Sales and Marketing Pro with over 25 years of business development experience

MELISSA G. BLANKENSHIP, “MISSY”
Subject Matter Specialist, Communication


QUALIFICATIONS SUMMARY:
• Advertising/Events/Public Relations
• Website and Print Collateral Design
• Brand Development/Brand Building
• Strategic and Market Planning
• Budgeting and Expense Control
• Sales and Business Development
• Staff Development and Motivation
• Contract/Price Negotiation/Purchasing
• Marketing, For Profit and Nonprofit
• Government Contracting

SUMMARY OF EXPERIENCE

Hampton Roads is Pentagon South, May 2007 – present
Marketing Ambassador
Award-winning freelancer in sales/business development, communications/ marketing, and event planning. Networked within the Hampton Roads community, especially defense- and security-related organizations, to aide job hunters and businesses with their recruiting needs.

CASE, LLC, January 2008 – June 2008
Director of Communications and Marketing
Develop and direct the firm's marketing and client communications programs including public relations, media relations, copywriting, graphic design, collateral materials, direct mail, web site content and firm identity program, all in support of Business Development.
• Develop relations with media and serve as Company media contact;
• Concept, write, prepare and place Company press releases;
• Concept, write, prepare and place Company print advertisements;
• Develop and manage all information content of Web site, public and intranet;
• Writing and placement of articles in newspapers, business and trade publications and on Web pages;
• Design, edit and arrange for production of Company newsletter, print and electronic;
• Coordinate printing and mailing and develop Contacts Database;
• Develop comprehensive communications/marketing plan for Company;
• Coordinate the Company's printing and vendor relationships as they relate to marketing/communications;
• Supervise the Company's graphic design needs including coordination with external designers and agencies;
• Work with designers, internal and external, to create and produce marketing and promotional materials to support Company brand and business development efforts;
• Develop Value Propositions used for Past Performance Representations in federal government proposals and marketing messages;
• Create on-line orientation/recruitment Company video;
• Maintain Business Development resources on the web, including contractually required contract information, e.g. GSA Schedule 70 and Alliant Small Business and SeaPort-e;
• Create Corporate exhibits for events;
• Support Proposal Development and manage process, as required;
• Manage Hospitality Committee including Corporate Event and Meeting Planning and Employee Morale events;
• Develop, implement and manage Communications Style Standards.


Friendship Industries, Inc., Sep 2001 – Jun 2007
Director of Sales and Marketing
• Built new DSM position from existing base of customers and no prospects;
• Coordinated feasibility and marketing studies to determine possible outcomes
• Sought and grew new business opportunities;
• Operated 90% of time as road warrior, i.e. sales and marketing force of one;
• Created, implemented first Sales & Marketing Plan to develop the brand, including creation and maintenance of all online and print materials;
• Contributed to and implemented Strategic Plan as part of Executive Management Team;
• Managed customer and prospect relationships;
• Negotiated and maintained sales contracts, including estimating and pricing;
• Trained and managed internal customer service;
• Grew business from $1.5M to $4M;
• Added profitable new business divisions in Contract Manufacturing and Importing;
• Achieved first government contract for USAF at $9M and as sole mandatory source;
• Launched first-ever, interactive website: Friendship-Industries.com.


ASC-Automatic Service Company, Edinburg/Lynchburg VA, Jan 1992-Jun 2007
Divisional Company Manager, 1995-2001
Managed multi-million dollar Food Service Operation, including events, location development and design, sales/marketing/promotional events, budget/forecast, personnel, purchasing, G/L, A/P, A/R, taxes, financial statements, cash handling; Edinburg division was 40% of total Company sales and revenues. Developed and directed staff of 90 employees and supervisors in over 50 client locations.
Virginia Sales and Marketing Manager, 1992 - 1995
Operated as sales, marketing and customer service force of one. Created and implemented sales plans, goals and objectives. Designed all Business & Industrial (B&I) employee Food Services.
• Increased sales by $.5M in first year;
• Added $2.0M in second year, more than doubling Edinburg Division’s size;
• Created all collateral marketing materials, print and direct mail.


Grubbs Chevrolet, Inc. (GrubbsChevrolet.com), Woodstock VA, Dec 1985–Jan 1992
Sales and Marketing Manager
Provided all advertising and marketing support plus new and used car sales. Developed first marketing calendar and budget, utilizing Chevrolet co-op available, emphasizing the family-ownership brand.
• Researched, established and operated first Rental/Leasing Department;
• Researched, created and implemented first Credit & Collection Policies and Procedures;
• Graduate Chevrolet’s Professional Sales School, earning GEO Sales Specialist recognition.

TDX Systems, Inc., Rosslyn VA, Jan 1985 – Dec 1985
Outside and Telemarketing Sales Agent
B2B direct marketing and telemarketing sales of telecommunications services in teams.

