SUMMARY

A marketing and sales management professional with an MBA and 25 years of experience in project management, operations, technology, and finance, with expertise in the following areas:

• Marketing planning and strategy development;
• Recognizing and developing market opportunities;
• Business/marketing financials, performance metrics, BCAs;
• Creating and capturing demand and value;
• Sales management –planning & execution, including sales force development, employee performance & career enhancements, compensation, relationship building, coaching, problem-solving;
• CRM and sales/marketing information systems and technologies;
• Organizing business/product requirements definition sessions (JAD) and advisory groups;
• Product management, Product requirements documents (PRD), and product R&D;
• Market, public relations and image management;
• Branding and merchandising;
• Advertising and promotional management, including negotiating sponsorships and special events;
• Market research;
• Channel management and strategies, product distribution and systems;
• Web and online marketing management – ecommerce and emarketing systems and strategies;
• Advanced PC, applications and information technology skills;
• Contract negotiations;
• Vendor management, negotiations, joint ventures, partners, and joint development structures;
• Fundraising;
• Project management;
• International experience.


EXPERIENCE

Executive Consultant/CMO (2003 – to present)
WEXL INTERNATIONAL, Phoenix, AZ

Managing marketing, sales, CRM, technology, product management and ecommerce projects for corporates across various markets and industries.

Most recent projects:

• International diversified computer systems networking and security solutions company – Designed and implemented global CRM and sales force automation system, as well as automate some marketing and sales functions;
• Leading national travel management internet company – Design and implemented product marketing strategy, marketing communication plan, client management, online merchandising, reporting mechanisms, and ecommerce strategies to increase sales (doubled); negotiated marketing agreement with new partner – a world’s leading financial and travel services company;
• National software company –Designed and implemented marketing and business plans, channel strategy, designed and implemented CRM system, product management, user definitions (JAD) sessions, designed product improvements, R&D roadmap, developed and delivered presentations to key accounts, negotiated sales with international clients, database marketing strategy, and web online tools and marketing activities;
• Leading national telecommunications giant – Designed business and marketing plan for expansion of products/services, and identified business partner for M&A.

Senior Director/Associate (2000 – 2003)
DMR/FUJITSU CONSULTING, Phoenix, AZ

In 2000, DMR Consulting acquired and merged HBGO Consulting into its organization. I managed the client operations and the PPM P&L for the south/west region. I was the Lead Executive for all bid proposals –negotiated and closed the deals. I was the lead practioner for project management and the PMO, and the CRM systems practice lead.

I directed delivery services to a portfolio of large key accounts:

• American Express
• Boeing
• Paccar Financial
• Honeywell
• Fujitsu
• Sky Harbor Airport
• City of Phoenix

In 2001, I was on a 12-month loan to Fujitsu headquarters in Tokyo as part of a small consortium of international executives representing North America in the newly formed Globalnet division to rebuild Fujitsu’s global marketing strategy, developed the new worldwide branding and marketing communications strategy, build the new fujitsu.com global internet portal, design and implement a new global CRM system, reorganize the interaction of 256 worldwide subsidiaries, and the rollover and integration of the global consulting business entities.

Chief Marketing Officer, Strategy & Systems (1993 – 2000)
HBGO CONSULTING, Ottawa, On/Phoenix, AZ

Co-founded a marketing and business consulting firm. I was the managing partner in charge of spearheading sales activities and the sales pipeline, business development, the marketing practice, and managed account profitability; project P&L; project management practices and methodology; pricing and contracts, and vendor relationships. Grew the company to a $36M practice. In 1996, while employed, I returned to school to complete my MBA and then my CATM.

Corporate accounts included clients such as: American Express, Canada Post Corporation, Cognos, The Federal Business Development Bank, Newbridge Networks, Alcatel, Digital, Compaq, FrontRange Solutions, Canadian Federal Government, Canadian National Defense, IBM, Travel Network, Thomas Cook, Bank One, Royal Bank, MBNA.

My projects brought me to work in Canada, USA, South America and the Netherlands.

Major projects included:

• Strategic marketing planning;
• Marketing program implementation;
• Product management and product development;
• Branding strategies;
• Web and online marketing, ecommerce merchandising, database marketing;
• Lead generation marketing;
• Marketing audits;
• Business and marketing plans for investment banks, venture capital firms, private equity investors and investment fund companies;
• Negotiations of venture capital funding;
• Capital fundraising for emerging companies and start-ups;
• Board of Directors business liaison on behalf of investors and marketing lead for new companies;
• Sales planning;
• Designing marketing and sales management training programs;
• Key account representation and negotiations;
• Company turnaround;
• Technology strategy and architecture;
• CRM and sales force management systems design and implementation;
• Vendor negotiations and procurement system streamlining;
• Cost reduction programs.

