Summary
Overview
Work History
Education
Skills
Affiliations
Certification
Timeline
Hi, I’m

Mark H. Long

Kensington,MD
Mark H. Long

Summary

Veteran government and community relations executive with experience and long standing relationships across Federal, State and municipal agencies Experienced sales, marketing & business development professional with over 25 years of experience leading client base and revenue growth and exceeding organizational targets Strategic leader who excels at relationship-building, establishing and maintaining an extensive network of contacts in public and private sector leadership roles, and crisis response Experience in small, medium, and large enterprises, Fortune 100 companies, government agencies and entrepreneurial ventures Leader in change management, process improvement, operational implementations and logistics management Effective advisor communicates well with people of all ages and backgrounds. Excellent eye for detail enabling quick identification of areas for improvement and suggesting strategies to help businesses reach goals. Focused on introducing efficient systems and processes. Experienced and enthusiastic Consultant with track record of success across wide range of industries. Possesses exceptional interpersonal, problem-solving and analytical skills to provide advice and expertise to client organizations improving business performance. Experienced in all aspects of operations, strategy and finance. Vice President Sales utilizing quantitative analysis tools to investigate problems thoroughly before developing comprehensive solutions, tailored specifically to each individual business need. Excels at presenting complex information in easy-to-digest format, allowing clients to make informed decisions quickly. Dynamic Sales Executive with [Number] years of experience providing high level of customer service while increasing revenues. Successful at leveraging sales technologies, software and CRM data to identify, analyze and act upon leads, opportunities and sales funnels. Personable communicator focused on exceeding client expectations.

Overview

32
years of professional experience
1
Certification

Work History

NiraCo LLC

Senior Principal Consultant
07.2007 - Current

Job overview

  • Lead business development, marketing, sales, and project management plan for private corporations to government agencies, municipal governments, and universities resulting in 30+ million in revenue over the past 3 years
  • Cultivate client engagement to facilitate national educational management organization’s expansion into emerging markets, resulting in successful opening of several universities
  • Manage marketing and sales teams and conducted business development activities for educational sales
  • Coordinate special projects and events for The African American Museum of History and Culture including operations, sponsor activation, and on-going private functions
  • Provide logistical and operational support for private and public sector clients conducting outreach and business development activities through public events and festivals
  • Provide corporate sustainability, corporate social responsibility consulting, solutions development, and strategy to private and public sector clients
  • Perform national community engagement projects for the U.S
  • Department of Education
  • Review Federal Grant applications for charter schools to determine eligibility for additional funding
  • Develop public relations programs and managed marketing team for a major regional health care company
  • Engage clients and develop plans for large providers of Health Care Information Technology platform to enable the expansion of coverage of medical providers and payers
  • Provide input into the development of a strategic plan for fundraising, budget recommendations, vendors, volunteer goals, and principal logistical planning and execution
  • Engage and maintain correspondence with congressional staffers in conjunction with coordinating fundraising events with state, county, municipal and local officials, and civic groups

Early Morning Software, Inc

Vice President Sales
10.2021 - 08.2022

Job overview

  • Establish and maintain relationships with new and existing customers of cloud, SaaS based software system solutions in a variety of industries, including state and local government, transportation, and construction
  • Implement CRM system, including data migration, lead generation, and new protocols to improve sales cycle management
  • Develop new sales process to align with capabilities and offerings that resulted in over 50 customer contacts a day
  • Conduct sales presentations and information gathering sessions with cross-functional, senior-level institutional stakeholders to ensure sales process is informed and customized to potential client
  • Identify new product development opportunities
  • Develop marketing and business development materials, including proposals, and white papers
  • Lead marketing teams in development and delivery of successful campaigns, including prospecting via phone, email and social media
  • Performed client needs assessments, prepare proposals, quotes and demonstrations
  • Established superior client service and account management including managing client inquiries, resolving issues, and evaluating customer satisfaction
  • Increased new customer base by 25%

