Jim LaMarca
[email protected] · 206-778-3808
Strategic Sales Planning / Market Expansion / Relationship Management
Dynamic, entrepreneurial sales management strategist with a record of achievement and demonstrated success driving multi-million dollar sales growth while providing proven sales leadership in highly competitive markets. Adept at improving sales-team performance. Exceptional mentor and coach. Tenacious in building new business, securing customer loyalty, and forging strong relationships with external business partners.
Core competencies include:
· Strategic Market Positioning
· New Business Development
· Sales Compensation Programs
· Solution Selling Strategies
· Market Research
· P & L management
· Territory Growth Strategies
· Internet, Social media
· High Tech Sales
· Team Building
· Dynamic Sales Presentations
· New Product Launches
Professional Experience
President LaMarca Strategies, 2007 to 2010 and November 2017 to present
Sales and Marketing Consulting
LaMarca Strategies provides strategic business guidance for business owners and managers.
Helps clients define strategic goals, develop actionable plans and implement systems for product development, sales and revenue growth. Advice on all business development functions, including new product rollouts, key account management and customer relationship development. Provide cross-functional team training, coaching and mentoring. Working with a select group of companies primarily in B to B sales strategy, structure and planning.
Selected Achievements:
IDEA Health and Fitness
Sr Director Brand Strategy, Sales
July 2010 – September 2017
San Diego
Coaching and leadership of brand strategy team to help achieve client goals for growth and marketing recognition. Increased annual revenue by over $2.5 million, more than 200%, with improved focus on multi-platform integrated marketing strategy, ongoing training, and one-to-one coaching. Advised senior management on all sales and business development functions, including new product roll outs, key account management and customer relationship development. Provide cross-functional team training, coaching and mentoring.
GreenStone Media
EVP Operations, Sales and Marketing, 2005- 2007
New York City, Los Angeles, Seattle
Guided strategy for product development, sales and marketing. Oversaw operations in LA, NYC, and Seattle. Effectively conveyed the unique viability of the business for investors, clients, advertisers and key industry partners.
Jones Media Networks
COO, 2002 - 2005, VP/GM, 1994 - 2002
Denver, Seattle, NYC
Jones Media Networks was the one of the largest independent US media companies with more than $50 million in annual revenues, 10,000 clients, and over 500 employees.
Built and developed the most successful product offering and sales team in the industry. Developed new marketable line extensions and new business products with sales and revenue growth potential.
Broadcast Programming
VP Sales 1992 - 1994
Developed respected sales staff which achieved at least 10% annual sales growth. Successfully introduced highly technical product line for a non-technical sales team and exceeded sales targets. Personally maintained international sales effort. Increased value of the company triggering two acquisitions.
Education and Training: Bachelor of Business Administration (BA) – Jones International University - Magna Cum Laude.
SDSU Journalism
Additional recent University level courses in Internet marketing, marketing research, E commerce.
Software expertise: MS Office, Access, Salesforce, ACT, Dreamweaver, Adobe suite.
Dynamic, entrepreneurial sales management strategist with a record of achievement and demonstrated success driving multi-million dollar sales growth while providing proven sales leadership in highly competitive markets. Adept at improving sales-team performance. Exceptional mentor and coach. Tenacious in building new business, securing customer loyalty, and forging strong relationships with external business partners.
Core competencies include:
· Strategic Market Positioning
· New Business Development
· Sales Compensation Programs
· Solution Selling Strategies
· Market Research
· P & L management
· Territory Growth Strategies
· Internet, Social media
· High Tech Sales
· Team Building
· Dynamic Sales Presentations
· New Product Launches
Professional Experience
President LaMarca Strategies, 2007 to 2010 and November 2017 to present
Sales and Marketing Consulting
LaMarca Strategies provides strategic business guidance for business owners and managers.
Helps clients define strategic goals, develop actionable plans and implement systems for product development, sales and revenue growth. Advice on all business development functions, including new product rollouts, key account management and customer relationship development. Provide cross-functional team training, coaching and mentoring. Working with a select group of companies primarily in B to B sales strategy, structure and planning.
- Expert in CRM development and implementation. Salesforce and others
- Influencer marketing. Targeting the people that become brand advocates
- Entrepreneurial small company growth
- Turn around projects for heritage companies needing to adapt and adjust
- Media companies. Advertising sales, marketing, product development, and new media
- Trade and consumer exhibiting and sponsorship
- Maximizing spend to create and brand and sales experience
- Management of online ad sales.
