Erika Von Hoyer's Resume

ERIKA VON HOYER

Berwyn, PA 19312

www.erikavonhoyer.com

SUMMARY

Executive/MBA offering unique blend of sales, marketing and operations experience

Strategic leader and entrepreneur with proven ability to build and lead teams and programs with an aggressive yet ethical drive for results. Consistently proven to hit the ground running, inspiring others and producing exceptional results within a short period of time. Nearly 20 years of Domestic and International experience selling and marketing to the government and private sectors.

Areas of Expertise:
Low-budget/High-Impact Strategies - Research & Analysis - P&L Management -Social Media/Inbound Marketing - Hiring & Retaining 'Rock Star' Employees - Cross-Functional Team Building - Brand/Reputation Building - Operational Efficiency/Effectiveness - CRM Implementations

Expert at "low budget" demand generation, maximizing the value of limited resources.

Track record for leading and retaining culturally diverse and geographically remote teams as well as being able to deliver independently ("carry a bag")

Strong analytical skills and P&L management experience

Demonstrated ability to effectively transitioning into new markets including Building, Civil, Federal, Energy, Aerospace, Healthcare, Education, and Talent Management/HR

Extensive experience with planning, analysis, design, implementation and maintenance of marketing and sales technologies with a particular emphasis on CRM.

WORK EXPERIENCE
September, 2008 - Present	Wayne, PA
Founder, 360 REPUTATION, INC.
Launched in 2008 and incorporated in 2009, the organization offers consulting, training and support in the following areas: Search Engine Optimization (SEO), in-bound marketing/Social Media strategies, Systems Thinking and startup business plan development. Engagements are managed on personal time. CRM leveraged: ZOHO -
September, 2006 - May, 2009	Wayne, PA
VP, Marketing, SKILLSURVEY, INC.
10-person startup paving the global market for a revolutionary approach to job reference checking (HR Technology) As a 'one-man' department, maintained responsibility for virtually every aspect of marketing - developing and executing groundbreaking strategies for building credibility, awareness and lead generation. Additionally, held sole ownership for implementing and supporting Microsoft Dynamics CRM (e.g. trouble-shoot, train, customize) and assumed a $350K quota to support the achievement of critical revenue targets. Played an instrumental role in increasing revenue by 500% in 2.5 years. Created corporate identity, brand, messaging, web site, trademarks, demo tools, collateral, and event planning as well as a pitch that successfully secured additional venture capital. Developed an aggressive analyst and PR program that yielded favorable reviews and establishing highly favorable positioning for a new technology not previously understood by the marketplace. Successfully gained recognition for the company/product as: HR Product of the Year by Human Resource Executive, Hot Trend by SHRM, Best New Product (Finalist) by Onrec and the American Business Awards as well as Most Innovative Company. The recognition translated into measurable and cost-effective leads. Designed and managed SDLC for corporate web-site, achieving an average of 15K visitors/month in 2008 - a 375% increase over 2006, 60% return traffic and a 600% increase in qualified leads. Maintained steady pipeline of 'warm leads' through webinars, email campaigns, advanced SEO / SEM, web analytics, social media and inbound marketing strategies. Marketing leads account for 81% of new business revenue. Created Porter's Five Forces model to validate and communicate strategy despite untested, data-poor market. -
May, 2000 - September, 2006	Exton, PA
Director, Sales & Marketing, BENTLEY SYSTEMS, INC.
2,700 employee worldwide offering solutions for building, plant, civil and geospatial vertical markets (A/E/C Technology) Recruited to Return Program Director (5/2000-6/2003) Responsible for implementing the CEO's strategies for expanding a comprehensive subscription service program generating >60% of corporate revenues. Implemented training and marketing across 43 countries, with 40 currencies and 13 languages. Expanded revenue from top 10 accounts from $5.9 million (FY01) to $14 million (FY03) by closely following strategic plans and key business drivers, assigning executive sponsors, on-site meetings and supporting AMs. Managed C-level client relationships, cross functional project teams, pricing studies, margin analysis, business plans, targeted business initiatives and RFP responses. Appointed to a 5-person skunk-works project, leading cross-functional teams across the globe to exceed an aggressive $15.4 million conversion target which squarely preserved a highly visible acquisition. Owned the global implementation of Siebel CRM for marketing (needs analysis, design, training, and support) Director, e- Sales & Marketing (6/2003-11/2005) Sought-out and recommended to lead the formation of a new, high impact, low overhead sales channel (the "e-machine"). Delivered double digit annuals sales growth, increasing revenues from $3.2 million (FY03) to $38 million (FY05) and positioning the group to successfully achieve a $53 million quota (FY06). Led human capital development to scale 10x growth by delegation, coaching, training, key hires and promotions resulting a staff turnover rate of less than 10%, 90% of reps achieving individual quotas and earning 2nd highest employee satisfaction rating across the organization. In addition to serving as a business member of the SAP CRM implementation team (replacing Siebel), drove business relationships by promoting a common set of e-marketing tools, web metrics, analytics-driven campaigns and best-of-breed industry practices. Redesigned website to gather customer and prospect information, driving leads from 50 to 200 per week. Gained market share by obtaining 50,000 competitive customer contacts in six months through use of search engine marketing and web site user tracking tools while reducing lead costs from $100 to $1. Introduced entry level bundle to lower barrier to subscribe and increase conversion rates. This initiative resulted in a marked increase in the number of subscribers opening the door to small businesses. Providing cross-functional leadership in financial modeling, pricing strategies, and overall P&L responsibility. Director of Operations (11/2005-9/2006) Appointed by SVP of Sales for a newly created position responsible for quota setting and forecasting as well as analysis to maximize sales-force effectiveness while driving efficiency. Contributed as a core member of two cross-functional change management teams that 1) introduced Sandler Sales methodology and SAP CRM, 2) Documented M&A procedures and support 4 major acquisitions. Conducted an in-depth Annual Outlook that included: Industry analysis, SWOT, GDP, COGS, cost-of-sale by Account Manager/product/office/market. Additionally, conducted a detailed (global) attrition analysis. Increased accuracy of forecasting by developing a consistent methodology across the organization. Process also improved accuracy and timeliness of commission and incentive payout/achievement. -
December, 1997 - May, 2000	Exton, PA
Director, Operations & Support, ANALYTICAL GRAPHICS, INC.
200 employee, global organization offering analysis software for land, sea, air and space (Aerospace Software) Hired to revamp support and operations for a team serving over 25,000 aerospace engineers and technical professionals worldwide. Manage facilities and operating expenses for 2 HQ facilities, 5 field offices and 3 apartments. Evaluate, approve and manage vendor relations including: electrical, HVAC, telecomm, furniture, insurance, food service, security, hardware and software. Maintained 90% employee retention rate despite challenge of staffing team with in-demand aerospace engineers. Reduced costs by streamlining purchasing, renegotiating inherited vendor contracts, and realigning department structure. Additionally, saved approximately $5K/month by removing toll-free calling for local employees. Created training and "sit-with" liaison teams that opened dialogue and elevated the position of the team. Managed resolution of technical issues for key accounts (e.g. NASA, General Dynamics, SAIC and US Marine Corps). Named to an executive team reengineering the product management strategy by implementing best practice processes in the areas of product P&L management, usability, feature prioritization, and customer engagement as well as deploying ONYX/Consona CRM. -
March, 1993 - December, 1997	Exton, PA
Program Manager, BENTLEY SYSTEMS, INC.
Managed newly launched group providing training through authorized third-party providers. Responsibilities included monitoring of authorization requirements, external communications, program, trade-shows and training events. Member of planning team tasked with identifying new revenue opportunities, developing long-term strategies, and formulating and selling executive business cases. -
September, 1989 - March, 1993	Paoli, PA
Office Manager, REALTY RESEARCH, INC.
Managed operations, marketing and customer service for a 5-person (startup), commercial real estate publishing company. Played an instrumental role in increasing revenues by nearly 400% in 3 years, leading to an acquisition by Philadelphia Business Journal. -

