Kelly de Castro Glunz
Glenview,IL
Summary
Multi-talented Senior Executive with 15 years of business development and strategic planning expertise. Skilled leader with proven track record of driving both individual and sales teams to perform beyond client expectations. Successful at stepping into diverse positions and making immediate positive contributions. Focused on optimizing operations and motivating employees while establishing market dominance. Highly skilled in process optimization, consultative selling with a human-first collaborative leadership style.
Overview
14
14
years of professional experience
Work History
VP, Brand Partnerships
Whalar
04.2023 - Current
- Onboarded 3 key account new logos within first 6 months
- Ideated with senior leadership on new sales development strategies to prioritize key accounts, differentiate between new and existing business, streamline internal teams and processes and drive focus both internally and externally
- Developed year long AOR strategies for key accounts, collaborating with clients on learning agendas, aligning on key calendar moments and tent poles and building measurement frameworks for both always-on and individual campaign activations
- Educated teams on TikTok paid ad solutions and effectiveness, advising on strategies for clients combining both paid and organic execution to drive earned
- Learned key components that drive increasing value in creator economy and importance of collaborating with creators with human-first approach.
- Shaped solutions and approaches by leveraging trends in customer marketplaces and industries.
- Established and directed insights + recommendations focused on CPG Industry-wide challenges and research tools for solutions selling approach.
- Enabled revenue generation by pursuing partnerships, sourcing funding, and capitalizing on market opportunities.
- Established and maintained strong relationships with customers, vendors and strategic partners.
- Analyzed industry trends and tracked competitor activities to inform decision making.
- Collaborated with legal, accounting and other professional teams to review and maintain compliance with regulations.
- Increased company growth through collaboration with sales and marketing departments
- Identified opportunities to improve business process flows and productivity
Brand Partnerships Manager
TikTok
06.2020 - 09.2022
- 4x’d YOY SC Johnson revenue on-boarding 12 (first to platform) SCJ brands onto TikTok Ads Manager, including Ziploc, Glade, Windex, Scrubbing Bubbles, Mrs
- Meyer’s, Babyganics, Coola, Ecover, Pledge, STEM, OFF! and SunBum
- Penetrated new account-first to platform CPG Home brand KOHLER, closing $655k KOHLER Moxie campaign exceeding BM2 revenue goal 153%
- Facilitated and lead over 300+ meetings with SCJ and KOHLER clients and agency partners to educate media, influencer, performance and brand managers on TikTok’s ever changing product roadmap and advertising solutions, including hosting trade booth for 175 of SCJ’s senior global marketing leaders at SCJ HQ in Racine, WI in July, 2022
- Collaborated with internal XFN teams to build detailed, strategic SCJ and KOHLER learning agendas, account plans and roadmaps to present to SCJ and KOHLER C-Level Marketing leaders and executives on how TikTok can achieve their FY22 goals
- Nominated bi-weekly to lead new employee training during cohort onboarding to address objection handling and reservation vs auction ad solutions & to provide solutions based selling strategies based on learned client objections
- Participated in regular Dale Carnegie and internal sales training programs to continue to sharpen personal sales skills
- Met and exceeded aggressive bi-monthly revenue goals in both 2021 and 2022, most recently +125% to goal.
Brand Partnerships Manager
GumGum Inc.
06.2018 - 04.2020
- Grew book of business YOY from $0 to $1.5MM+ by prospecting, managing, and building trustworthy relationships for clients across OMD, PHD, Starcom Chicago, Cramer-Krasselt, 360i, BVK, Badder Rutter, Hiebing, Jacobson Rost
- Closed recurring business with key accounts such as Best Buy, Porsche, Electrify America, Hormel, McDonald’s, Olive Garden, SC Johnson, Illinois Lottery & more
- Collaborated in ideation with Executive Teams to develop terms for exclusive preferred partnerships with Publicis and Omnicom Media Group
- Worked successfully with cross-functional internal sales & marketing teams to align colleagues towards client goals.
Key Account Sales Manager
New Era Cap
07.2015 - 06.2018
- Key Account Sales Rep for highest revenue generating account- Lids (120 MM/year), developing strong scalable relationships with headwear buyers across following professional leagues-MLB, NBA, NFL, NCAA & Nascar
- Developed training program and sales tools for new sales reps to enhance management of seasonal retail sales cycles and responsible for managing, building and growing top NCAA account –Follett (2 MM/year)
- Established several new systems and processes to increase efficiencies of order entry and data logging
- Built highly detailed analytical tools to better understand sell- thru data in order to provide product recommendations.
VP, Sales
Localvore Today
06.2014 - 06.2015
- Developed new suite of tools to differentiate sales strategy from competitors and to attract new high-end clients
- Prospected and closed scalable, recurring revenue deals with clients such as Ben & Jerry’s, Saratoga Olive Oil & Topnotch Resort
- Built new revenue streams through research and product development based on local economies
- Researched and briefed executive staff on new brand development strategies and collaborated in ideation of marketing campaign proposals
- Trained staff on sales strategies, professional onboarding tactics and relationship building skills.
Sales Manager
Adconion
09.2009 - 02.2012
- Sales management leader exceeding revenue goals by closing over 100% of budget each quarter
- Developed strong scalable business relationships with ad agencies in NYC, Chicago and Minneapolis
- Managed $5 million in revenue, responsible for building and maintaining several client relationships, managing all aspects of campaigns including implementation, tracking and billing
- Actively prospected new business for agency and client direct programs, selling optimal solutions across Adconion network
- Responsible for earning incremental budgets for Bally, Assurant, Disney, AT&T and Capital One
- Ideated, built and responded to RFP’s, analyzed client briefs to ensure most efficient audience targeting and product offerings to meet campaign objectives
- Built extensive video excel reports for campaigns such as JennAir, Moen, Sonic, BFG and Walgreens.
Education
Master of Arts - Emergent Media
Champlain College
Burlington, VT05.2014
Bachelor of Science - Marketing Management And Research
University of Colorado At Boulder
Boulder, CO05.2008
Skills
- Creator Marketing
- Social Media (TikTok, Meta, Instagram, Threads, Pinterest, LinkedIn, X, Snapchat etc), Digital Media, SaaS
- CRM Tools: Salesforce, Pipedrive, Slack, Lark, Google, Microsoft, Apple suite of tools
- Business Development, Revenue Cycle Management, Sales Leadership, Customer Service, Lead Generation, Client Relationship Building, Process Improvement, Negotiation and Persuasion, Decision-Making, Strategic Planning, Business Storytelling, Building Bespoke Presentations, Industry Best Practices, Critical Thinking, Public Speaking
- Graphic Design: ACS 6: Photoshop, InDesign, Illustrator, Dreamweaver, Flash
- Tech: RFID, wearable technology, physical computing, sensory technology in fashion retail, and user-centered design
Timeline
VP, Brand Partnerships
Whalar
04.2023 - Current
Brand Partnerships Manager
TikTok
06.2020 - 09.2022
Brand Partnerships Manager
GumGum Inc.
06.2018 - 04.2020
Key Account Sales Manager
New Era Cap
07.2015 - 06.2018
VP, Sales
Localvore Today
06.2014 - 06.2015
Sales Manager
Adconion
09.2009 - 02.2012
Master of Arts - Emergent Media
Champlain College
Bachelor of Science - Marketing Management And Research
University of Colorado At Boulder
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