- Interim Executive Management
- Team building. Building a sales and service culture
Selected Achievements:
- Establish systems to successfully create a national presence. Advised on staffing marketing and sales territory structure, commission compensation and goal setting
- Guide startups with business plan development, initial funding, and the hiring and training of key marketing and sales staff
- Assess the impact of new technology on industries and businesses, and develop insightful recommendations
- Provide a strong independent point of view. Able to propose and drive novel solutions
IDEA Health and Fitness
Sr Director Brand Strategy, Sales
July 2010 – September 2017
San Diego
Coaching and leadership of brand strategy team to help achieve client goals for growth and marketing recognition. Increased annual revenue by over $2.5 million, more than 200%, with improved focus on multi-platform integrated marketing strategy, ongoing training, and one-to-one coaching. Advised senior management on all sales and business development functions, including new product roll outs, key account management and customer relationship development. Provide cross-functional team training, coaching and mentoring.
- Changed transactional sales culture to one of relationship based, multi-year brand building and consulting
- Overhauled client acquisition and service systems, compensation, and external marketing.
- Trained staff and provided ongoing marketing support to represent dynamic print, event and digital marketing vehicles for a total branding solution
- Oversaw national perceptual research study from inception to implementation in new media kits.
- Negotiated new and long term renewal agreements with major companies including Gatorade, Reebok, Chobani, EAS
GreenStone Media
EVP Operations, Sales and Marketing, 2005- 2007
New York City, Los Angeles, Seattle
Guided strategy for product development, sales and marketing. Oversaw operations in LA, NYC, and Seattle. Effectively conveyed the unique viability of the business for investors, clients, advertisers and key industry partners.
- Integral in investor fund raising and new business development of $1 million.
- Oversaw new media development, marketing and monetization. Developed and managed advertising sales, public relations and customer contact systems.
- Managed 5 person inside B to B sales staff and 10 person advertising team
- Negotiated partnerships with CBS, Viacom, Clear Channel, and major advertisers.
- Sold to key decision makers, with a well crafted presentation, and closed significant business.
Jones Media Networks
COO, 2002 - 2005, VP/GM, 1994 - 2002
Denver, Seattle, NYC
Jones Media Networks was the one of the largest independent US media companies with more than $50 million in annual revenues, 10,000 clients, and over 500 employees.
Built and developed the most successful product offering and sales team in the industry. Developed new marketable line extensions and new business products with sales and revenue growth potential.
- Acted as lead representative for the company with investors, clients and the press.
- Increased sales from $7 million to $20 million from 1995 to 2002 and $50M by 2005.
- Oversaw four sales managers and staff of 35 B to B and 10 advertising salespeople.
- Led or partnered with internal team to develop significant content and revenue streams in Broadcast, Internet, and New Media. Negotiated partnerships with Lifetime TV, NCAA, NFL, Weather Channel, NASCAR, Osmond Entertainment, Viacom, CBS, Sears, JC Penney, Omnimedia, and Zenith media.
- Developed company wide sales training, coaching and ongoing education programs resulting in outstanding team performance and retention.
Broadcast Programming
VP Sales 1992 - 1994
Developed respected sales staff which achieved at least 10% annual sales growth. Successfully introduced highly technical product line for a non-technical sales team and exceeded sales targets. Personally maintained international sales effort. Increased value of the company triggering two acquisitions.
- Structured sales territories, compensation plans and marketing efforts to invigorate the sale of existing products to new markets.
- Oversaw the introduction of innovative new products increasing clients, revenue and profit.
- Developed training programs to educate and train non-technical sales staff in the presentation and development of software, hardware, and highly complex engineering products.
- Increased annual sales from $3 million to over $7 million in two years.
- Utilized product and sales skills to successfully sell and service mature products in a severe recessionary period.
- Seamlessly added the sales and service of four purchased companies.
Education and Training: Bachelor of Business Administration (BA) – Jones International University - Magna Cum Laude.
SDSU Journalism
Additional recent University level courses in Internet marketing, marketing research, E commerce.
Software expertise: MS Office, Access, Salesforce, ACT, Dreamweaver, Adobe suite.