[1962] in OS/2_Discussion
MARKETING/SALES MANAGEMENT/SERVICE EXECUTIVE
daemon@ATHENA.MIT.EDU (gatwaywest@msn.com)
Wed Mar 21 09:46:30 2001
Date: Wed, 21 Mar 2001 09:46:17 -0500 (EST)
From: gatwaywest@msn.com
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MARKETING/SALES MANAGEMENT/SERVICE EXECUTIVE
GREG STANLEY
1306 Countryside Forrest Court
St. Louis, Missouri 63005
636 532-4613
email:gatwaywest@msn.com
http://www.rocketresume.com/greg_stanley.htm
COVER LETTER:
===================================================
MARKETING/SALES MANAGEMENT/SERVICE EXECUTIVE
===================================================
Position: Executive level
Location: Midwest but open to relocation
Income: $150K plus
Industry:Healthcare/IT/telecommunications/software/business products
Are you in search of a proven senior executive who has extensive
experience, a diverse and successful background and exhibits a strong,
expansive skill set? If the answer is yes, please read further for the
solution to your search.
My Background:
-I have an extensive range of professional experiences that will offer
a powerful contribution to any organization. These include an 18-year
career spanning several distinctly different positions ranging from entry
level to the executive level.
-This experience includes US and global responsibilities with US and
European-based organizations ranging from $200M to $13B in annual
worldwide revenues.
-In each case, career advancement was achieved regardless of industry
or size. What this means to a prospective employer is an individual that
is adept at change and can rapidly accelerate through the learning
process typical with joining any new organization or industry.
My Achievements:
-Intricately involved in the acquisition and integration of a competitor
successfully leading to a synergy that improved overall performance for
both organizations in the 1st year!
-Led a cross-functional team on the successful closure of a multi-million
dollar corporate agreement that doubled sales in the initial 18 months.
This approach was so successful it led to the closure of all available
agreements over a 3+-year span!
-Successful leadership of several initiatives including process improvement
and strategic development resulting in corporate-wide improved
performance!
-The creation and implementation of an integrated web-based marketing
campaign utilizing the cutting edge in Internet marketing tools and tactics.
This spawned hundreds of responses that lead to strong, measurable
results!
-Developed and executed a reorganization plan that transformed the
organization into successfully operating integrated business units resulting
in a marked increase in revenues and margin achievement from the onset!
-Successfully developed and implemented the two most successful
product introductions in the organization's history; each one for a different
company! Both resulted in multi-million dollars in new revenues and gross
margins.
Did it catch your attention? Am I a possible fit for your organization? To
learn more please review the attached credentials and/or contact me
directly at 636 532-4613 or by email at gatwaywest@msn.com. Thank
you in advance for your consideration of my candidacy.
Sincerely,
Greg W. Stanley
RESUME:
GREG STANLEY
1306 Countryside Forrest Court
St. Louis, Missouri 63005
636 532-4613
email:gatwaywest@msn.com
http://www.rocketresume.com/greg_stanley.htm
===================================================
MARKETING/SALES MANAGEMENT/SERVICE EXECUTIVE
===================================================
SUMMARY
Proven senior executive with 18 years corporate experience with expertise
in strategic and tactical marketing and sales and service management. A
skilled motivator with good interpersonal skills focused on the achievement
of corporate goals. The combination of strong creative skills, extensive
experience and instinctive leadership abilities has resulted in the develop-
ment and implementation of successful sales and marketing plans.
PROFESSIONAL CREDENTIALS
WORLDWIDE TECHNOLOGY/telcobuy.com
Vice President of Marketing
Achieved immediate impact on the strategic marketing plan for this $800M
corporation; a leader in the IT, Internet and telecommunication markets.
Duties included the management of a marketing team responsible for the
successful execution of advertising, PR efforts, collateral development,
Web site development and media management strategies. Reported
jointly to the CEO and COO.
-Responsible for the development and execution of the corporation’s
strategic marketing plan. Successful marketing programs included FYE, Prime
Vendor, and Rome. Each program resulted in increased awareness and market
demand.
-FYE was a successful integrated marketing campaign that resulted in 500
qualified leads. FYE consisted of a coordinated marketing strategy utilizing
database marketing, telemarketing, transit ads, direct mail, print media and
celebrity endorsements.
-Prime Vendor was an extensive marketing program developed and executed
for the State of Missouri’s IT agreement. Prime Vendor components included
collateral creation, Web site development and media management. The program
included the production of a successful statewide vendor fair that attracted
over 250 attendees and suppliers.
-The marketing team conducted a comprehensive Web-based ad campaign that
incorporated banner ads with e-mail blasts and direct mail pieces resulting in
increased Web site traffic.
-Managed Web site redesign to include the development of site tours and video
streaming hosted by Yahoo! resulting in improvements in look, format and
communications.
RADIOMETER AMERICA, INC. 1997-2000
Vice President of Sales
Responsible for all US commercial operations of a 120 member sales and
service organization. Radiometer is the leader in the critical care testing market
with worldwide sales exceeding $200M. Additional responsibilities included
P&L management of a $20M operational budget, Customer Service, IDN
management, Sales Administration, Training department, Telemarketing and
distributor management. Directed over 650 instrument placements worth over
$8M in capital sales. Reported to the CEO and the Board of Directors.
-Successfully led and managed the corporate account team in the negotiation
of a $50M agreement with Novation. Successful implementation resulted in
the doubling of sales in the initial 18 months of the agreement.
-Created and successfully guided the implementation of a financial analysis
program called TCAP. The multi-media presentation coupled with an
interactive software program contributed to a significant increase in both
placements and margins.