AWARDS AND HONORS

SEO Certification (2009)

Finalist, Philadelphia AMA, Marketer of the Year (2009)

Finalist, American Business Awards, Best Marketing Executive (2008)

Published in Peppers and Rogers One to One Magazine, Boston.com, HR Magazine, and Prevention of Workplace Violence

Preliminary-Round Judge, National Stevie Awards (2008, 2009)

Featured thought leader, Recruiting Trends (2009)

Recipient of The Rock award at Bentley Systems for "most reliable co-worker" (2003)

Recipient of Corporate Achievement award at Bentley Systems (2003)

Recipient of AccountAbility Award for Sales Achievement (2003, 2004 and 2005)

COMMUNITY INVOLVEMENT
Court Appointed Special Advocate (CASA), volunteer for abused/neglected children (1986-1989, 2009-present) Villanova MBA Alumni Association, Board President & CEO, (2006-present) Villanova School of Business, Mentor-Undergraduate Honors Program (2008-present) Philadelphia Junior League, Board Member (2001-2002) and volunteer (1999-present) Main Line Ballet Society, Board Member (2001-2006)

EDUCATION
Syracuse University, Syracuse, NY, September, 1985 - May, 1989
B.S. in Education/English
Villanova University, Villanova, PA, August, 2004 - May, 2006
M.B.A. in Executive, 3.66 Grade Point Average

INTERESTS
Social media, new technology, innovation & strategy, landscaping, green-living, international travel, ballet, Russian history

KEYWORDS
social media, technology, software, marketing, sales, operations, MBA, executive, startup, CRM, turnaround, strategy, Web 2.0, SaaS, call center, subscription programs, retention, lead generation

SKILLS
CRM: Microsoft Dynamics, Siebel, SAP, Onyx/Consona, salesforce.com, Zoho & Sugar Social Media: Facebook (fan pages & advertising), Google Adwords, Search Engine Optimization, Blogging, Twitter and Linkedin for business

Erika Von Hoyer's Resume (Last updated August 6th 2009)