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Summary
This expert is a customer-focused, data-driven marketing leader that has consistently driven top-line results during his professional career. Having spent the past two decades in the extended warranty/service contract industry, his strengths include strategic and business planning, integrated marketing communications, new product and channel development, marketing research, and brand management. He has successfully led both business-to-business and business-to-consumer organizations and has been effective in increasing overall profitability and expanding market share, while managing costs. He has extensive experience with new business and departmental start-ups and he specializes in transforming broader corporate objectives into actionable performance goals that follow the SMART philosophy. A motivated and engaging leader, he promotes a collaborative work environment that fosters both empowerment and accountability.
Highlights
- 30+ years marketing experience, 20 in extended warranties and service contracts
- Starting and growing extended warranty businesses
- Collaborative and transformational leader
- Strategic and business planning expertises
- Executive committee representation (NPD, Ethics, Risk, Employee Engagement)
- Seasoned qualitative and quantitative researchers
- Featured speaker and panelist at warranty industry conferences
Relevant Accomplishments
- Led marketing team which helped grow automotive vehicle service contract (VSC) P&L via a 10%+ CAGR over 5 years.
- Drove new, multi-channel marketing effort targeting automotive dealers that yielded $50M+ of qualified leads and $21M of LTV revenue in 12 months.
- Led companys foundational global research study to determine consumers new/used car purchase drivers, VSC attachment rates, market size opportunities, and segmentation strategy.
- Worked with leading global consulting firm to formulate companys 3-year automotive growth strategy and financial plan.
- Initiated companys digital development of its VSC portfolio to support F&I managers and increase dealers per vehicle retail (PVR).
- Helped transform start-up company with negative retained earnings to a national warranty and energy brand with revenue of $120M and operating income of $19M in 5 years.
- Over 3 years, increased extended warranty customer growth rates by 25%.
- Led company-wide migration of fragmented sales tracking process to global Salesforce.com platform, yielding real-time visibility into companys $1B of sales pipeline opportunity.
- Reduced average sales cycle by 69%, increased sales pipeline opportunity value by 45%, and average deal size by 58% through new Salesforce dashboard and management reporting capabilities.
- Implemented a global B2B marketing automation platform and content deployment strategy to support world-wide sales efforts.
- Increased employee engagement by 20% across 30 countries through the development and execution of a new corporate communications strategy.
- Reduced companys B2C direct marketing acquisition costs by 75% through predictive modeling and A/B testing of marketing creative.
- Developed and launched national brand chosen as 2010 Business Marketing Association Tower Award winner.
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