William P. Gelberg, Inc

Senior Account Executive
03.2019 - 10.2021

Job overview

  • Performed strategic planning for Federal, State and Local Government business development
  • Developed organizational structure and hiring plan to support new contracts
  • Led client engagement, identified prospects, and leveraged relationships for Federal government contracting activities for a specialty trade construction firm
  • Secured successful awards of three new Federal government contracts valued at over $1.2 million, approximately $9 million in State government
  • Exceeded revenue targets by 200%
  • Conceived of and implemented client portals, first implemented for Georgetown University, to enable simplified ordering and fulfillment
  • Worked with cross-functional team in DC Government’s Department of Transportation to integrate portal into city’s 311 service
  • Developed a host of Covid safety protocols, e.g., Georgetown University, U.S
  • Federal Courts, the Architects of the U.S Capitol, and several D.C Government agencies

Friendship Education Foundation

Director of Development & Expansion
11.2014 - 07.2015

Job overview

  • Led and managed charter school expansion efforts in 5 states, built and cultivated relationships with city and state municipalities for new markets
  • Developed and implemented overall financial plan for foundation including securing major gifts and executing multiple effective cultivation events
  • Defined and executed strategies to identify and engage with new prospective partners to enlarge base and regional territories
  • Developed relationships with community leaders and non-profit partners to expand foundation objectives
  • Facilitated negotiations with Baton Rouge, Atlanta and Little Rock community leaders and philanthropic sponsors and other government entities
  • Secured $1 million dollars through effective major gift solicitations and effective cultivation events
  • Developed and implemented strategies to identify and incorporate new prospective partners to enlarge base
  • Increased partnership support by 90%
  • Spearheaded sponsor experience-resulting in improved relations and with fundraising partners; facilitated vendor contracting and sales
  • Developed and manage community outreach efforts by building and maintaining strong relationship with Philadelphia, Louisiana, & Little Rock, Arkansas metro areas community organizations, education institutions, political leaders and media
  • Created and produced high-impact multimedia presentations to communicate value and benefit of stakeholder and community partnerships

Affairs, Community, Johns Hopkins University

Director
07.2013 - 10.2014

Job overview

  • Determined and implemented strategic initiatives and operating plans including responses to upcoming legislation, regulations, and proposals to manage impact on hospital’s assets and operations
  • Established new partnerships with other local hospitals and community organizations which resulted in increased revenue and exceeded key performance goals after multiple years of decline
  • Developed more diversified portfolio of suppliers supporting Johns Hopkins’ Hospitals and Universities as member of Small Business Supplier Development Team
  • Planned workshops and forums to educate potential suppliers
  • Created in-house system for obtaining construction and development permits to eliminate need for expediters amounting to $100k cost savings
  • Conducted contract reviews for all major suppliers and contractors as member of Executive Management Board of Sibley Hospital
  • Built and maintained relationships with wide range of stakeholders, including local franchise companies, elected officials, governments, companies, and coalitions to identify new opportunities for business development, potential alliances, and joint ventures

Council of, District of Columbia, Chartered Health Plan

Director, Community Relations Consultant
05.2011 - 07.2013

Job overview

  • Negotiated with private corporations and public sector service providers including universities, hospitals, nonprofits, and government agencies to ensure compliance with regulations and adequate community involvement
  • Represented the City Council to the D.C
  • Hospital Association and the D.C
  • Chamber of Commerce Health Committee
  • Promoted expansion of business development in the District of Columbia through new and existing relationships with various District agencies, committees, and boards
  • Designed and organized several small business summits attracting local and federal government agencies, and international entities, e.g
  • The governments of Brazil and Qatar, to network with local small businesses
  • Coordinated multiple vendors to hold an annual Business Summit, in partnership with American Express
  • Reviewed submissions for campus planning for the American University, Georgetown University, and George Washington University
  • Government

05.2007 - 05.2011

Job overview

  • Administered public health initiative to provide health care for over 75,000 D.C
  • Residents insured by city government
  • Conducted community engagement activities, outreach, marketing, and referral programs resulting in 100% increase in plan membership
  • Increased customer retention by 10% through tracking and outreach
  • Expanded and maintained relationships with service providers
  • Developed public relations programs, managed marketing teams and refined client service systems
  • Created and managed team of 27 multi-lingual marketers to reduce health program turnover by instituting year-round outreach program and maintaining engagement with members

