This month, please take a moment and get to know AMA Member Rachel Macik

Where do you work, and what does you company or organization do?
I work at Atos Origin, which is a Global IT company. I am part of the Global Marketing Circuit, representing North America. We’re actually quite large with over 49,000 employees. In the US, we’re still building our brand. Atos Origin acquired Schlumberger Sema in 2003, and now has over 800 employees in the US. In Houston, we service several of the large Oilfield Service Providers, and provide infrastructure services to entities that have chosen IT outsourcing.

Briefly describe your job.
Day-to-day I work with our global marketing teams to localize solution marketing for our target sectors. One of our largest contracts is with the International Olympic Committee (IOC).  We have had this contract since the 2002 Salt Lake Winter Olympic Games and have the contract to the Rio Summer Games in 2016. In March, I was fortunate enough to attend the Vancouver Winter Games to host a group of industry analysts and support our executive team who presented our 2010 sales and marketing strategy. This was a fantastic opportunity, as only a select few are invited to the Games each year. It was an amazing experience. I hope I get a chance to attend the London Summer Games in 2012!

http://www.flickr.com/photos/atosorigin/sets/72157622647582102/

If you weren’t at your current job, what would you want to be doing instead?
If I wasn’t with Atos Origin, I’d be Mrs. Linda Winder, my high school journalism teacher. I learned so much from her class—photography, layout, graphic design…. I would love to go back and inspire teens the same way she did. She has been my all time favorite mentor.

What is your all-time favorite marketing campaign or brand?
Because marketing techniques change so often, my once-favorites are always trumped by something new! Right now, one of my favorite commercials is Dean Winters in the Allstate “Mayhem” ads. I think they are clever. I like clever. http://www.youtube.com/watch?v=HR19XBym6v4&feature=related

What’s your favorite food or drink?
Pizza (any pizza) + red wine = heaven. Cold pizza for breakfast (minus the wine) is just as wonderful.

How long have you been an AMA Houston member?
I’ve just signed up this year *blush* My marketing team won a Crystal award this year, and we were all inspired and joined right away.

What’s your favorite thing about AMA Houston?
I didn’t realize what an outreach AMA Houston had. I should be ashamed to be a marketeer in this city for over 12 years and never have been a member. There are so many classes and people to learn from. It’s really a fantastic network. I am looking forward to becoming an active member.

And we’re looking forward to seeing Rachel at the next event! Be sure to join Rachel’s network on LinkedIn too.

These buyers can no longer take the time, maybe haven’t got the time, to differentiation among sellers. We marketers tend to think this is a new challenge but it’s not. Every time another brass coffee pot seller sets up a booth next to ours – or a new refinery starts producing ethylene and tries selling it to our customers – we face the challenge of commoditization…that’s a difference problem.

It affects companies, marketers and salespeople. So on Friday, September 17, the AMAHouston Energy SIG’s presenting its “Savvy Sales Force Enablement” seminar. Have you registered yet?

If you attend, you could come away with some best practices on how to get your sales force excited about what they present to customers – because what they’re saying (marketing messages) is the difference that catches prospects’ attention.

To find out more about the upcoming seminar, I did the classic “5 Questions” thing with one of the Energy SIG’s co-chairs, Brenda Bramhill of Baker Hughes.

1. What are the challenges salespeople in the industry are facing today? Recent statistics are telling, notes Bramhill. “70% of executives say that commoditization is the biggest threat to company growth.” The big challenge is lack of differentiation, compounded by the increasing sophistication of buyers. They have many sources of information and their ‘job,’ in many cases, is to keep prices low. So the market acts to continually detract from the value of sellers’ brands.

Every year, 30% more information floods the desks of decision-makers. Customers are overwhelmed and therefore have far less time to listen to (and be influenced by) sales messages.

“Nevertheless,” Bramhill says, “85% of what customers think about your company is based on the conversations they have with your sales force – they’re building the brand in their own way – but only 25% of salespeople who make a good first call get a second meeting with key decision-makers.”

“90% of what marketing creates isn’t used by the sales people – why? Marketing could do much more to engage the salespeople, who frequently aren’t involved early enough in the positioning and message development processes to get them fully onboard.”

2. How did your SIG committee decide to spotlight this topic? “If you – as a marketer – want to make a contribution to the bottom line, then you, as a marketer, needs to help your sales force succeed.”

3. What’s the best way for marketing to enable sales? “Develop positioning statements based on customers’ needs that help your salespeople buy into why customers will care. Give them tools to compellingly describe your product or service’s unique quality – so they don’t end up sounding like their competitor; that’s invaluable. And, finally, provide a lead generation system that really works.”

