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Experiential Manager
(Senior Account Manager)
January 2004 – March 2005
PGI, INC. - Chicago, Illinois
Reason for leaving: Downsized for sale of company
PGI is a full service event and
communications agency concentrating on five areas of
expertise - Creative and Production Services, Interactive
Services, Exhibition Services, Meeting Services and
Destination Services.
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Responsible for targeting, penetrating and closing new
business.
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No
quota was established. Pipeline growth in the first
12-months was in excess of $5 million dollars.
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Expected closed revenue to be in excess $3.3 million dollars
in new target industries that included financial, consumer
products, and cosmetic industriess.
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Managed a national sales meeting that grew to over 300% of
its original expected revenue dollars, and from one to five
executive producers to support the project in just a
two-week turnaround. Served as client’s advocate throughout
the production process and oversaw the relationship between
the client and the internal team.
- Leveraged
resources as a full-service brand communications agency
and best practices to deliver fully integrated
experiential communication services including
communications strategy, meetings and events, consumer
promotions, interactive media, exhibitions, and meeting
services.
Director of Business
Development
January 2002 – August 2003
VMS, Inc. – Chicago, Illinois & Parsippany, New Jersey
Reason for leaving: Closed Chicago office
VMS, Inc connects people, places
and ideas through meetings, events and interactive media for
Fortune 500 companies. They offer strategic planning,
developing quality content through an evidence-based
medicine approach, and logistics to medical marketing
initiatives of Fortune 500 pharmaceutical, healthcare and
biotech companies.
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Working with the CEO, was
driving force in developing and managing rebranding process
to better articulate companies’ offerings. Created new
messaging, managed the marketing materials, and collateral
support for the entire company.
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Created and launched a
sales process that would ultimately drive high growth for
both brands of VMS.
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Drove the planning,
execution, and development of all new accounts for both
domestic and international opportunities.
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Delivered measurable
results by closing business with top two targeted key
accounts in less than 3 months. Sold over $500,000 dollars
in first 12-months.
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Developed, introduced, and
trained Executive Team and Account Managers on strategic
approach to sales process.
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Developed a pipeline of
new prospects, created “dashboard” report for efficient
reporting, developed and organized contacts and prospects
databases, trained on basic selling skills, developed
proposals and contract templates to ensure consistency,
developed contact management process, and trained on
prospecting techniques.
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Prospected and qualified
new clients within each key account from both a strategic
and tactical level. Served as primary contact with both
senior level management as well as key stakeholders in
tactical purchases targeting Fortune 500 companies.
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Developed and leveraged
numerous alliance partnerships to enhance company offerings,
bring additional services and support to our clients with
value added services, and promoted networking opportunities.
Senior Account Manager
November 2000 – October 2001
Jack Morton Worldwide – Chicago, Illinois
Reason for leaving: Downsized
Jack Morton Worldwide – Interpublic Group of Companies,
Inc., a brand communications agency that helps over 250
companies around the globe inspire their most important
audiences through live meetings, events and targeted
experiences that are set in both physical and electronic
environments.
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Delivered measurable results by establishing executive
relationships with nine new accounts in less than 10-months when company average was less than two new accounts
per account manager. Penetrated two accounts that had
eluded the current company sales team during the past
several years. Managed a national sales meeting worth
close to half-a-million dollars in the first three months
of employment while significantly expanding the
relationship with client to include their executive team.
And, salvaged an unmanaged legacy account worth close to
$1
million dollars.
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Leveraged resources as a full-service brand communications
agency and best practices to deliver fully integrated
experiential communication services including
communications strategy, meetings and events, digital
media, learning, environments, video, graphic and print
design, and lead generation services.
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Generated
revenues by managing and developing existing relationships
by taking an unmanaged, negative client relationship worth
close to 1 million dollars who had removed our company
from bid consideration to awarding us new business and
client commenting “you bring enormous value to your team”.
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Served as client’s advocate throughout the production
process and oversaw the relationship between the client
and the internal team. Committed to identifying and
understanding the project’s strategic business objectives
ensuring that client’s concerns were addressed, open
communications were fostered, and business goals were met.
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Prospected and qualified new clients within each key
account from both a strategic and tactical level. Served
as primary contact with both senior level management, as
well as key stakeholders in tactical purchases targeting
Fortune 1000 accounts.
Major Account Manager
June 2000 – November 2000
e2 Communications – Chicago, Illinois
Reason for leaving: Company Closed
e2
Communications is a dot.com company that focuses on bringing
innovative email marketing to Fortune 1000 companies. e2 is
one of the first in both the US and UK to have a strong
email marketing presence.
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Generated measurable results by winning sale from
competitor and closing my first sale in the first two
weeks of employment prior to corporate training, by
developing a new four state-territory and created a
500-business pipeline in 90 days.
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Developed four-state territory from ground up for an
Internet start-up firm. Serve as primary contact with
senior level management in target accounts to sell a
comprehensive suite of services and applications designed
to maximize marketing programs and presence on the
Internet.
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Developed territory business plan adopted by manager
including email letters, phone scripts, and compensation
planning spreadsheet.
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Coordinated proposal process including data applications,
custom applications, and reseller applications.
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Technology savvy able to communicate with senior level
management and staff to show how technology can help build
customer loyalty, and long-term personalize E-business
relationships from the application side.
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Community technology presentations used to educated
chamber of commerce’s, and community organizations on the
industry of email marketing and commerce-commerce trends.
Strategic Account Manager,
Growth Markets Division
February 1998 – June 2000
AT&T – Oak Brook, Illinois
Reason for leaving: dot.com opportunity
Domestic and international
voice and data applications. Growth Markets Division was a
full-suite of services offerings which included: Voice
included local, long distance, teleconferencing and
wireless; Data: included Web hosting, electronic-commerce,
frame-relay, MIS, private line, and videoconferencing.
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Achieved over a 123% client growth rate by cross-selling
the firm’s entire capabilities. Achieved acquisition sales
goals by meeting over 100% of 1999-2000 sales objectives.
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Served
as primary contact with senior level management and
performed retention activities, including negotiating new
contracts, informing clients of new technology and
services, expanding relationships via cross-selling the
firm’s entire capabilities, and mediating conflict
resolutions.
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Prepared customer business reviews. Prospected and
qualified new customers-concentrating in dot.com and
hyper-growth companies, identified needs, prepared
business solutions plan, directed the customer
presentation, prepared contracts, closed sales, oversaw
implementation processes and manage the initial engagement.
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Coordinated proposal process, including domestic and
international voice and data applications. Voice included
local, long distance, teleconferencing and wireless. Data
included Web hosting, electronic-commerce, frame-relay,
MIS, private line, and videoconferencing.
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Motivated others towards goals through Mentoring
Achievement and Assignment which required being in an
Account Manager title for more than nine months,
consistently meeting quota, having demonstrated leadership
potential, and was highly rated in a significant number of
competency areas. Noted for the ability to build
confidence in others, motivate others towards goals, and
provide professional growth and development advice through
one-on-one training. Mentor since January 1999.
Founder and Marketing
Director
September 1994 – November 1997
Greim & Company, P.C. – Bloomington, Illinois
Reason for leaving: Company sold
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Participated in business plan and marketing strategy
development for a start-up accounting firm.
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Exceeded projections in annual sales by reaching nearly
$600,000 in less than one year and expanded to three
locations in the same period to accommodate growth.
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Created go-to-market strategy and corporate image
program. Managed the brand that included communication
strategy, collateral design for print, and direct mail, as
well as managed media purchasing.

Christine G. Wren Resume |