Marketing, Sales, and Business Development
Resume:
LORIN A. YOUNG ********@*********.***
**** **** ****** ******, ******* Hills, CA 92807
MARKETING, SALES, and BUSINSS DEVELOPMENT LEADER
Marketing / Growth Strategies / Turnarounds / Business & Market Development
Service Delivery / Brand Management Strategic Planning / Sales / CRM / Data Mining
A natural leader known for originating, aligning and integrating innovative operational plans into cohesive business strategies to grow revenue and profits. I have consistently achieved ambitious goals within complex, multi-level organizations, delivering results across companies as well as functional and organizational lines.
- Executing dramatic corporate turnarounds
- Instituting new initiatives to foster corporate growth
- Re-shaping organizational strategy to build shareholder value
- Providing the vision to identify/penetrate new markets
- Expanding product lines to generate multi-million dollar business
My credentials include an MBA, with an Organizational Strategy emphasis, from Brigham Young University, and a BA in Marketing Management from Cal State, Fullerton. I have been commended for my ability to simplify what is inherently complicated. Passionate about customer service, my success in determining client needs and developing programs/processes to meet those needs has earned me the loyalty of both customers and staff.
Selected Achievements
Converted unprofitable business to high growth operation. VPI had consistently lost money, primarily due to lack of a clear structure and focus. Established organizational strategy, structure and processes. Aligned organization, set priorities and allocated needed resources. Grew gross revenue 56% - to $197M, while leading the business to $8.2M in profits in three years.
Launched new sales compensation plan. Sales force threatened litigation over VPI’s sales compensation plan. Interviewed each sales person, identifying common areas of discontent. Hired the Alexander Group, experts in sales compensation design, to develop and roll-out a win-win plan. Working with Finance and IT, built processes and systems to ensure accuracy of compensation. Significantly improved morale, leading to $40M in annual sales.
Played key role in shaping client support services. Nationwide Services Company (NSC) had difficulty meeting expectation of clients related to delivery of IT infrastructure, real estate and print/mail operations. Through effective resource allocation and staffing, aligned relationship managers with key decision makers being served by NSC, dramatically improving collaboration, service delivery and client satisfaction.
Created efficient/effective marketing management process to increase shareholder value. VPI’s Board of Directors established aggressive revenue and profit goals. Established clearly defined strategy including metrics, milestones and objectives, reducing marketing expenditures while still meeting $200M revenue goal. During the deep recession of 2008, generated over $1.2 million leads, boosting revenue 17%.
Expanded existing product line into new market. As leader of PPG’s high performance product line, tasked with finding new markets for PPG’s existing technology. Utilizing expertise in market research, business development, brand management, promotions, technical marketing and strategic planning, created an opportunity for company to enter commercial (vs. residential) pre-engineered building panel market, generating $3M in new annual sales.
Career Overview
VP, Sales & Marketing, Veterinary Pet Insurance (VPI), 2006 to 2009 – a $200M leader in pet health insurance. Began as VP, Administration, leading HR function for a 350-employee organization. Promoted in seven months, with accountability for $16M operating budget/80 people. Boosted policyholder retention from 72% to 77% in three years through innovative customer research, and improved messaging management/attention to customer service.
Corporate Officer – Strategy & Operations, Nationwide Insurance and Financial Services, 2001 to 2005. Led strategy development, financial/program management, research and data mining for a $90M, 700-employee multi-function office, core to an enterprise generating >$18B in revenue. Key contributor on numerous leadership teams.
Director, Nationwide Services Company, 2000 to 2001. Joined this legal entity of Nationwide Insurance in 1998 as a Strategic Consultant in HR. Promoted to Manager, Corporate Communications and then to Director, leading 10 Relationship Management, Communications and Customer Satisfaction Research team members. Served on Senior Leadership Team, accountable for $390M organization with more than 1,800 employees. Turned dysfunctional organization into a customer-centric one.
Earlier: Product Manager, 1996 to 1998, and National Accounts Rep, 1990 to 1997, PPG Industries, Inc.
Personal: I enjoy snowboarding, weight-training, woodworking, biking, family activities and community projects.
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