Motion Computing
- International Marketing Manager
2009 - 2012
Motion Computing is a leading global provider of integrated mobile computing solutions for vertical markets, including healthcare, field service, construction and retail.
Manage marketing development budget of $1 million U.S. and penetration of EMEA & Latin America.
Develop global marketing strategies through collaboration with channel distribution partners.
Coordinate cross-platform product launches which identify optimal mix of marketing tools and distribution channels to maximize sales.
Evaluate ROI with business development opportunities, e.g. special events and industry tradeshows.
Create product messaging and determine positioning in collateral, websites, and press releases.
MAJOR ACCOMPLISHMENTS:
>> International Expansion: As part of developing new markets and growing existing regions, travel 50% of time within Latin America and European regions with key initiatives:
Latin America: Developed new share in the region from 0 to 5% of company’s total business. As part of onboarding efforts for new partners in growth areas, co-develop go-to-market plans that address product gaps in the market and increase sales. Onboarding includes regional website creation, development of sales and marketing tools with localized market content translated into Spanish and Portuguese.
Europe: Captured 100% year/year sales growth on average for two years moving from a base of 15% of company sales to 30% of company sales. Created a definitive marketing role and became the European liaison for sales offices and their partners, becoming the international voice of the customer and the end user. Developed a sales support system that incorporated first time ever regional sales training and education on the development of vertical markets and workflow by region for a more strategic approach to growing market share and sales.
>> Channel Management and Complex Marketing: Liaise with over 4o distributors in Europe and the Americas (U.S., Canada, Latin America) and created one-of-a-kind, first-time regional events:
EMEA (Europe, Middle East, Africa): Created the first of three, two-day regional Sales and Marketing events in London, Munich, and Lisbon to provide channel marketing updates on operations, service support, and to set up a communication channel for sales team feedback on regional markets and unique initiatives thus invigorating sales and improving the relationship management and quality of sales feedback.
Lisbon Partner Event: Produced the first CEO/CIO event for regional executives to share product roadmaps and corporate strategy and to exchange and share ideas via brainstorming sessions on Product, Service, Workflow, and Partner Programs.
Corporate Partner Program: Enhanced a channel partner program for distributors to expand market reach and focus with value added resellers in their regions. Tailored each of the multi-geographic programs by language and established a successful program with 5 major components:
Marketing Development Funds: Award marketing dollars tied to sales, increase in sales, and size of salesforce needed to increase market share in the region.
Press visibility - Enhance partner visibility via press releases and partner announcements.
Lead Generation – Qualify leads generated via corporate-wide marketing campaigns or specially created client campaigns.
Deal Registration – Develop special pricing for pilot programs or new customers to enhance success throughout the duration of a unique project or client acquisition.
Sales Training – Incorporate a sales training calendar of how to sell complete solutions to their channel with languag
