Professional Documents
Culture Documents
Positioning Yourself
Your Professional Image
Once you have completed your market research, you need to develop a plan to highlight your positive attributes and establish relevance between who you are and your target position. Even if your functional skills and background are not perfect fits, if you can communicate this link you will be much more successful in your job search. In this section youll look at how you communicate your entire package as a job candidate.
Graduation/ Job
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Your Pitch
Your pitch is a 90-second personal statement (also called a positioning statement). It should be succinct, memorable, and relevant. You will use it at corporate briefings, networking events, and any other time you want to quickly summarize your unique qualifications and career aspirations.
Sample Pitches
Step 2
Since this kind of evaluation is very personal in nature, people will rarely offer the feedback without your prompting. Even then, some people will be reluctant to be completely honest. So you need to ask oftenand ask specifically. And record the answers.
Hi! My name is Jane Awesomeness-Smith. I am a 2010 graduate of the Johnson School, and Ill be finishing the operations immersion in the spring and am looking for a job in supply-chain management. I recently won a supply-chain-centered national case competition after reading The Goal. Excuse me, do you have a second? I just want to introduce myselfmy name is Mark Snelson and I will be graduating from the Johnson School with a concentration in finance. I plan to study abroad in Shanghai in the fall of my second year and am looking for positions that would take advantage of my international business and fluency in multiple languages. I will be receiving my MBA from the Johnson School in May 2009. Before business school I worked in civil engineering for almost five years; my most recent position was project manager. My last assignment before b-school was working with a gold-mining company in Papua, New Guinea. Im hoping to leverage my engineering background and technical skills in the consulting industry.
Questions to Ask:
What one thing could I do to improve my first impression? Is my eye contact solid, or do I seem distracted? Do I smile enough? Do I smile too much? Does my pitch sound genuine or stilted? How can I improve it? __________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________
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Brand Description
In my work I value financial gain, prestige, variety, and affiliation. I am at my best in a creative business environment where I am a key contributor to a product development team. I bring my talents of understanding customer needs, communicating those needs to others, and translating those needs into products. I am known for being customer-focused and innovative. In my next role, I would like to be thought of as a savvy businessperson who understands the bottom line and generates results. Five years from now, I want to be a senior manager or director with brand strategy responsibility for international, food-oriented consumer products.
Target Companies
Industry: food Nestl General Mills Industry: restaurant Darden Industry: hospitality Starwood
Positioning Statement
I have a consumer marketing background, primarily in the consumer package goods industry, where I have been involved in all stages of the product life cycle. Most recently I was part of a team that successfully launched a new line of healthy breakfast cereals. I want to use this experience in a brand management role for a nationally known restaurant group or more diversified or niche foods company.
Competitive per Johnson School employment stats; more important are challenge and opportunity, quality of life, child care (on site)
Promotion
Product=Key Competencies
Skills Customer service Project management Written/verbal communication Knowledge Food industry ISO standards Product life cycle Traits Creative Organized Collaborative
Speak to Johnson and Cornell network, personal network, alumni Attend New York Restaurant Association Show Networking trip over spring break to Minneapolis
Step 2
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My Marketing Plan
Target Position_____________________________________________________ Brand Description
__________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________
Positioning Statement
__________________________________________________________________________ __________________________________________________________________________ __________________________________________________________________________
Target Companies
Industry: Industry: Industry:
Product=Key Competencies
Skills
Knowledge
Traits
__________________________________________________________________________ __________________________________________________________________________
Promotion
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Step 1
Understand the issues addressed in each section of the creative brief. Communication Objective: What is the reason for this specific communication? Are you asking for a networking meeting? Are you hoping to get an interview? Are you gathering information about different careers? Target: With whom are you communicating? The words you choose may change based on your target. Target Insight: What is uniquely important or relevant to the target or the company? (You should be able to state this insight in one sentence.) Single Most Important Point: This point is about you. If your communication target remembers only one thing about you, what should it be? (Be prepared to summarize your single most important point in one sentence.) Target Action: What are you trying to get out of this particular communication? What do you want the target to think and do in response to this communication? How will you connect with the contact? Personal Tone and Manner: How do you want to come across in your communication? (Consider what three adjectives best convey these qualities.)
Step 2
Communication Objective: Get an informational interview with an alumnus. Target: Drew Pascarella at Citi Target Insight: Drew has been in the technology group and recently became a VP; one of Citis core values is cross marketing. Single Most Important Point: I worked in the treasury department of a technology firm and just completed an M&A deal with a company. Target Action: I want to get 15 minutes on Drews calendar. Personal Tone and Manner: tech savvy, motivated, enthusiastic
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Step 3
Develop a creative brief that will help you convey your core brand essence as a business professional.
