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Client Relations Executive Resume

Fort Mill, SC

Professional Experience

Confidential, Fort Mill, SC 2/10 - present Client Relations Executive

Responsibilities:

  • Direct Sales of in-home healthcare services
  • Building industry relationships to effect referrals for in-home services
  • Business development, targeting new avenues for referral sources

Major Accomplishments: * Sales growth of +400% through targeted relationship development, development of competitive solutions and garnering new business and expanding current customer referrals. *Landed 10 new customer referral sources in first 3 months through development of value-added sales approach based on consumer satisfaction and excellent service. Sought feedback and solutions based on customer needs. Continued success with new clients exceeding sales goals to date. *Developed Inside Sales role to assist in the closing of sale, resulting in increased living room visits. *Planned and executed Best Practices in sales, marketing, scheduling, recruiting, and staffing resources resulting in a more efficient and effective front office. *Built brand awareness through development and implementation of new marketing strategy.

Confidential, Charlotte, NC. 1/99 - 5/09 Director of Marketing

Responsibilities:

  • Leadership for writing five-year strategic plans, including building of new business platform and new service products for a $2.1 billion international book and entertainment distribution company
  • Business development initiatives including new merchandising service department
  • Utilized data insights to develop new services for national accounts and independent retailers
  • Development of one-year marketing plans and the overall execution of all marketing programs
  • Management of marketing department, including personnel, publications, e-marketing, product management, public relations
  • Ensured all communications are on message to support brand image and strategic mission
  • Sales support consisting of marketing for key customers including Barnes & Noble, Borders, Best Buy, Costco, Petsmart, Sears, Books-a-Million, Virgin Megastores. Analyzed sales data to apply JIT inventory and develop successful product selection techniques
  • Development and execution of the creative vision, as well as the measurement of results
  • Corporate communications
  • Development of industry relationships, including strategic vendor partnerships
  • Media buying, trade shows, events

Major Accomplishments: * Led the establishment of a new business platform, selling books to non-traditional retailers, including merchandising, title selection, in-store promotion. Key retailers include PetSmart, Michaels, Best Buy, Petco. * Sales growth of 42% over past 3 years in flat industry through targeting competitors' weaknesses to garner new business and development of a value-added service portfolio that benefited customers' bottom line. * Increased EBITDA +31% over past 3 years through the development of value-added services that could be leveraged in a price sensitive marketplace. * Increased gross profitability of publication division by +40% through the development of a new menu of promotions and publications that increased advertising revenue and reduced costs, successfully reaching both vendor goals and corporate goals. * Led a cross-functional team to write five-year strategic plans. * Conducted comprehensive competitive SWOT analysis to take advantage of competitors' weaknesses and develop new corporate strategies. New value-added services were introduced as customized solutions for each potential customer. Retail services such as in-store merchandising, vendor managed replenishment, Just-n-Time Inventory, and website solutions were introduced and managed. * Developed comprehensive integrated marketing approach including e-mail, print, direct mail, advertising and public relations.

Confidential, Rochester, NY. 8/84 - 12/98

Vice President, Marketing 10/97 - 12/98

Responsibilities:

  • P&L responsibilities for branded juice division
  • Management and development of marketing department, including pricing, promotions, events, new product introductions, product management, public relations
  • Product life cycle, new products, strategic direction
  • Market research and analysis of secondary data as basis for strategic plans
  • Development of message for new product introductions, core brands, restage products
  • Senior marketing representative, part of corporate team
  • Development of one-year marketing plans and the overall execution of all marketing programs for consumer packaged goods company

Major Accomplishments: * Gained market share in declining market through effective broker management and sales techniques, as well as targeted promotions and participation in government-sponsored nutrition programs. * Increased profitability +20% on key product lines by leveraging brand strength beyond usual commodity pricing. Leveraging brand strength allowed for elevated pricing and reduction in the brand's price elasticity. * Utilized market research data and consumer insights to develop new integrated marketing campaign designed to meet consumers wherever they were on the continuum of the product life cycle. * Successful new product introductions and line extensions to capitalize on growing snack food category * Increased brand awareness through new advertising and promotions targeted toward new mothers, executed through national radio and regionally-focused cable TV campaigns.

Business Manager, Juice products 1/90 - 10/97

Responsibilities:

  • P&L responsibilities to net margin line for company’s largest brands
  • Management of pricing in commodity arena, merchandising, shelf space management
  • Sales support and trade planning for multiple channels: supermarket, convenience store, mass merchandisers, club stores, foodservice.
  • Leveraged resources and technology to develop new product introductions and packaging innovations.
  • Sales liaison, providing effective tools for staff of 12 who directed a network of independent food brokers nationwide. Development of Category Management Best Practices for company. Developed new shelf merchandising program
  • Management of Market Development Funds, broker reviews and market planning as part of ongoing broker management responsibilities.
  • Successful writing of RFPs for government-sponsored nutrition programs allowed for stable volume with little seasonality, at profitable pricing, immune from market price fluctuations.
  • Analysis of secondary data, Nielsen, IRI
  • Event marketing and sales incentive travel were key elements in the motivation of this outside sales network.
  • Sales support for key customers included Harris Teeter, Food Lion, Safeway, Wal-Mart, Kroger, Publix, Albertsons.
  • Post promotion analysis, ROI for brands, brokers, and customers. Use of IRI, Nielsen, CRM tools.

Major Accomplishments: * Sales goals were met annually * Profits were increased through targeted price increases in soft years * New product launches included cranberry juice blends, blush grape juice, shelf stable concentrates *New packaging was introduced, including pioneering of plastic bottles for apple juice * An enviable market penetration of 98% of U.S. supermarkets was maintained.

Product Manager, Apple products 3/84 - 12/89

Responsibilities:

  • Pricing of commodity products
  • New product introductions
  • Marketing budget management
  • Sales liaison, providing effective tools for staff of 12 who directed a network of independent food brokers nationwide.
  • Management of Market Development Funds, broker reviews and market planning as part of ongoing broker management responsibilities.
  • Analysis of secondary data, Nielsen, IRI

Major Accomplishments: * Increase in market share despite influx of new competitors * Sales goals were met annually * New product launches included Natural Apple Juice * Public relations crisis averted with alar scare

Confidential, Rochester, NY. 8/80 - 8/84

Product Manager Assistant Product Manager Marketing Assistant

Major Accomplishments: * Steady personal growth and advancement through the marketing department * Annual sales growth exceeded budget through successful launch of line extensions into the international marketplace * Successful new products launched, adding steady growth with sustainable new products/flavors * Increased market share, through a complete package redesign * Successful execution of promotions included consumer coupon programs, direct mail targeted at new users, and TV advertising increased brand awareness.

Education Bachelor of Arts degree Course study toward Masters in Business Administration

References Furnished upon request.

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