Ed Futures

Executive Vice President
10.2001 - 05.2007

Job overview

  • Built education consulting firm from inception to management of 17 schools; responsibilities included business development, marketing, public relations, and financial management
  • Negotiated acquisition of three educational facilities in urban school district in California
  • Managed over $42 million in contracts for facilities maintenance, operations, and supplemental services and training
  • Managed two multi-million-dollar education projects in 2006, resulting in 25% revenue increase

Learn Now Inc

Director of Marketing and Development
05.2000 - 10.2001

Job overview

  • Member of founding team of school management company that grew to $50+ million in revenues in a two- year period
  • Successfully negotiated merger resulting in $50 million projected incremental revenue
  • Managed project operations including conversion of alternative building spaces into school buildings

School Futures Research Foundation

Vice President
05.1998 - 04.2000

Job overview

  • Successfully lobbied local school districts and the state for new legislation, certification, and approval of new school development
  • Created start-up educational consulting firm providing support services, educational management, curriculum specialists and other supplemental services
  • Developed and managed 70 school client institutions and ensured quality service delivery

Smith Barney

Financial Advisor
08.1994 - 04.1998

Job overview

  • Managed equity and debt portfolio of over $30 million for retail and institutional clients
  • Successfully grew clients’ equity, capital, and financial standing through financial planning based on long- term and short-term goals
  • Managed endowment portfolios and business expansion for small education companies

Xerox Corporation

Marketing Representative
01.1991 - 08.1994

Job overview

  • Increased market share within sales district by 40% through new business development
  • Managed over $1.5 million in annual sales revenue across 300 accounts
  • Recruited and trained 40+ new sales representatives
  • Determined customers' needs and provided brand awareness and recommendations to fulfill requirements
  • Coordinated with sales and operational teams to verify alignment of marketing initiatives with company goals
  • Strengthened outreach by coordinating events to maximize marketing initiatives
  • Attended industry events and trade shows to promote brand and build relationships with potential customers
  • Managed budget for marketing initiatives, carefully keeping spending within allocated limits

Education

Morehouse College
Atlanta Georgia

Bachelor of Arts from Business & Marketing
05.1990

Skills

  • Consultative and solution sales Account management Leadership
  • Sales forecasting/financial analysis Microsoft Office
  • CRM Software: Salesforce, Zoho
  • Prospecting and business development
  • Project management Optimization
  • Community engagement
  • Administration and management Complex problem solving
  • Contract and business negotiations Public relations
  • Relationship buildingꟷ C-level to end- user
  • Compliance
  • Change Management
  • Project Analysis
  • Client Rapport-Building
  • Customer Relationship Management
  • Issue Resolution

Affiliations

Reid Temple A.M.E. Church, Trustee Board Member (Previous) Kingdom Fellowship A.M.E. Trustee Board Member DC Chamber of Commerce Health Committee, Former Board Member DC Hospital Association Government Advisory Committee, Former Board Member Batter Up Foundation, Board Member Marriott Stakeholders Coordinating Council, Former Board Member PEPCO Community Advisory Group, Former Board Member

Certification

  • Certified UPCS Inspector

Timeline

Vice President Sales

Early Morning Software, Inc
10.2021 - 08.2022

Senior Account Executive

William P. Gelberg, Inc
03.2019 - 10.2021

Director of Development & Expansion

Friendship Education Foundation
11.2014 - 07.2015

Director

Affairs, Community, Johns Hopkins University
07.2013 - 10.2014

Director, Community Relations Consultant

Council of, District of Columbia, Chartered Health Plan
05.2011 - 07.2013

Senior Principal Consultant

NiraCo LLC
07.2007 - Current

05.2007 - 05.2011

Executive Vice President

Ed Futures
10.2001 - 05.2007

Director of Marketing and Development

Learn Now Inc
05.2000 - 10.2001

Vice President

School Futures Research Foundation
05.1998 - 04.2000

Financial Advisor

Smith Barney
08.1994 - 04.1998

Marketing Representative

Xerox Corporation
01.1991 - 08.1994

Morehouse College

Bachelor of Arts from Business & Marketing

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Mark H. Long