and interviewed and hired a director of marketing.

• Covenant Woods, Hanover, VA: Assisted 100+ year old CCRC to complete pre-sales efforts six months ahead of schedule while managing on-site sales. Provided all marketing services including staff selection, on-site sales management, and marketing material development. Assisted board and management to better understand market demand and consumer values through analysis and management of extensive consumer research. Represented marketing viewpoint on development team as decisions were made on architecture, program design, pricing, amenities, services, and value engineering.

SB&a, richmond, VA 1997 – 2002

Advertising and marketing agency focusing on health-care industry

Director of On-site Sales/Senior Account Manager Served as senior marketing consultant and representative to turnkey retirement clients, developing and executing comprehensive, research-based marketing plans for the start-up and growth of various long-term health-care/retirement communities. Managed annual marketing budgets averaging $3.5 million per project. Co-supervised three project managers and often managed two or more turnkey projects simultaneously.

• Managed contracts that brought in over $30 million in agency revenue in five years. Assisted with successful cultivation of new business and was personally responsible for retaining a number of existing clients.

• Increased average response for several direct response campaigns using open-loop strategy.

• Increased pre-sales for new Columbia, MD, retirement community by over 600% in one year.

• Led blue-sky/turnkey retirement community and another’s expansion to full capacity ten months ahead of schedule.

• Revamped West Palm Beach facility by developing and implementing tracking and marketing/sales.

COLLINGSWOOD HEALTH CARE CENTER, Rockville, MD 1996 – 1997

Marketing/Sales Consultant Led strategic planning, marketing and sales effort for skilled health-care facility with minimal market presence. Managed $300,000 budget. Developed and designed advertising layouts, brochures, newsletters and professional materials. Developed and implemented internal/external marketing and sales systems, protocols, and templates. Increased center’s visibility and achieved a 100% occupancy rate. Streamlined admissions process and hired and trained director of admissions.

MARRIOTT SENIOR LIVING SERVICES, INC., Silver Spring, MD 1992 – 1996

Member: Corporate Start-Up Team Expanded role to include participation on “start-up/blue sky” corporate team for Marriott Senior Living Services Corporation. Played integral role in development and implementation of marketing, sales, and outreach training programs; led on-site sales and “swat” team for troubled communities. Hired, trained, and managed personnel.

Director of Marketing, Bedford Court by Marriott Managed external sales and assisted with internal sales for continuing care retirement community with 300 residents. Directed internal and external promotions programs. Managed $500,000 budget. Increased occupancy rate from 91% to 96%. Added leadership of marketing effort for newest Marriott endeavor, a CCRC co-op that reached 100% occupancy.

ADDITIONAL EXPERIENCE: Served as director of marketing for Sunrise Assisted Living Corporation in Fairfax, VA; met occupancy goals.

Education

BACHELOR OF ARTS IN ADMINISTRATION AND MARKETING 1989

University of Middle Tennessee, Murfreesboro, TN

PROFESSIONAL DEVELOPMENT: Wilson Marketing, Sales and Leadership Series ~ Marriott’s Foundation of Leadership ~ Stephen Covey’s 7 Habits of Highly Effective People

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