CHARLES A.

HARTNESS
Direct Marketing Strategy Manager
Rochester, New York 14609 585.738.0555 chartness@hotmail.com

PROFESSIONAL PROFILE
Business-savvy Direct Marketing Strategist with 15+ years experience developing integrated marketing solutions and guiding marketing teams towards increased revenues, returns and success Direct, digital, database and integrated Marketing Executive with proven track record of successful development, delivery and management of multi-channel marketing campaigns and solutions Expertise in marketing and sales integration, sales-enablement solution development and marketing technology architecture development enabling B2B and B2C companies to increase leads, revenue and return Customer Intelligence Professional with proven competency for applying analytical, data-driven methodologies empowered by market research, voice of customer and customer interaction intelligence to the development of marketing and sales solutions Seasoned Senior Leader with expertise in developing and managing profitable client relationships Industry Experience: Professional Services | High-Tech| Telecommunications | Information Technology | Office Products | Health Insurance | Photography and Imaging | Financial Services (Banking and Insurance) | Digital Media| Consumer Packaged Goods | Leisure and Non-Profit (Environmental | Human Services)

SKILLS |COMPETENCIES
Strategic | Developmental: Direct and digital marketing strategy development | Strategic marketing plans | project planning; proposal development | brand development | financial pro formas | marketing and sales plans | sales and marketing consultation, training and development Direct and digital marketing strategy management | Client relationship management | program and project management | product marketing management | resource management | budget management financials | P&L Business strategy analysis and business plan development | customer intelligence methodologies including predictive modeling, profiling and segmentation | brand analysis and development | impact and response analysis | KPI and ROI analysis | gap analysis | SWOT analysis | strategic market analysis Client and relationship development | strong sales competency and track record | coaching skills; | excellent verbal, written communication and presentation skills Direct, digital and database marketing strategy development and consultation| branding consultation | teleservice consultation | marketing research consultation | marketing technology consultation| technical writing | productive and effective user of Microsoft Office Suite and multiple business software applications and on-line tools

Management:

Analytical:

Relationship Building: Technical:

CREDENTIALS | EXPERIENCE
Senior Account Relationship Leader/Senior Account Director 2005 - Present SIGMA Marketing Group, LLC Rochester, New York Enable over $100 Million in average annual sales for Xerox Corporation by provisioning direct, digital and database marketing and sales support services and solutions for over 20 organizations and 40 clients Services include: direct marketing strategy development | strategic and account planning and communications | client relationship development | analytical solution development and application | database development and management | marketing campaign development and targeting | campaign delivery | project management | response management | web portal and other digital application development and management | tracking, reporting and analysis | systems and solutions development and implementation Manage 3.5 million dollars in annual retainer. Direct efforts generating approximately $500,000 in average annual growth revenue Consult with Xerox Executives recommending direct marketing strategy solutions to achieve annual marketing and sales objectives

Direct a team of marketing professionals, including: Account Managers | Account Executives | Creative Resources | Programmer/Analysts | Marketing Analysts | Statisticians | DBAs } Program Managers and Response Managers. Coordinate services with multiple internal Xerox departments and outside vendors providing general advertising | creative/print production, | fulfillment | online |data transfer | telemarketing services Business Development Manager 2003 - 2005 SIGMA Marketing Group, LLC Rochester, New York Secured $500,000 annually in new business revenue via direct sales process Designed and managed new business inside sales prospecting program Secured $250,000 annually in new business revenue via New Business Inside Sales Team Generated 50 prospect proposals and marketing and sales presentations on average per annum Managed RFP response and marketing research projects Sold a full complement of direct marketing strategy and database marketing services including: database analytics| IT services | account planning and management | strategic messaging | interactive communications consultation | creative and production Associate Director, Interactive Communications 2002 - 2003 SIGMA Marketing Group, LLC Rochester, New York Strategic and operational direction for a customer interaction (telecom and digital) and fulfillment department responsible for generating an average of 2 million in annual revenue while maintaining 60% average margins Direct marketing strategy development, strategic planning and tactical oversight for account planning | account management and development | new business development | information processing | campaign analysis |quality control | resource management Engaged in successful new business development initiatives with company Business Development and Senior Management Selected Client Profile: Xerox Corporation | Morgan Stanley |Key Bank |GM Cardmember Services | Citizens Bank | Fisher-Price Inside Sales Manager 2001 - 2002 Verizon Wireless Rochester, New York Managed direct marketing strategy development and ongoing inside sales and promotional marketing initiatives for the company inside sales center Exceeded team sales quotas for both incremental and non-incremental services and equipment Recruited, trained and managed inside sales and customer support representatives selling and marketing wireless service plans, features, equipment and accessories to both businesses and consumers Director, Interactive Direct Marketing Services 1996 - 2001 Catalyst Direct, Inc. Rochester, New York Directed the strategic growth of the Customer Contact Center department to increase department productivity and profitability, resulting in a 34% growth in average yearly revenue production Direct marketing strategy development, strategic direction and tactical oversight for all interactive services | telecommunications | digital interaction | data capture | fulfillment and output processing functions | including all resource planning and administration Expanded the scope of service offerings and capabilities to include services to clients in the financial services | health insurance | office equipment | packaged goods | market research industries Engaged in successful new business development initiatives in conjunction with other members of company Senior Management Selected Client Profile: Eastman Kodak | Xerox | Nations Bank | First USA |MedAmerica Insurance | Canandaigua Brands Direct Marketing Manager 1993 - 1996 Frontier Communications International, Inc. Rochester, New York Managed direct marketing strategy development, inside sales and marketing initiatives generating approximately 3 million dollars in incremental and annualized revenues Strategic development and implementation of multi-media direct marketing campaigns Recruited, trained and managed multiple teams of inside sales, lead generation and customer support representatives selling and marketing long distance, local, data and Internet telecommunications services and equipment in the first US Open Market Exceeded team sales and revenue quotas consistently each year

EDUCATION
Hamilton College, Clinton, New York B. A. Cum Laude (Psychology) Stockholms Universititiet, Stockholm, Sweden Public Policy and Sociology

PROFESSIONAL AFFILIATIONS
Direct Marketing Association (DMA) Rochester Area Marketing Association (RAMA)