Resources
Take CareerLeader and discuss results with a Career Management Center advisor. Attend a Career Self-Assessment workshop. Take the Myers Briggs Type Indicator and discuss results and their relevance to career choices with a Career Management Center advisor. Read Discovering Your Careers in Business by Timothy Butler and James Waldroop and complete the exercises in Chapter 3.
My Creative Brief
Communication Objective:_ _________________________________________________ ________________________________________________________________________
Target:
Business Correspondence
Cover Letters
The cover letter functions as an extension of your rsum and reflects your knowledge of a specific employers needs. It should demonstrate that you are able to communicate clearly and concisely, that you are sincerely interested in this particular job, and that you are well suited for the job. Employers look for passion and enthusiasm for the industry, the company, and the position. Because employers needs are different, you will need to write a unique cover letter carefully tailored to each individual employer. A cover letter typically consists of three parts: Introduction: Capture the employers interest! Identify the position for which you are applying, tell how you found information about the job, and describe your interest in the opening. If appropriate, you may even identify second-year students or alumni whom you know there. Specifics: Explain how your qualifications relate to the opening. Include examples of measurable results from past jobs that make you a particularly strong candidate.
Target Insight:
Target Action:
Closing: Ask the employer to agree to a date for the two of you to meet for an interview. In cover letters for on-campus interviews, say that you look forward to seeing the recruiter when the employer comes to campus.
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q My cover letter is carefully tailored to each individual employer. Its not the same
basic letter with only minor changes.
q If my cover letter responds to a specific job posting, it addresses skills and attributes
desired for the position.
q My cover letter has an introduction, offers specifics, and has a call to action in the
closing.
q I carefully proofread my cover letter and checked for misspellings. I didnt just use the
spell-check function on my computer.
q I checked for copy-and-paste problems. q My cover letter fits on one page and is centered on the page with equal margins on
the sides.
q Ive checked the file name before attaching to an email. (Applicants often use a
company name in the filename, edit the letter, and forget to update the filename to reflect the new company.)
q For cover letters that are sent by postal mail or hand-delivered, Ive used quality paper
either in white or a color matched to my rsum.
q For cover letters that are sent by postal mail or hand-delivered, I signed my letter
above my typed name.
q I followed up by phone and/or email with the employer after he/she had adequate
time to read and consider my cover letter.
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Nicole Craddock Class of 2008 Tel: 425-985-0261 ngc7@cornell.edu December 16, 2006 Ms. Molly Morgan-Bove IBD Associate Recruiting Lehman Brothers Holdings Inc. 745 7th Ave. 28th Floor New York, New York 10019 Dear Ms. Morgan-Bove: I am a first-year MBA student at Cornell University and am writing to express interest in the Lehman Brothers Investment Banking Summer Associate position. Through conversations with members of the Lehman Brothers team, I have developed a strong appreciation for Lehman Brothers culture and capabilities. I have had the pleasure of speaking with a number of Lehman employees, including Steven Berkenfeld, Evan Rothenberg, Robert Chesley, Christina Park, Steve Pedone, Beth Schrader, Peter Ying, Charles Fisher, Jared Talisman, Kiran Prasad, Matthew Conroy, Evelyn Estey, and Angela Mwanza. Based on these interactions, I believe that my personality, leadership abilities, and analytical skills are a strong fit with Lehman Brothers and the Investment Banking Summer Associate position. Over the past few years I have worked in healthcare strategic planning. My work was highly projectoriented and required me to synthesize quantitative and qualitative information and present key findings to people at all levels across my organization. Through this experience I developed a strong ability to work efficiently, handle changing deadlines, and establish rapport with clients and teammates. I have attached my rsum for your review and look forward to speaking with you about how my skills and qualifications will add value to the Lehman Brothers team. Thank you for your consideration. Sincerely, Nicole Craddock Enclosure: Rsum
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October 24, 2007 Ms. Jennifer Durante Deloitte Consulting LLP Campus Recruiting Lead 25 Broadway New York, NY 10004 Dear Ms. Durante: I am a second-year MBA/MHA student at the Johnson School and the Sloan Program of Health Administration and expect to graduate in May 2009. I am writing to express my interest in the Summer Associate position in Deloitte Consulting LLPs Life Sciences and Health Care practice. Over the past several months I have had the opportunity to learn about the company through the Johnson School Consulting Club office visit, corporate briefings in both graduate programs, and conversations with former Deloitte interns and present employees. I am also currently in the midst of a Deloitte Human Capital case competition supported by Vivek Sethia (NYHuman Capital). Overall, Deloitte is a primary player in the provider, payer, and life science areas, making important advances throughout the industry. Based upon all of these points and further research, I believe that Deloitte offers exceptional opportunities for a summer intern. My rationale in pursuing the MBA/MHA degree combination was to apply overall business knowledge to the dynamic problems of the U.S. healthcare system. The variety and complexity of Deloittes projects provides the opportunity to apply this dual knowledge base. In addition, my work in the hard-science environment at U.S. Genomics, combined with my pharmaceutical experience while in the Treasury at Merck & Co., provided exposure to the life science facets of our healthcare system. Finally, my years as both a college lacrosse player and as an assistant womens lacrosse coach at Cornell helped me develop strong skills of teamwork, discipline, hard work, perseverance, and a results-oriented mentality. I am certain that the combination of my experiences will prove advantageous to a career in consulting. I am confident that my prior work experience covering a variety of healthcare industries, along with the academic base I am establishing at Cornell, will enable me to make a valuable contribution to Deloitte. I would appreciate the opportunity to discuss my candidacy further when your company interviews on campus. Thank you for your time and consideration. Sincerely, Abigail Hills Attachment: Rsum
