Develop product strategy for Federal, State and Local Government verification and detection services. Work with Government Relations to drive usage of private data to reduce improper payments in Government. Partner with the sales organization to understand customer needs and provide value added solutions to increase penetration.Advocate on Capitol Hill informing legislators about the benefit of using private data and analytics to uncover benefit fraud. Promote the modernization of the Public Assistance Reporting and Information System (PARIS) to allow for real-time verification to prevent inter-state fraud.Manage Government product strategy. Product line focuses heavily on verification & detection services, including our Eligibility Advisor data hub, as well as identity & fraud services. Meet with key federal customers including Center for Medicare Services and Office of Child Support Enforcement and key state clients such as State of California Health & Human Services to better understand customer needs and how Equifax products can support key initiatives within GovernmentAnalyze legislation to understand impact on current and future product strategy trends.

Developed go to market strategy for the Corporate and Professional Tax & Accounting Publishing Market including annual strategic marketing plans. Worked with the Marketing Services organization to implement marketing programs on-time and within budget. Partnered with the sales organization to ensure alignment with strategic initiatives including product training and collateral. Managed the implementation of Salesforce.com in Strategic Marketing to monitor marketing campaign and track ROI.Analyzed ROI data to create an impactful 2015 marketing plan that builds on the programs that worked and discontinues ones that weren’t successful while also testing new programs to evolve the plan and explore new opportunities.Created lead generation programs resulting in 23K leads that drove in $1.0M in incremental sales in 2014.Managed and developed an outside contractor supporting the team with analytics and tactical execution.

Developed an advertising campaign and tradeshow strategy that positioned Fall Protection Systems as a comprehensive solutions provider, maximizing marketing investment. Developed a business case and helped launch an online website for consumable safety products, increasing customer satisfaction. Led the telemarketing team, designing an incentive structure that aligned with business objectives. Worked on developing the overall go-to-market strategy, including a new organizational design.Worked on expanding geographically by developing a distribution agreement with the second largest safety distributor in Canada. Market potential was estimated at over $12M annually.Launched an online website generating over $10K a month in the first six months.Networked with the Safety Equipment Distributors Association (SEDA) to find distribution partnerships in the US for our KIT offering.

Led a cross-functional team focused on developing our safety business case. Analyzed the $15B safety distribution market. Benchmarked key competitors as well as worked internally with our sister companies, Acklands-Grainger and Lab Safety, to understand strengths, weaknesses, opportunities and threats. Outlined short-term and long-term business development recommendations to achieve differentiated market positioning. Developed annual marketing & sales plan.Completed launch of First Aid Replenishment program in response to a competitive threat from Cintas, generating $1.3M in incremental sales in just 3 months, running 125% to goal of $100M in 5 yrs.Collaborated with Marketing Communications, Catalog Production and Product Management to create an Occupational Health & Safety Catalog aligned by OSHA standard, generating $5M in incremental sales.Educated our Sales Organization on how to penetrate the safety market. Presented to over 1,500 sellers including a role play exercise to help sellers make their first call with a safety professional. 84% of the sellers were very satisfied or satisfied with the presentation.Educated our customers on OSHA regulation by developing and moderating the "On the Job"​ quarterly webinars. Overall, webinars generated $500K in incremental sales based on same day sales online. Represented Grainger's leadership position in safety by conducting media interviews and working with key trade associations and publications. Published article in Occupational Health & Safety magazine promoting the release of our Occupational Health & Safety Catalog and outlining the major trends affecting the safety distribution marketplace.

Managed a team of two Associate Marketing Managers to drive penetration within the Commercial industry resulting annually in double digit growth. Developed annual marketing & sales plan.Coached Associate Marketing Managers in business development opportunities with group purchasing organizations in the industry such as Avendra, Site Stuff and the Healthcare GPOs. Encouraged them to leverage the GPOs internal marketing functions to promote Grainger's capabilities through informational webinars, sales flyers and internal website content.Supervised the development of a Hospitality Catalog as a competitive response to Home Depot Supply as well as the development of an Emergency Preparedness Catalog to capture HRSA funding provided to the Healthcare market. Emergency Preparedness product was merchandised by grant categories to increase effectiveness resulting in $2M in incremental sales.

Led a team responsible launching EZCRIB inventory management solutions, developing and deploying web-based seller training. EZCRIB was a precursor to Grainger’s current suite of Inventory Management products that have generated over $750M in incremental sales.Worked with a cross-functional team to create the Grainger Value Advantage, soliciting input from key stakeholders and suppliers to develop a cohesive positioning message that was consistently delivered by our sales organization.

Managed various industry segments and customer groups from National Accounts, Healthcare and Federal & State Government. Assisted in the development of annual marketing & sales plan. Responsible for educating sellers on how to penetrate the industries as well as managing ongoing communication with customers.Created online industry segment training to educate sellers. Developed framework with Healthcare industry which included an industry overview, key issues and model sales calls. Worked with the Grainger Learning Center and an outside designer to model the training after the existing sales processes. Worked with the other eight Associate Marketing Managers on the team to create their online training modules.Identified unique product opportunity in Healthcare by learning about the customer’s purchasing process and buying motivators. Rationalized customer needs with Grainger’s capabilities identifying gaps and developing cross-functional action plans to close them. Worked with Product Management and supplier to develop product launch strategy. Supplier now represents over $4M in sales annually for Grainger. Aligned Grainger products by Joint Commission Environment of Care standards to increase customer awareness of the solutions offered.