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Resume #15791

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PROFESSIONAL PROFILE
Strategic marketing and business development executive with strong record of implementing sales and strategic plans that support corporate and financial goals. History of effective interaction and relationship management with clients, internal managers and multifunctional teams. Demonstrated sales expertise and ability to apply new, innovative approaches to established marketing programs. An 'out-of-the-box' thinker with strong organizational, analytical and problem solving skills; an effective communicator; focused on achieving revenue goals.

AREAS OF EXPERTISE
- Marketing/BD Leadership - Proposals & Presentations - Negotiations
- Sales Management - Market Research - Team Development
- Strategic Planning - Acquisitions/Due Diligence - Recruitment
- Growth Strategies - Public Speaking - Corporate Training
- New Business Development - Public Relations - Project Management

SELECTED ACHIEVEMENTS & SKILLS
Marketing & Business Development Leader: Have been fortunate to enjoy a classic marketing management career that has included key positions with nationally recognized, ENR top 500 engineering, architecture and construction management firms such as Dewberry Goodkind, Edwards & Kelcey, Greenman Pedersen, and Lichtenstein. Career Track: Professional growth through such positions as engineering assistant, project planner and engineer, project manager, marketing manager, regional marketing manager, senior associate and vice president of marketing and business development.

Entrepreneurial Experience/Turnaround Management: Over the past 20 years have utilized marketing expertise to build small to mid-sized businesses through organic growth, diversification, geographic expansion and acquisitions. Have track record of increasing sales. Turned around ineffective marketing functions at two companies and instilled sales oriented culture. Proven Record Across Major Corporate Functions: Skilled in many areas of management including developing and implementing branch, regional and corporate marketing, sales and strategic plans; building strong alliances, creating innovative sales strategies, expanding into new territories and markets, and training and recruitment. Have consistently exceeded corporate objectives achieving significant gains in revenues.

Skills: Exceptionally strong written and verbal communication skills. Highly personable and capable of working with executive management and personal at all levels. Proficient in problem solving and working under tight deadlines. A hands-on professional capable of managing significant budgets and teams.

EMPLOYMENT HISTORY
Management/Marketing Consultant, Greensboro, NC 2004 – Present
Independent Consultant providing management, marketing and business development support to companies in such areas as executive recruitment and search, market research, proposals and presentations, and strategic planning.

Lichtenstein Consulting Engineers, Inc., Paramus, NJ 2001 – 2004
Chief Business Development Officer/Senior Associate for this nationally recognized engineering company. Developed firm's first marketing and sales plan and directed company-wide sales efforts. Actively worked with branch managers, principals and project managers to implement. Heavily involved with strategic planning, especially implementation of a growth plan that involved organic growth, geographic expansion, acquisitions, diversification and training. Also lead corporate public relations, political and sales management efforts.

Edwards and Kelcey, Inc., Morristown, NJ 2000 – 2001
Chief Business Development Officer/Vice President for this full-service, growth oriented, engineering, architecture and construction management company with 26 offices, 1000 people and sales of $150M. Directed corporate business development activities organized along four service lines: transportation, communications, building technology, and site and facilities design. Heavily involved with growing sales and fostering a sales oriented culture. Identified acquisition targets, performed due diligence and participated in transition teams following acquisitions. While with company, four new offices were opened and 150 people were added to staff.

Dewberry Goodkind, Inc., Bloomfield, NJ 1991 – 2000
Chief Marketing Officer for this full service engineering firm. Developed long range strategic plan; and annual sales and business development programs. Supported nine branch offices in client maintenance, sales management, negotiations, research and team building. Participated in proposal writing, editing and presentations. Coordinated political activities, government and public relations and media efforts. Conducted research in new markets and acquisition candidates. Led marketing workshops and training seminars. Coordinated sales and marketing efforts with Virginia-based affiliate, Dewberry & Davis. During tenure, DGI staff size increased from 180 to almost 500, sales increased from $20M to $70M, and four acquisitions were undertaken.

Greenman-Pedersen, Inc., Babylon, NY 1983 – 1991
Chief Marketing Officer/Vice President [1986–91] and Marketing Manager/Director [1983–86]. Directed corporate marketing department providing support to eight branch offices. Involved with market research, strategic planning, communications, proposals, presentations and public relations. Heavily involved with sales and business development, client maintenance, program research and special projects. While with firm, sales quadrupled, four new offices were opened and two firms were acquired. Project manager of water resources, commercial development, landfill closure, sewer system expansion and marine engineering projects.

Philip W. Genovese & Associates, Inc., Woodbridge, CT 1981 – 1983
Marketing Manager/Project Manager for this civil/environmental engineering firm [that was acquired by Dewberry Goodkind Inc. in 1996]. Managed marketing activities including program research; lead development; client contact; and proposal, qualification and interview preparation. Developed firm's first marketing and public relations plan. Wrote brochures and promotional material. Edited technical reports. Project engineer/planner involved with environmental, civil and water resources engineering assignments.

Valley Regional Planning Agency, Derby, CT 1977 – 1980
Senior Environmental Planner – Project manager/planner of regional Section 208 water quality planning program; and land use, transportation, air quality and solid waste planning studies. Prepared RFP's and supervised consultant activities. Interacted with federal, state and local regulatory agencies and citizen advisory groups.

Eder Associates, PC, Locust Valley, NY 1975 – 1977
Engineering Assistant for this environmental engineering firm. Participated in wastewater treatment and pilot plant studies, fieldwork and laboratory analysis. Other duties included drafting, research and report preparation.

EDUCATION
MSc, Long Island University, Marine and Environmental Science.
BA, Hartwick College, Anthropology, minor in Biology.
Short Courses – Have taken numerous short courses and seminars in strategic planning, marketing and business development, sales and general management. Also, have taught internal courses in a variety of marketing and business development related subjects.
CERTIFICATIONS/ASSOCIATIONS
Society for Marketing Professional Services – CPSM [Certified Professional Service Marketer], 1999; SMP
[Senior Marketing Professional], 1993.
Professional Services Management Association – CPSM [Certified Professional Services Manager], 1995.
Meadowlands Chamber of Commerce - Board Member [1998–2003]; Government Relations Committee
[1991–2004].
New Jersey Quality Initiative, Editor – Banyan Exchange newsletter [1999 – 2000].
Design Build Institute of America – Corporate representative [2003 – 2004].
New Jersey Alliance for Action – Corporate representative [1991 – 2004].
American Society of Highway Engineers, Member.
American Society of Civil Engineers, Member.

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