4. What’s your own concept of a successful lead generation system? “Marketing often fails to complete the cycle when it comes to sales leads – we’re accountable and the sales force is accountable. So the successful lead generation reinforces the interaction and the mutual accountability of everyone involved.”

5. How about a reading recommendation for colleagues working at the marketing/sales department interface? One of our speakers, Tim Riesterer, has a new book coming out. Join us, we’ll give you all the must-read details.

Thanks to Bramhill and her co-chair, Claudia Escobar of Control Risks, for preparing the seminar. I’ll be there because even though I have been wrestling with product differentiation (branding) and salesforce motivation (profitability) for years, I expect innovation.

BTW, I’m Richard Laurence Baron, AMA volunteer and principal of Signalwrite Marketing. Happy Labor Day. See you around the souk.

Photo: © Baloncici | Dreamstime.com

We are currently seeking to hire a Director of Communications. In this role, you will report to the Director of Advancement.

RESPONSIBILITIES:

• Create and produce all print pieces and materials, including but not limited to the Annual Report, Pius News, the Panther Parent, the Faculty Handbook, the Admissions view book, all brochures, campaign materials, and letterhead
• Design and produce communication instruments such as sympathy cards and donor recognition cards
• Oversee the Booster Club athletic programs
• Manage the website in terms of content and design, and ensures that content is current and timely
• Handle all internal communication, including but not limited to the monthly publication of Inside Pius, blast emails to constituents, daily updates to faculty/staff and daily news updates on web site
• Collaborate with other team members on necessary print materials
• Identify and seize media opportunities to promote the School’s fund-raising programs, campaigns, and other Advancement Office related activities, such as special events, donors, and student driven stories
• Cultivate relations with all media outlets
• Represent St. Pius X High School at all publicity driven events
• Write copy and arranges photo shoots for all media outlets on an as needed basis
• Work collaboratively with the Director of Advancement to develop and implement a comprehensive public relations strategy
• Responsible for all public relations, press releases, media events, publicity, promotions and promotional materials, advertising, and media relations
• Collaborate with the Event Director on promotional items
• Collaborate with Director of Advancement on marketing strategies
• Perform other duties as requested by the Head of School and Director of Advancement

REQUIREMENTS:

• A bachelor’s degree with a minimum of 2-3 years prior experience in the field; graphic design and layout experience; strong written and verbal communication skills; website management expertise
• Must exhibit a positive, “can do” attitude; self-motivation; flexibility; a strong work ethic; the ability to work independently and as a team member
• Expertise in MS Office, Adobe In-Design, Photoshop, and Illustrator

CONTACT:

Qualified candidates can submit their cover letter and resume via email to: yeagerj@stpiusx.org.

RESPONSIBILITIES:

• Create and implement an up-to-the-minute scorecard of tracking all client contacts using electronic databases like Big Dough, Access, Microsoft Excel, etc.  Also, maintain client database and help develop prospects
• Plan, coordinate and execute one or more major conferences (up to 200 to 400 people) (and perhaps a smaller conference in London) annually to bring together equity research, corporate events, and institutional investors.  Achieve financial objectives in all aspects of planning and execution
• Plan, coordinate and execute six or more energy company city tours (like Oklahoma City or Denver) or mini-conferences for clients to see company managements throughout the U.S.
• Plan, coordinate and execute a weekly conference call with clients involving either a company management or industry expert.  Create and implement a system to have the taped conference calls stored on the TPH website for access later
• Plan, coordinate and execute 40 or more company management all-day, road-show visits annually to see our key clients in the U.S. resulting in about 6 or 7 1-on-1 visits per day
• Plan, coordinate and execute regular entertainment events for institutional clients
• Plan and coordinate analyst visits to clients throughout the U.S. and liaise with our London office
• Plan and coordinate occasional TPH senior management visits with clients
• Improve our Greenwich Research rankings meaningfully, regarding best industry conferences and access to companies’ management
• Assist the business unit to meet its financial and corporate objectives, live the values and culture and adhere to company policies

REQUIREMENTS:

• BA in Marketing and/or MBA
• Minimum 7+ years of related institutional sales experience at a small to mid-size professional organization, ideally in the energy industry
• Detail-oriented with the ability to manage projects and events from inception through execution
• Strong budgeting and execution skills
• Leadership skills and ability to work with a small group as well as the entire company, in establishing schedules and juggling competing deadlines and priorities
• Experience in marketing/conferences/client-event coordination, and extensive scheduling and coordination
• Entrepreneurial, self-starter with hands-on approach and ability to work with various divisions
• Excellent communication skills, both verbal and written
• A hunger to learn and ability to flourish in a dynamic, high-growth, entrepreneurial environment

CONTACT:

Qualified candidates can submit their resume and salary requirements via email to: mktgmgrsec@aol.com.  No calls, please. [EOE]