Michelle Colban 215 College Avenue #3 Ithaca, New York 14850 Phone: 917-968-5659 email: mcc47@cornell.edu December 16, 2007 Ms. Katie Preston Candidate Care Specialist Campbell Soup Company 1 Campbell Place Box 35D Camden, New Jersey 08103 Dear Ms. Preston: I am a first-year MBA student at Cornell Universitys Johnson Graduate School of Management writing to express my interest in Campbell Soup Companys Associate Brand Manager Internship. Campbells has national brands that are recognized for their consistent quality and that are the optimal size to allow me to positively impact the business. I received information regarding this position at Campbells company briefing at Cornell earlier this fall. In September at the Johnson Schools Golf Invitational, I had the opportunity to learn about the position of Associate Brand Manager by speaking with Michael Hill, Jake Ellerbrock, and Sandra Gilligan, who are currently at Campbells. I also had the chance to meet with Lynn Ambrosia, vice president and general manager at Campbells, who gave me an overview of her career path in the food industry after graduating from the Johnson School. Throughout my conversations with Campbells representatives, Ive found that the Associate Brand Manager Internship represents the best alignment of my education and experience in the food industry with my practical marketing skills. I have had the opportunity to work in marketing at a start-up food company, new-product development at Unilever, and quality control at Kraft. While at Cornell, I became interested in consumer behavior as a research associate for Brian Wansinks Food and Brand Lab, designing marketing experiments to test how consumer perceptions are affected by different package sizes and eating environments. Because of my cross-functional background, I was chosen for a consulting project to create a marketing strategy for Nurture Foods, a company that develops frozen organic baby food. As my rsum indicates, I also led several projects that required me to work well in extended teams as my projects often depended on collaboration among various disciplines. Throughout my academic and professional career, I have consistently demonstrated strong communication skills, analytical ability, creativity, dedication, and poise. I am confident that with my diverse background and experience I can make a significant contribution to your company. I would greatly appreciate the opportunity to further discuss my credentials for Campbell Soup Companys Associate Brand Manager Internship. Thank you for your consideration. Sincerely, Michelle Colban
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Resources
Cover letter workshop offered by the Career Management Center Career Management Center staff can help review your letters. The Career Management Centers Cover Letter Craze Books on the subject are available in the career management section of the Management Library. In particular, we recommend Cover Letters That Knock Em Dead by Martin Yate.
Thank-You Letters
Thank-you letters are required after every interview, including phone interviews. It is becoming more common to send an email thank-you note, but a handwritten note on tasteful stationery can be written in special cases. If you meet with a panel interview, you should send individual thank-you notes to each panel member, tailoring your note to their specific interests or functional role within the team. Thank-you letters should accomplish the following: Convey your appreciation for the time the employer spent in the interview Restate your interest and qualifications Strengthen your candidacy with additional, relevant information and/or provide information of interest to the interviewer, such as an article you just read Indicate eagerness for a positive response
Email Framework
Subject Line: [company name] Dear [first name], I am a first year MBA student at Cornell University pursuing a career in [insert career interest]. I located your information on [data source: JS alum, LinkedIn, etc.] and would appreciate connecting with you to learn more about your experience with [company name]. I am very interested in [company name] because of [X reasons]. Prior to business school I worked in [ job function] at [company] for [X years]. Like yourself, I [insert what you have in common] and was hoping to connect with you to learn about how you have built a successful career at [company]. I will follow up on this email by phone on [day of week] [date] at [time]. If this time is not convenient, please let me know a time that would work better for you. Sincerely, [first name] First name Last name Cornell University The Johnson Graduate School of Management | MBA Class of 20xx Phone: (607) 555-1212 | Email: student@cornell.edu
Tips: Email
Keep emails concise. Every sentence should contain something that will pique your targets interest. Nothing will get their attention more than someone with whom they can identify as well as someone who has a sincere interest in their company. Avoid sending a career summary, and use your discretion when deciding to send your rsum in an introductory email. Try to keep the font style, size, and color consistent with conservative business communication. Proofread all emails before you send them. You only have one chance to make a good impression.
