Susan Gold’s Resume

SUSAN M. GOLD

50 S. School Street, Portsmouth NH 03801 978-771-0848

susan@goldandpartners.com www.linkedin.com/in/susanmgold

EXECUTIVE SUMMARY

Consultative marketing executive with exceptional cross-functional leadership, collaboration, and marketing

operations skills. Practitioner that blends strategic thinking with revenue-focused tactical execution and works

best in dynamic, high-demand environments. Extensive experience working closely with C-Titles in course

correction, resulting in strategic plans to get the right message to the right audience at the right time using

the right channels. Exceptional hands-on tactical and execution skills as well as successful team building

orchestration. Strong integrated online, social media and offline marketing experience. Demonstrated success in

building highly effective demand generation teams with a scalable Sales & Marketing Machine for program

execution. Highly committed to metrics and quality performance in support of revenue goals.

• Sales lead generation and early

pipeline growth

• Strategic planning; value

proposition; differentiation

• Company brand and product

repositioning

• Online marketing with social

media focus including Twitter,

LinkedIn Groups, and Facebook

• Marketing team re-alignment;

process, discipline and tool

development; CRM and marketing

automation

• Product footprint and roadmap

development; product market

planning and execution

PROFESSIONAL EXPERIENCE

GOLD & PARTNERS, Portsmouth, NH Oct. 2010 – Present

Marketing consulting firm offering strategic and tactical marketing, branding and revenue growth program support for a variety

of clients and industries. www.goldandpartners.com

Principal

Select current Clients include:

•  High Technology Start-up SAAS and advisory services firm for CEO risk and value management

Operating as head of marketing; product offering and product roadmap development; value proposition and

positioning strategy; developed Go-to-Market strategy; new website development; sales process analysis and

sales tool development; social media strategy; sales presentation development; copyediting

•  Family-owned 25 year old Nuclear Medicine Equipment Reseller providing new strategic Positioning and

messaging recommendations; database organization and segmentation; new website design and content

incorporating thought leadership platform with social media; content strategy supporting multi-touch prospect

and customer cross-sell program; creating new eNewsletter and segmented communications program

•  Exit Planning Exchange (XPX – Boston)

Working with CEOs of small to mid sized firms providing consulting services including product offering

development; repositioning; message development, thought leadership platform and social media support,

WordPress website management, social media marketing, marketing operations support

•  Industry Association

Consulting services including value proposition development process and execution for National

Organization; Marketing Planning & Development; Programming Strategy; Member Growth Plan

LITLE & CO., Lowell, MA Jan. 2010 – Oct. 2010

Privately held payments processing technology firm targeting e-Commerce and e-Business firms

Vice President of Marketing

•  Rebuilt marketing team to focus on lead generation and business development activity tracking; initiated

first fully integrated, measurable lead generation campaign across all segments, creating “aircover” to

support business development activities.

•  Created custom Sales & Marketing Machine as a foundation for supporting the sales process at all

stages including awareness and lead generation, lead nurturing and sales support.

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Resume of Susan M. Gold

•  Developed formal Key Performance Measures and Department Metrics including measurements for

sales funnel impact, lead generation ROI, and social media influence calculations. Increased  new raw

leads in new segments by 15% within four weeks.

• As a member of the Leadership Team and Growth Teams, drove the  strategic planning discipline for

new segment entry and formalized the  Go-To-Market Strategy for new sectors.

• Drove the strategic planning process for  product footprint to create umbrella product value proposition.

• Spearheaded the development of a  brand refresh to better align company image with the company’s

brand attributes and value.  Repositioned company value story for sales presentations and general

content.

•  Increased usage of social media outlets with executive and sales teams; leveraging highly relevant

content resulting in 40% increase in highly-valued followers.

GORDON BROTHERS GROUP, Boston, MA 2005–2009

Privately held, multi-disciplinary firm specializing in asset disposition and restructuring, equity investment and debt financing,

and appraisal services for retail, consumer products and industrial firms. Responsible for worldwide marketing efforts including

North America, Japan, and the United Kingdom.

Vice President of Marketing

•  Built a new results-focused marketing department to realign with the firm’s needs and created the

talent structure and supporting processes for service delivery model for corporate and divisional levels.

•  Increased cold lead requests for meetings by 190%. Improved the effectiveness of awareness level

email blasts, resulting in increased email blast leads and overall company exposure by 400%. Key driver

for new CRM automation for tracking purposes.

•  Re-positioned sales presentations to support a more consultative sales approach.

•  Redesigned website incorporating SEO/SEM, formal web analytics reporting.  Increased page views by

230% and  home page traffic by over 200% as a result of integrated marketing campaign promotions.

• Increased well-established retail division pipeline with  new leads and executed successful direct mail

campaign resulting in two multi-million dollar deals.

•  Re-branded the firm. Consolidated 12 division brands, created entirely new image, drove the

development of a more sophisticated corporate identity and positioning message; re-created all print and

electronic marketing materials through client-focused solutions and value messaging.

• Created disciplined approach to  business development planning process, focusing on targeted and

measurable programs. Increased division participation by 300%.

•  Increased media coverage by 135%. Established new corporate public relations message platform and

re-introduced the company to critical media outlets.

• Increased  budget and financial transparency, and accountability. Developed micro-specific marketing

budgets and expense reporting mechanisms that more accurately reflected activity levels.

NEWRIVER, INC., Andover, MA 2003–2005

Venture-backed E-Services technology firm specializing in ASP compliance documents and data delivery solutions and e-

Consent adoption services for the financial services industry.

