STEPHEN J.

DUNN
3056 Camino Serbal
Carlsbad, CA 92009
(760) 579-2941
sdd8e728@westpost.net

Unique Value Proposition

Drawing from a broad base of achievements, my marketing acumen brings unique val
ue through cultivating relationships, creating sustainable direction and driving
market share.
Marketing Leadership
A proven marketing leader whose passion is conceptualizing strategy, working col
laboratively and leveraging relationships that deliver bottom line success. Acco
mplishments include creating integrated marketing strategy, transforming traditi
onally poor performing teams into top producers, acquiring, staffing and launchi
ng a dermatology line, resulting in 126% sales to plan in the first year and imp
lementation of unique innovative programs one of which generated over $3M in th
ree days. Possess a MBA, Marketing Emphasis from California State University,
Fullerton.
Professional Experience
Senior Manager, Global Marketing Development, Genetic Sequencing
LIFE TECHNOLOGIES San Diego, CA 2009 present
Defining CRM corporate-wide processes, defining strategies across all channels,
enhancing web, direct mail, B2B, supply centers, search engine optimization, sea
rch engine marketing and field sales. Develop analytical framework for marketin
g campaigns, creating prioritized goals, improving performance as well as identi
fying and implementing best practices. Oversee market research to develop segme
nted messaging and strategy for beta testing new tools and enhancing existing pr
oducts. Identify revenue and lead generation opportunities.
Corporate Marketing Director
HAWTHORNE CATERPILLAR San Diego, CA 2008 20
09
Created lead generation and management programs, strategic marketing plans, mana
ged budget and oversaw execution of domestic and international opportunity asses
sment and promotional activities for San Diego, Hawaii, Guam, American Samoa and
Baja California. Transforming a reactive silo ad/promo department into a strate
gic marketing partner, overseeing personnel rightsizing and team strengthening,
introducing strategic cost reduction initiatives, managing and negotiating terms
with outside agencies and suppliers, identifying and decimating LEED, shovel re
ady projects and sales opportunities through a newly created Lead Alert system.
Created marketing strategy and interactive dynamic portal for innovative Dutch
Auction, which generated $3M in the first week, breaking even in day 3 and was a
warded Caterpillars 2009 Marketing Excellence Award for innovation, execution, m
etrics and results.
Identified targets and created marketing strategy for a novel Cat Under the Hat
extended financing pilot program, resulting in new business and was adopted by
other dealers.
Utilizing the Six Sigma approach, partnered on Strategic Team to create Hawthor
nes 5-year corporate Visions and Values and supporting communication plan and re
cognition program.
Solicited and actively contributed hard infrastructure projects for President O
bamas Economic Recovery Advisory Board (PERAB).
Senior National Sales & Marketing Manager, Technology
FIRST FRANKLIN FINANCIAL CORPORATION/ MERRILL LYNCH 2003 200
7
Created strategic Customer Relationship Model (CRM) corporate direction and led
numerous cross-functional committees; continually training Branch Managers, Sale
s Managers and Account Executives.
Leveraged CRM data to increased corporate revenue from $27B to $36B.
Led cross-functional teams to coordinate cross-training throughout 35 branches
nationwide saving over $500K in labor costs annually.
Directed the launch, national roll-out and branch training for the virtual desk
top initiative.
Director, Business Development
AVERA PHARMACEUTICALS San Diego, CA
2002 2003
Performed all pre-clinical marketing activities; assessed potential compound acq
uisitions, orchestrated strategic branding and commercial development for bio-te
ch start-up. Successful development and early phase regulatory approval using ou
tsourcing approach; conducted primary research, analyzed secondary data sources,
forecasted products, and presented recommendations to the CEO and Board of Dire
ctors. Assisted in raising $48M in series B Venture Financing, with Bay City Cap
ital, InterWest Partners, and Windamere Venture Partners.
Collaborated directly with world-wide thought leaders to build strategic market
ing campaigns for the development of compounds targeted for CNS disorders.
Acquired three compounds, the lead compound being a NK1-Antagonist.
Trademarked the world-wide generic name (Gantacurium chloride).
Product Manager, Strategic Marketing Manager, District Sales Manager,
ELAN/DURA PHARMACEUTICALS San Diego, CA
1998 2002
Product Manager, Dermatology Division, (2000 - 2002) - Created vision, developed
business plan, launched division and built management team. Original member of
marketing team, interfaced with agencies and thought leaders, created sales aid
s, advertising campaigns as well as forecasted five brands with 34 SKUs.
Identified opportunity, served on the due diligence and acquisition team result
ing in expanding revenue channels by 27% ($90.4 M vs. $71.2M).
Exceeded initial launch sales by 26% ($16.4 M versus $13 M plan).
Launched ground-breaking telemarketing campaign, improving brand recognition.
Business Development, Strategic Marketing Manager, (1999- 2000) - Proactively mo
nitored worldwide market opportunities for potential in-licensing. Participated
on due diligence teams, supervised direct reports and spearheaded commercial tra
nsition teams.
Drove co-promotional as well as merger and acquisition efforts, resulting in 3
co-promoted products, 1 merger, 1 line extension and 7 acquisitions.
Developed Dura Dollars cost saving initiative, reducing traveling expenses $2M
in the 1st year.
District Sales Manager, Northeast Region (1998-1999) - Established 5 State Regio
n quickly proving to be top national region (% growth) based on ability to acqui
re, grow and retain market share.
Fostered growth through open communication, transparent line of sight goals and
expectations.
Assisted in hiring reps, focusing on consultative selling, ability to learn, in
tegrity & character.
District Sales Manager, Hospital Manager, District Trainer, Sales Specialist
PARKE-DAVIS PHARMACEUTICALS 1986 1998
1996 1998 District Sales Manager Western PA, Upstate New York, Ohio and W
est Virginia 1992 1996 Hospital Territory Manager
Orange County, California
1989 1992 Sales Specialist / District Trainer
 Anaheim, California
1986 1989 Sales Representative Whittier, Californ
ia

Education
MBA, Marketing Specialty, California State University, Fuller
ton 1996
BS, Psychobiology, Business Administration Specialization, UCLA
1986 Chancellors Banner Marshal, Blue Key Honor Society, The
ta Xi Fraternity Vice-President, Inter-
Fraternity Council Judicial Board Member, Homecoming Court