Michael E. Donner

+1 (561) 543 7940

mdonner@eCommerceDigitalCMO.com

Results-driven, eCommerce growth marketing and digital executive for B2B and B2C companies – start-up to global – with considerable expertise in: retail, eCommerce, consumer products and high-tech. Conceives and implements innovative sales, marketing, digital demand generation/customer acquisition, eCommerce, customer experience and highly effective engagement strategies with closed-loop ROI to ignite digital transformation and sustained, profitable growth.


   

CORE COMPETENCIES

  

  • Reinvigorate strategy, build tactical sales, demand generation/customer acquisition and growth marketing initiatives


  • Manage product from inception to release: product marketing, commercialization, market research, competitive analysis, pricing and communications


  • Select and implement marketing technology


  • Recruit, train, mentor, lead and motivate staff


  • Develop daily sales, merchandising, promotional pricing strategy and tactics aligned to target buyer


  • Strategize/recruit/activate programs with channel partners/distributors, coupon/loyalty and content/influencer networks

 

  • Manage sales channels, ad/promotional programs and strategies for Amazon and Jet marketplaces


  • Maximize SEO: keyword research, content/blog optimization, backlinks and analytics set-up


  • Launch digital media, SEM strategy, content, growth marketing and demand generation/customer acquisition across: behavioral marketing, search/intent, PPC, remarketing, retargeting, banner ads, paid and organic social, Google shopping, influencer and affiliate marketing


  • Optimize video/search/display/shopping campaigns for demand capture/reactivation (Google/Facebook)

 

  • Develop detailed attribution/reporting/analytics tracking/conversion rate/cost metrics: NPS, CAC, LTV, ROI & ROA  

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Experience:

Competitive Marketing Advantage   (privately held)

Chief Marketing, Digital and eCommerce Program Leader

2014 – Present

Full-service Growth Marketing, Digital Demand Generation/Customer Acquisition and eCommerce Agency

Serve as exclusive on-site, full-time, leader to drive strategic/tactical eCommerce transformations for the following clients:

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J.ING Limited (DTC eCommerce & omnichannel retailer), Global women’s apparel, accessory, shoe and jewelry brand


  • Rebuilt/relaunched/managed global eCommerce growth marketing, demand generation/customer acquisition, sales, branding, creative, merchandising, digital and customer service
  • Created/launched new brand image, voice, message platform and customer loyalty program: J.ING Insider in four weeks
  • Transformed underperforming eCommerce site into profitable channel growing more than 100 percent MoM
  • Recruited/motivated team of 10+: marketing, digital, creative, social, IT, development and customer support

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Perry Ellis International (DTC eCommerce & omnichannel retailer), US$875 million designer, distributor and licensor of 25+ apparel, accessory, shoe and fragrance brands:  
 

Men’s Brands: Farah, John Henry, Original Penguin, Perry Ellis, Savane 

 

Sport/Golf Brands: Ben Hogan, Callaway, Grand Slam, Jack Nicklaus, Nike Swim, PGA Tour


Women’s Brands: Jantzen Swimwear, Laundry By Shelli Segal, Peony & Me, Rafaella


Latin Brands: Cubavera, Havanera


  • Rebuilt and relaunched eCommerce strategy, operations, merchandising, digital, social media, marketing and demand generation/customer acquisition,  resulting in first positive operating income in 14 months, double digit revenue, margin dollar, average order value and site traffic growth YoY, while reducing digital marketing expenses 17% 
  • Transformed customer service, order processing and packaging to improve customer engagement/satisfaction
  • Grew eCommerce revenue contribution 40% YoY to represent 14% of sales
  • Developed strategy and tactical launch of in-store and online loyalty program across all brands in four weeks
  • Developed daily merchandising, promos, demand generation and digital campaigns (48 assets/week per brand)
  • Oversaw all direct-to-consumer eCommerce websites and P&L, Amazon marketplace, selection and implementation of technologies, all social media channels, content, eCommerce growth marketing and digital media including:  pay-per-click, remarketing, retargeting, banner ads, Google shopping, affiliate and influencer marketing
  • Managed team of 34+: branding/marketing/creative, merchandising, digital, IT/development, customer service

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Ingram Micro (Privately held, B2B eCommerce marketplace, subscription), US$43 billion provider of cloud services/infrastructure/IoT

 

  • Oversaw strategy, tactical marketing and eCommerce demand generation in 26 countries for cloud division
  • Launched integrated growth marketing, eCommerce and digital marketing campaigns, events, product bundles and social engagement resulting in 157% reseller, 414% subscription and 398% seat growth YoY 
  • Commercialized social, eCommerce and digital properties creating US$1M+ net new marketing margin 
  • Crafted/launched new messaging, go-to-market strategy and sales support tools for five product acquisitions

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MDLIVE (DTC & B2B eCommerce, subscription), Telehealth services provider with 10+ million members

  