Woodworth & Lothrop Stores, Inc., Washington DC, Jan 1984 – Jan 1985
Assistant Buyer - Corporate
Planned sales strategies, purchased merchandise for 16 retail Department Stores.

Leggett Stores (now Belk), Harrisonburg/Hampton/Winchester VA, May 1979 – Dec 1984
Divisional Mgr, Assistant Divisional Mgr, Department Mgr, Sales Associate, IT Systems Analyst
Worked through various positions and locations in upward progression from floor sales to Divisional Manger (managing 40 associates and 2 assistants), including Junior Executive Development Program. Researched trends, planned budget and purchased merchandise. Developed in-store marketing strategies and events. Implemented first computerized inventory control as IT Systems Analyst.


EDUCATION
• B.S. cum laude - Dept. of H. E. - Merchandising & Marketing (now School of Business) James Madison University (JMU.edu), Harrisonburg VA, 1981
• Minor - Business Administration Degree


SPECIAL TRAINING/COURSES
• NorthStar Training (Microsoft and Adobe Authorized), Virginia Beach VA, Adobe Creative Suite Advanced (design for web and print) and MS Office 2007 Advanced, 2008 (in process)
• Tidewater Community College CED Certificate-Navigating Business with the Federal Government, Virginia Beach VA, TCC.edu/wd/govseminar.htm, 2008
• General Services Administration (GSA) Expo Certificate-Selling to the Federal Government, Advertising & Integrated Marketing Solutions with GSA/Federal Supply Service GSA.gov, 2005
• NISH Business Development Certificate and JWOD University Graduate (Now AbilityOne), Vienna VA NISH.org and AbilityOne.org, 2004


SOFTWARE/HARDWARE QUALIFICATIONS
• ACT and SalesForce (Customer Relationship Management software), MS Office Power User-Access, Excel, Word, PowerPoint, Publisher, industry-specific softwares, Adobe Creative Suite, HTML, web-publishing;
• Grassroots campaign for Hampton Roads Partnership (HRP), BeatTheGridlock.com
• Website design for Defense and Homeland Security Consortium, a Community within Hampton Roads Technology Council (HRTC) PentagonSouth.org;
• Personal web presences on MySpace, Facebook and LinkedIn
• Website design and maintenance for CASE-LLC
• Web presence for Hampton Roads Chapter of the American Marketing Association HRAMA.org and HamptonRoadsAMA.blogspot.com (launched);
• Personal Blog, includes my entire portfolio and/or links to all archived materials (see links on right-hand sidebar) MGBlankenship.blogspot.com;
• Professional Website-“Hampton Roads is Pentagon South” PentagonSouth.com;
• My YouTube Videos: YouTube.com/MGBlankenship
• My SlideShows, PowerPoint Presentations: SlideShare.net/MGBlankenship
• Developed Friendship Industries – Media Information: Press Releases, Articles, Newsletters Friendship-Industries.com/Media Information

NOTE-confidential and proprietary materials, such as solicitations and proposals, are not archived or available for review


MAJOR SPEAKING ENGAGEMENTS
• Tidewater Community College’s Academy of Nonprofit Excellence – “Discovering and Navigating Niche Markets, Resources for the Nonprofit Marketer”, 2008
• Virginia Association of Community Rehabilitation Programs (vaACCSES) – “Building Brand Loyalty from the Inside Out – Creating Ambassadors Within Your Organization”, 2006
• American Society of Association Executives (ASAE) Marketing & Membership Conference – “Creating Passion is an Inside Job — The Why & How of Building a Great Staff Culture for Your Organization’s Success”, 2006
• Small Business Development Center – “Direct Mail & Me or Mailing: By the Numbers: Direct Mail 101", 2005


PROFESSIONAL AWARDS
• 2007 NISH National Community Outreach Award for creative use of print materials, press releases, and other media to educate the community NISH.org
• 2007 USPS Professional Certificates–Nonprofit Mail and Targeted Mail Marketing USPS.com
• Numerous Employee of the Month Awards


PROFESSIONAL MEMBERSHIPS
American Marketing Association’s Hampton Roads VA Chapter, past VP-Marketing HRAMA.org ; Applying for Professional Certified Marketer™
ASAE, American Society of Association Executives, past Vendor Member ASAECenter.org
DMAW, Direct Marketing Association of Washington, past DMAW.org
Hampton Roads Ad Club, Norfolk VA AdClubHR.com
Hampton Roads Technology Council, Defense & Homeland Security Consortium, Marketing Sub-Committee Head, HRTC Website Admin PentagonSouth.org HRTC.org
National Speakers Association of Virginia NSAVirginia.org
Public Relations Society of America, Hampton Roads VA Chapter PRSAHR.org
Tidewater Association of Service Contractors TASC-TGIC.org
Town Point Club, Norfolk VA Town-Point.com
WHRO, Public TV & Radio for Hampton Roads, Leadership Circle Member WHRO.org
WOMMA, Word of Mouth Marketing Association WOMMA.org