Steve Knier

Impact to Your Organization

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Drive revenue growth and profitability through execution of marketing strategy and sales support. Provide direction and leadership, innovative thinking, and compelling communications to achieve business objectives.

 

• Leadership – direction for internal teams, driving change management efforts, and aligning internal departments to obtain goals and objectives

o Built Integrated Marketing Services business unit to $40.2 million revenue and $8.6 million EBITDA, servicing major automotive clients such as Mazda North America, American Honda, Subaru of America, and Honda and Acura of Canada

• Strategic Thinking – design and execute business plans, calculate financial projections and pro forma, and develop marketing and sales support efforts

o Developed and sold business plan for Integrated Marketing Services business unit to C-level officers of direct mail production firm

• Analysis and Critical Thinking – identify needs, niches and market opportunities to create innovative marketing solutions for multiple product lines and services

o Developed marketing communication reporting and opportunity analysis to identify high-potential customers and increase market penetration, raising client’s response rates by 12.8% and IMS division revenue by 9.8%

• Execution and Problem-Solving – increase revenue and grow margin through effective performance management, compelling communications, and cross-functional operational alignment to obtain stated objectives

o Increased productivity by 21.4% while reducing turnover from 58.8% to 24.8% through aligning employee and division goals and creating a self-funded training, career development and mentoring program for employees at all levels

• Financial Management – tracking and controlling costs, leveraging resources, and prioritizing investments in the context of short- and long-term revenue opportunities

o Improved gross margins from 26.6% to 36.7% through better cost controls, efficiency, and reduced rework and credits, primarily through broadening Program Manager accountability, process improvement, and enhancing financial training

• Marketing Savvy and Communications – craft communication campaigns, including customer lifecycle management, product launches, promotions, and online and offline advertising supported by research and measured results

o Created service and parts marketing program for American Honda and 1,000 local Honda dealerships delivering 25.5% response rate and $65:1 return on investment

• Sales Support and Business Development – streamline and facilitate multi-channels sales processes, lowering customer acquisition costs and increasing customer value and market share

o Negotiated contract extensions with four major automotive OEMs, securing base of business for additional years while avoiding competitive bid processes, enhancing program offerings and maintaining project margins
 

• Assisted in the creation of functional specifications and business requirements for delivery of Integrated Marketing Services platform
• Generated pipeline of over $70 million in prospective business in nine months

Minacs Worldwide 
Vice President Integrated Marketing

• Grew IMS business unit to annual $40.2 million revenue and $8.6 million EBITDA
• Built team of 74 marketing professionals to design, execute and support marketing communications programs for Fortune 500 clients and their dealer networks, including General Motors, American Honda, Subaru, Mitsubishi, Gulf States Toyota, Mazda, Nissan/Infiniti, Mercedes-Benz, General Motors Canada, and Honda/Acura of Canada
• Achieved all operational objectives each year, including business growth (annually 32.3%), financial management, client engagement, quality, and employee performance and satisfaction
• Exceeded goal of 5% of staff time spent in training, development, and mentoring, while increasing sales per employee to over $500,000

Bucyrus International
Marketing Manager

• Redesigned marketing function to support aftermarket parts sales and maintenance services for $100 million heavy equipment line including distributor and maintenance center support

Lake Michigan Management – Yum! Brands

• Built top delivery unit in terms of revenues, profitability, and delivery performance
• Lead turnaround team to intervene in underperforming units, returning 12 of 15 locations to profitability in 60 days, and all 15 within six months

Jefferson Davis Associates
Director of Project Development

• Lead business development efforts to open new markets in technology and financial services

Epley Marketing Services

• Designed, implemented, and analyzed quantitative research programs for clients in technology, heavy equipment, chemical, and agri-business sectors