  • Launched enhanced mobile app (iOS and Android) and customer engagement eCommerce growth marketing website  
  • Brokered and managed strategic marketing alliance with Walgreens to promote engagement and utilization
  • Grew registrations 42%, utilization 64% YoY after launching new eCommerce growth marketing and engagement initiatives 
  • Created weekly direct-to-consumer and B2B eCommerce growth marketing demand generation/customer acquisition and engagement campaigns 
  • Designed, launched and authored interactive Marketing Hub with 275+ eCommerce growth marketing and engagement materials, ready-to-go campaigns and content for clients to customize and implement in their local markets 
  • Directed/managed P&L for in-house agency; produced 500+ eCommerce growth marketing and engagement  jobs per quar

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BeMyDD (Renamed Dryver, DTC & B2B eCommerce), Ridesharing service in 76 cities in 31 states

  

  • Project managed design/build of mobile app (iOS and Android) and enhanced eCommerce growth marketing and customer experience website 
  • Launched joint eCommerce growth marketing and strategic partnerships with Total Wine & More, BevMo!, Ciroc and Jack Daniel's to promote engagement, expand brand awareness and drive eCommerce sales
  • Achieved 1,014% increase in new account sign-ups, 74% increase in web traffic and 38% increase in orders
  • Launched new brand/go-to-market strategy in 30 days through social, digital, PR and demand generation/customer acquisition
  • Created demand generation/customer acquisition programs to boost conversion and engagement; increased January sales orders 33% and new account registrations 53% YoY in historically the slowest month 

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Prolexic Technologies 

(Acquired by Akamai {NASDAQ: AKAM})


SVP, Chief Marketing Officer  

2011 – 2014


VC start-up provider of subscription cloud-based perimeter cybersecurity services  


  • Developed sales and growth marketing strategy, messaging, value proposition, brand and competitive differentiation  
  • Spearheaded marketing and inside sales, driving rapid growth: US$14 to US$70 million revenue, 44 to 220 employees and 210 to 450 clients, culminating in US$370 million acquisition by Akamai
  • Hired as sole contributor; recruited, trained and managed 16-person global marketing and inside sales team 
  • Launched demand generation/customer acquisition programs in Arabic, Chinese, English, French, German, Japanese, Portuguese and Spanish
  • Initiated in-house PR/social media resulting in 800+ articles, 10+ analyst reports, 1,250+ blogs and 60,000+ social posts  
  • Launched SEO initiative resulting in 24 keywords on first-page of Google in 2013, compared with zero in 2012

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Tech Data (NASDAQ: TECD)


VP, Marketing Services & 

General Manager, TD Agency  

2010 - 2011


US$24 billion IT distributor with US$60+ million ad, event, eCommerce growth marketing, demand generation/customer acquisition agency


  • Led all new business account pitches, quarterly client reviews and client escalation issues
  • Managed US$60+ million division and P&L for 75+ person, full-service, advertising, eCommerce growth marketing, demand generation/customer acquisition  agency with blue chip client list: Acer, Apple, Avaya, Cisco, EMC, HP,  IBM, Lenovo, McAfee, Microsoft, Oracle, Sage, Sony, Symantec, Toshiba,  VMWare and Xerox
  • Launched new value proposition (Connect, Engage and  Deliver) with go-to-market strategy and the Market Discovery consulting program to help clients uncover additional value and opportunities to  grow revenues and global reach 
  • Expanded agency offerings to include SEO, SEM, social media, digital, closed-loop demand generation/customer acquisition eCommerce growth marketing and ROI tracking
  • Secured 104% revenue/profitability targets for agency and US$17.5 million in new business in first quarter of re-launch 

Additional eCommerce Growth Marketing Achievements:

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Capgemini (CAP: EN Paris), VP, Global Head, Demand Generation

Paris-based €7.7 billion provider of consulting, technology, eCommerce and outsourcing solutions 


  • Created/implemented strategy, business plan and managed tactical launch for eCommerce growth marketing and global demand generation/customer acquisition service center operated as a P&L by uniting 40 regional  marketing groups and reducing global spend by €2.7 million in 12 months  
  • Launched/directed/managed global rollout of Google Enterprise Apps in 40 countries adding €1.3 billion to sales  

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Saks Fifth Avenue (NYSE: SKS), Sales and Marketing Program Associate

  • Launched back-to-school joint marketing and strategic partnerships with targeted prep-schools to boost sales and store foot traffic resulting in highest sales per square foot in region
  • Ranked fourth highest producing store sales representative based on weekly sales metrics

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Macy’s (NYSE: M), Sales and Marketing Program Associate

  • Launched back-to-school partnerships with targeted prep-schools to boost sales and store foot traffic 
  • Ranked fifth highest producing sales representative in north-eastern region based on hourly sales metrics







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Education:



Babson College School of Management 

Wellesley, MA


Bachelor of Science (With Distinction) 

Dean’s List              


Majors: Marketing, Management and International Business


Awarded Sohopfungsbeitrag Preis – for the most creative contribution and innovative impact to Babson



Michael E Donner - eCommerce Digital CMO Resume (pdf)

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