Regional Director, TRS Sales & Marketing (1991 – 1993)
AMERICAN EXPRESS INC., Montreal, QC

Managed sales and service operations for corporate card and travel, regional office, major and key accounts, senior corporate relationships exclusively at C level. Managed as well as marketing planning, sponsorships and special events marketing. Directed business proposals, generated and negotiated deals, contract closings, projects and bidding teams. Designed and implemented T&E, financial systems, information technology, and cash flow management processes for large corporations. Designed, architectured and implemented financial accounting processes and technology-based reporting systems.

Director, Marketing Strategic Planning (1989 – 1991)
MARTIN ADVERTISING (Publicité Martin), Montreal, QC
Acting Vice President and board member of the company executive committee. Managing Director of branch office. Managed revenues and P&L, marketing production teams, and account executives. Managed all government accounts, senior political and corporate relationships. Dealt with heads of corporations, CEOs, COOs, ministers, prime minister, and top-level bureaucrats. Liaison and government lobbyist for large and politically influential companies and organizations.

Designed and devised multi-million dollar marketing communications strategies and advertising campaigns for private sector companies, public companies, state-owned organizations and governments.

Manager, Marketing and Sales – Consumer Products Group, Eastern Region (1984 – 1989)
EASTMAN KODAK, Toronto, ON

Hired and immediately sent by Kodak to its international business school campus in Rochester, NY for 3 months where I was trained in a university-like setting among other Kodak managers from all over the world in business, sales, marketing, product and financial management. Then worked and trained for six months in the field as a consumer products sales representative working with the sales channel – mass retailers, Kodak retail dealers, photo labs, independent retailers, mass merchandisers, large drug/pharmacy retailers, food/grocery retailers, food/grocery wholesalers, electronic retailers, wholesalers, and military retail operations.

Promoted to Manager of marketing and sales for the Eastern region. Managed all regional marketing and sales activities for the region including the following:

• Regional P&L;
• Regional company growth and revenue generation;
• Managed 15 sales representatives, drove the sales pipeline and quotas; and the sales planning process;
• Sales training, hiring and coaching;
• Generated, negotiated and closed the deals;
• Channel management;
• Large and key account relationships;
• Marketing planning and operating plan;
• Merchandising and merchandising mix strategies;
• Product management and new product launches in market spaces;
• Product development;
• Brand strategy development;
• Advertising strategy and budget planning and spend;
• Marketing communications and retail promotions;
• Sponsorship marketing, and special events marketing;
• Trade shows and conferences;
• Public and market relations;
• Market research.

Lead task force manager who designed, developed and implemented corporate Kodak’s first retail franchise operation in North America.

Business Analyst – Pharmaceutical Division (1983 – 1984)
Supervisor Customer Service – Chemical, Pigment and Specialty Chemical Division (1980 – 1983)
E.I.DuPONT

Recruited directly from business school and was immediately enrolled in E.I.DuPont’s CYG corporate business development program for its commodity, pigment and specialty chemical division. First trained as a customer service representative, three months later then promoted to Supervisor of the customer service department where I managed the staff and the operations of the order desk, order and shipping systems, B2B client relations (Fortune 500 companies), product production volume planning at plant/manufacturing source, inventory management for the entire chemical portfolio, warehousing management, physical product distribution by truckloads, tank trucks/tankers, rail and tank cars throughout North America. Managed truck fleet selection and negotiated with trucking companies. Traveled regularly to chemical manufacturing plants across North America, and participated at production planning sessions with company manufacturing engineers and managers. Met Fortune 500 manufacturing clients regularly to conduct commodity chemical requirements for production meetings. Worked directly with the chemical division sales force and sales management.

Promoted to DuPont’s pharmaceutical division as a Business Analyst. Produced, deciphered and interpreted market data. Analyzed market and competitive intelligence for sales and marketing decision making. Mapped out sales strategies and tactical maneuvers. Worked in field with sales representatives and their accounts – hospitals, physicians/surgeons, pharmacists, health care organizations, large drug/pharmacy retailers, drug/pharmaceutical wholesalers, independent drug stores, and their regional sales managers. Created monthly reports, participated at strategy meetings, and mapped out top-level business strategies for discussion with company senior executives.

EDUCATION

Master of Business Administration (MBA) 1997
LANSBRIDGE UNIVERSITY

Certified Advanced Technology Manager (CATM) 1997
LEARNSOFT, CANADIAN ADVANCED TECHNOLOGY ALLIANCE

Bachelor of Commerce (B.Com. Honours.) 1980
UNIVERSITY OF OTTAWA

Bachelor of Business Administration (B.Admin) 1979
UNIVERSITY OF OTTAWA


PERSONAL

• International experience – U.S.A., Canada, Europe, Japan
• Advanced computer and internet skills, office software and web applications
• Bilingual English and French
• Strong leadership strength and people skills – coaching, setting goals, fostering team orientation, positive teamwork influence, making things happen, resolving conflict quickly
• Strong organizational skills – leading people, creating roadmaps, setting priorities, meeting deadlines, situation analysis, problem-solving
• Polished communication skills – ability to influence outcomes
• Integrity, honesty, and ethical


GROUPS/ASSOCIATIONS

• TENG
• MENG
• Board of Directors – Canada Arizona Business Council