Work History
BLUE HERON BUSINESS DEVELOPMENT, LLC 2003-Present
Principal & Founder
Launched and managed a successful, profitable consulting practice focused on helping large organizations implement strategic initiatives that drive growth in revenue and profits. Responsible for all aspects of the business, including sales, marketing, estimating, delivery, invoicing, and collections.
Developed a specific, proprietary methodology for completing product and market development initiatives.
Launched a multi-level marketing and public relations program to create awareness and market demand.
Authored the book Strategic Positioning (NAPL,
2003) to document methodology and create awareness.
Chaired multiple industry forums and events in order to expand network of
possible channels and customers (On Demand, ITEX, NAPL, DMA, DMIA).
Used direct and channel sales models to reach potential customers.
Consistently grew revenues and profits year over year since inception.
Developed industry wide reputation for delivering high value projects on time and under budget for some of the largest companies in the printing, financial services, and consumer products industries.
INNOVATIVE CONCEPT APPLIANCES, LLC 2004-Present
President & Partner
Launched a growing, profitable importing company focused on bringing a globally known brand of luxury appliances to the United States.
Responsible for managing all aspects of the business, including international financial transactions; freight, importing, and customs processes; warehousing, distribution and inventory management; and sales, marketing, and service network development.
Developed initial business plan based on fundamental market research and business development techniques.
Identified investors, secured financing, and completed business filing process.
Recruited, hired, trained and managed sales representation for the state of Florida.
Identified, closed, and implemented several major accounts for the business.
Negotiated distribution territories, Euro-Dollar exchange rates, and inventory levels with The Indesit Company - a $ 5.0 Billion global manufacturing company.
Conducted numerous multi-channel marketing campaigns, generating demand at the consumer and dealer levels.
Doubled revenues and profits every year since inception.
THE STANDARD REGISTER COMPANY 1993-2002
Vice President, Business Development 2001-2002
Launched new technology and services business unit as part of board approved restructuring plan.
Authored business plan for creation of the SMARTworks Business Unit, secured budget funding from Standard Register Board of Directors, and created initial organizational and go-to-market plans.
Participated in executive search to identify business unit president, and transitioned leadership to the selected candidate.
Completed product development and release process for both customer facing and supplier network target markets.
Developed a high performance e-business team for a $ 1.2 billion diversified Printing Services and Manufacturing Corporation, receiving national recognition as one of the top business to business web organizations in 1999, 2000, 2001.
Created a unified e-business approach for the company, merging three separate post-acquisition EDI and Web Teams resulting in cost savings of $ 1.0 million.
Defined and executed marketing campaigns to position Standard Register as a best in class provider of technology based document management solutions.
Aligned departments into development, implementation, support, and marketing functions, resulting in the deployment of e-business platforms to over 800 customers in 2 years resulting 35% reduction of order entry and support costs.
Integrated technology and solutions selling concepts and methodologies into the Standard Register National Accounts and Field Sales organizations.
Defined and delivered sales training and development programs that integrated e-business solutions into the strategic selling process for securing long term document management contracts.
Created field marketing organization for delivery of training and support to National Accounts and field sales representatives responsible for growing core business.
Materially participated in securing over 20 new major accounts, generating core revenue in excess of $ 50 million annually.
Manager, Electronic Services Marketing 1996-1997
Developed and implemented comprehensive marketing programs for core document management and electronic commerce platforms.
Created product road map that detailed customer requirements, timing, features and functions for new e-business platform and market approach.
Managed product development and release process from concept to launch, including full support, sales, and customer training materials.
Conducted make/buy analysis for creation of initial internet e-business software solution.
Document Technology Specialist 1993-1995
Specialized in sales support for electronic commerce, document management, and workflow applications for over 200 sales representatives.
NCC COMPUTERS 1991 - 1993
Corporate Account Manager
Sales of desktop PC, file server, and network hardware and document management solutions to Fortune 1000 companies.
MEMOREX TELEX 1990 - 1991
Large Storage Systems Account Manager
Sales of mainframe hardware and software solutions to Fortune 1000 companies, including high speed line and laser printing devices.
MAI BASIC FOUR COMPUTERS 1988 - 1990
Account Manager
Sales of turn-key manufacturing, warehousing, and distribution systems, specializing in printing and fulfillment services industries.