Career Highlight:
TURNAROUND, CHANGE MANAGEMENT & LEADERSHIP

VP, Director of Sales & Marketing — BNA

Challenge

To halt declining sales and improve the operational and financial performance of a 300-person, sales and marketing department with a $40+ million budget…

Strategy

Prepared 100-point assessment and recommendation report that gained buy-in from top-tier executives, communicated charter to key department heads, and as VP, led implementation and execution of complete turnaround and culture change initiative.

Results

Credited with enabling 25% boost in year-over-year new sales revenue, rollout of 24 new products, 100% enhancement in productivity on direct mail campaigns, and dramatic improvement in employee morale.

Strength

Inspiration and facilitator of change, improvement, and performance excellence. Talent for building and leading large workforces and cross-functional teams.

BNA's vital signs were very definitely positive in 1994. The year saw continued growth in total circulation units. New subscription sales were 25 percent higher than the previous year's record. Operating profit rose by 13.5 percent from 1993. And net income was the highest ever in the company's history. These achievements are particularly significant in light of the revolutionary changes underway in the information industry and the substantial investments in new products and technologies the company has made in order to maintain its position as an industry leader.

– Excerpt from SEC Filing for the fiscal year ended December 31, 1994