Managing Director of Marketing

•  Increased pipeline growth by 116% for new product launch by creating the first B-to-B direct marketing

and sales cold calling program.

•  Implemented Salesforce.com (CRM) and leveraged the system for marketing automation.

•  Achieved 20% short term revenue growth through integrated marketing promotions reflecting brand

and product repositioning to meet targets for increased valuation for acquisition plan

•  Realized 48% increase in overall prospect pipeline through increased strategic public relations,

industry conferences and tradeshow appearances.

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Resume of Susan M. Gold

•  Conducted sales presentations and personally executed consulting services for existing clients to

increase electronic delivery adoption of compliance documents product.

• Successfully  launched new data products to new markets. Developed integrated communications

programs and sales support tools to  effectively market a data firm.

•  Improved Board and Investor communications regarding ongoing marketing plan strategy

development, execution and results.

LIBERTY MUTUAL INSURANCE GROUP, Boston, MA 2000–2002

Fortune 120 diversified financial services firm with property and casualty insurance, disability and life insurance products and

services, distributing through multiple channels to include direct, broker, and agency.

Vice President

•  Managed $32 million brand budget. Responsible for brand strategy and brand management for B2B

and B2C business lines.  Improved quality of service delivery by 30% via report card.

•  Increased awareness by 64% for challenging mid-market CEO/CFO market.  Measured success

utilizing brand tracking research tools studying awareness, impression, consideration, and competitive

advertising.

•  Provided internal consulting services for strategic marketing communications direction and support to

all major business lines within Liberty Mutual (business and consumer lines)

•  Directed a team of traditional and electronic (web and email) account directors and managers that

executed development of brand television; print and radio advertising; sales support; direct mail; internet,

extranet, and intranet site development redesign and promotion; and multimedia for events, training and

promotion.

SCUDDER KEMPER INVESTMENTS, Boston, MA 1998–2000

Top 25 rated asset management firm in the retail mutual fund and retirement/defined contribution industry.

Vice President

• Exceeded marketing goals for  lead generation by 231%. Developed B2B positioning, leveraging newly

developed umbrella corporate brand (Zurich). Increased B2C marketing effort for adoption.

• Exceeded  website visitor goals by 54%. Created 3 new web sites targeting various audiences and

developed marketing strategies and programs to drive traffic. New product rollouts conducted through

electronic media.

FLEET FINANCIAL GROUP, Boston, MA 1996–1998

7th largest national financial services firm offering retail, small and mid-market commercial banking, investment,

brokerage and retirement services.

Vice President, Marketing Officer

• Centralized corporate marketing group,  reduced marketing expense and increased visibility for B2B

divisions, defined business marketing goals, created integrated communications strategies for newly

acquired NatWest and Shawmut.

• Exceeded sales goals by 174% for  test product launch for Small Business 401(k) program. Created

strategy and built electronic delivery of sales tools.

FIDELITY INVESTMENTS, Boston, MA 1993–1996

Market leader in retirement/Defined Contribution Services and innovator in Total Benefits Outsourcing.

Marketing Manager (FIRSCO)

•  Built a strategic marketing foundation in start-up Benefits Outsourcing Group including research,

PR, sales support (RFPs, sales presentations, sales tools), marketing collateral, internal training and

communications, and print/electronic advertising for lead generation. Managed a team of account

service managers, writers, and marketing administration.

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Resume of Susan M. Gold

•  Developed competitive intelligence database including product offering, SWOT analysis, target

markets, positioning, and pricing approach.

Account Manager (FIRMCO – In-house Ad Agency serving all business lines within Fidelity)

•  Provided consulting services to internal business-to-business division clients for all marketing

communications planning and execution including: FIRSCO Institutional Retirement Services; Fidelity

Capital Companies; Fidelity Management Trust Co.; Fidelity Capital Markets Group; Corporate

Human Resources and Benefits.

•  Repositioned in-house agency services for business-to-business groups within Fidelity

organization in order to increase credibility and volume (exceeded goals by 43%).

ADVERTISING AGENCY WORK EXPERIENCE: providing strategic marketing consultative services, program

management, and responsibility for client profitability and growth, spanning numerous vertical market industries

including  financial services, high technology, healthcare, travel & leisure, and entertainment.

Senior Account Manager, MCDOUGALL ASSOCIATES, Peabody, MA 1988–1993

Account Executive, RIZZO SIMONS COHN, Boston, MA 1986–1988

Director of Account Services, KURLANSKY & COMPANY, Bedford NH 1984–1986

EDUCATION

Arch of Leadership Program (in process)

Certification in Online Marketing from the Online Marketing Institute

MBA, SIMMONS GRADUATE SCHOOL OF MANAGEMENT

University of New Hampshire, Simmons College: Business Management, Liberal Arts

PROFESSIONAL AND COMMUNITY ASSOCIATIONS

Non-Profit Board Positions

Portsmouth Public Media TV (PPMtv) – current Board Member, Board Secretary, Marketing Chairperson

The Boston Club (past Board Member and Marketing Committee Chairwoman)

Massachusetts Children’s Trust Fund – State Chartered charitable organization (past Board Member)

Facing Cancer Together – (past Board Member)

Industry Associations:

The Commonwealth Institute Society for Marketing Professional Services

Exit Planning Exchange Boston (XPX) New England Women’s Leadership Institute

Senior Executive Networking Group (SENG) American Marketing Association

Association of Strategic Planning Seacoast Women’s Network