-Developed and implemented a reorganization plan that transformed the field
from separate sales and service units into integrated field business units. Created
a dedicated IDN sales team, which capitalized on the rapidly expanding IDN
market.
-Created a depot service program to reduced cost and service response time.
-Headed up process improvement initiatives on corporate account strategy and
organizational structure resulting in significant advancements for the company.
Director of Sales & Marketing
Successfully led the Sales & Marketing organization. Responsibilities included
management of Field Sales, Service, Customer Service, Sales Administration
and Telemarketing. Reported to the President.
-Responsible for the development and execution of the corporation’s strategic
marketing plan. Successful sales & marketing programs included Road Show,
Red System, Wake Up, Travel Partner, Quality, and Flexible Platform. All
programs resulted in an increase in market demand.
-Conducted the most successful product launch in the company’s history with
the development and implementation of the Road Show. This program introduced
a new line of instrumentation to 500 clients in 30 cities creating a strong market
awareness and demand.
-Introduced the Red System concept which transformed the field’s approach
from a product sale to solutions selling resulting in increased revenues.
-Created and implemented the Wake Up Y2K campaign to 15,000 prospects.
This comprehensive marketing program used a data based marketing strategy
that included direct mail, Telemarketing and field executed multi-media
presentations.
-Created and implemented the Travel Partner Program for Premier accounts,
resulting in the doubling of sales in Premier accounts.
CHIRON CORPORATION 1996-1997
Area Business Manager-Chiron Diagnostic Division
Reported to the Vice President of Sales with responsibility for sales management
of the Western Area for the Diagnostic Division. The Western Area included
management of district managers, sales and technical staff for this $1B biotech
firm. Promoted from Senior Regional Manager.
-Increased capital equipment sales in two key segments by 76% and 166%
respectively.
-Closure of critical corporate account agreements with several regional healthcare
systems.
-A contributing member of the selection committee for the Gallup employee
selection survey.
-Received two Quality Awards for work on compensation planning and successful
symposiums.
ABBOTT LABORATORIES 1983-1996
District Manager-Diagnostic Division
Successfully lead a 12-member sales and technical support team in the Midwest
for the Diagnostic Division of Abbott Laboratories. Managed instrument and
disposable sales of $20M with responsibility for product launches, P&L and
annual projections.
-Ranked 2nd of 60 districts in 1994 and consistently exceeded divisional plans
each year.
-Ranked 3rd nationally in 1994 with capital equipment exceeding $1.2M
-Attained President's Club for top 15% of management in 1991 and 1994.
-Achieved District of Quarter Award 1st and 4th Qtrs. of 1994 and Runner
up 2nd Qtr., 1994.
-Achieved highest Customer Satisfaction Rating in Midwest, nationally in the
top 10% of Districts.
Senior Product Manager-US Operations
Executed US Marketing strategies involving immunoassay instrumentation and
diagnostic testing products. Structured pricing and contract approval guidelines
and developed annual divisional plans. Directed field personnel on market
opportunities, competitive strategies and product issues.
-Responsible for the development and execution of the strategic marketing plans
for key products. Successful marketing programs included Grab Your Oyster and
Frequent Buyer. All marketing programs exceeded their established sales and
margin goals.
-Responsible for instrument and consumable sales of $50M. Consistently surpassed
divisional plans in each area of responsibility.
-Directed successful US introduction of Testpack hCG products in 1989 and 1990.
-Increased instruments by 5,000 units, a ten-fold increase, and doubled
consumable growth in 6 months with the execution of Grab Your Oyster, a targeted
promotional program.
-Developed and implemented the Frequent Buyer program, increasing IMx sales
to $10M.
Product Development Manager-Worldwide Marketing
Conducted global strategic marketing and product development for diagnostic
testing products. Identified new long-term market opportunities, formulated design
goals and product development as part of a business team. Developed and provided
product launch plans, training materials, pricing and distribution strategies to the
subsidiary commercial organizations worldwide.
-Managed worldwide sales in excess of $70M and consistently surpassed divisional
plans.
-Developed the Testpack Plus product, packaging, pricing strategy and launch plans.
-Successfully implemented global introduction of IMx fertility products in 1988.
Account Executive
Managed key healthcare accounts in the St. Louis metropolitan area with sales
growth and customer satisfaction responsibility. Consistently exceeded divisional
plans. Promoted from Diagnostic System Specialist after 18 months.
-Ranked 2nd out of 180 sales reps and qualified for Senior Status for 5 straight
quarters.
-Achieved sales in excess of $3M per year increasing sales by 80% as an Account
Executive and a 400% increase as a Diagnostic System Specialist.
-Achieved President's Club twice (top 20%) and consistently ranked in the top 10%
of the organization.
-Identified new market opportunity with Medicine Shoppe resulting in over $1M in
sales.
EDUCATION/PROFESSIONAL SEMINARS
B.S., Business Administration with Marketing Emphasis, 1982
University of Missouri - St. Louis, St. Louis, Missouri
In a continuous focus on personal improvement, professional seminars and programs
taken include:
Sales Force Incentive Planning (Kellogg School of Management), Healthcare
Executive Forum (NCI), Marketing University (Northwestern University), Sun
MicroSystems Marketing training, SalesAbility & STAR (Tracom), Leadership
Developmental Center, Negotiation - Getting to Yes, TQM/Kaizen Seminar,
Covey Management Seminar, Changing Strategic Direction (Kellogg School of
Management), Advanced Management Training (Arthur Andersen), LAMP,
Strategic Selling, Word, Excel, Access (Executrain) and PowerPoint (New
Horizons).
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