q My thank-you note is sent out within 24 hours of the interview. q It conveys my appreciation for the employers time. q It shows that I listened attentively in the interview and that I added additional
information about my candidacy.
q It reinforces my best selling points and shows why Im the best fit for the opening.
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MBA Rsum
Your rsum is a vital part of your job search. It is used by employers seeking candidates for position openings; it is used as a calling card when you meet people who might be valuable contacts in your field. A great rsum describes your achievements and skills in such a way that readers can quickly understand your strengths and easily infer your interests. The standard Johnson School rsum should be a one-page document summarizing your education, professional experience, related skills and interests, and personal interests. Employers in business favor a straightforward, reverse-chronological-order document. Therefore, we discourage using a functional rsum format. For the rsum book you are required to use the template we have prepared. This same template may serve you well in all other instances. The rsum is not written in complete sentences but in short phrases. These phrases should convey a great deal in a few words. Insofar as possible, the phrases in the professional experience section of the rsum should summarize your achievements. Begin these phrases with strong past-tense verbs, such as Achieved, managed, coordinated, led, oversaw, facilitated. Whenever possible, quantify the results of your workfor example, did you reduce costs, increase sales, reduce lead-time, reduce staff turnover?
Key Words
Make your rsum scannable by applicant-tracking systems. Incorporate key words and describe your work experience in a way that is meaningful to your target industry. Develop your key words through research: informational interviews job descriptions trade organization materials company websites online discussion groups For more information, refer to the article, Rsum, Meet Technology: How Your Story Gets Read by Machines by Lisa Vaas (copyright 2009, The Ladders), reprinted in the Appendix of this workbook, with permission of the publisher.
What to Omit
The standard professional rsum in the United States does NOT include: Height and weight or other physical features Marital status Objectives Executive summary Citizenshipbut work authorization may be included
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Formatting Specifications
Use one page of 8.5" x 11" paper. Use a clear simple fontsuch as Arial, Palatino, or Times Roman. Use the font in a 10-, 11-, or 12-point size. Set the page margins at 1" all around. Do not use oversized type for your name; do not change type size or style within the document; use only one font style for a clean, crisp appearance. Section headings should be in the left margin. Use boldfaced or italic type to highlight schools, titles, or company names. Use a list format with bullets to clearly show short, descriptive phrases.
q My name, email address, and preferred telephone number q Educationinstitutions and degrees, listed in reverse chronological order, including
the month and year I graduated (or expect to graduate)
Sample Rsums
The rsums for these alumni (shown on the following pages) are good examples of one-page Johnson School rsums: Nicole Craddock 08: Nicole was a career switcher and used this rsum in her search for a summer internship. She received several job offers, held a summer internship with Lehman Brothers in investment banking, and accepted the permanent full-time offer that resulted from her internship. Meloney Moore 08: Meloney conducted an off-campus job search, received several job offers, and accepted a summer internship and a full-time position with Diageo. At the time she prepared the rsum labeled 2006, early in her first year, she planned to take the Strategic Brand Management Immersion. She later changed plans and developed a customized program focusing on international brand management and negotiations in emerging markets. The version labeled 2007 summarizes her first-year activities and her summer 2007 internship. Brad Gallant 08: Brad entered the Accelerated MBA program in the summer of 2007. He was a career switcher and obtained several job offers through his offcampus job search. He accepted a full-time position with DTE Energy Services. Rohit Kumar 08: Rohit used this rsum in his search for a summer internship. He was a career switcher who is not authorized to work in the United States. He received multiple job offers, accepted a summer internship at AT&T and a permanent position with CapGemini. Santiago Canela, who is not authorized to work in the United States, obtained several job offers through on-campus recruiting. He accepted a summer internship with McKinsey in Colombia as the result of an off-campus job search. Kate Capossela was a career switcher who obtained several job offers through oncampus recruiting and accepted a summer internship with Johnson & Johnson.
q Demonstrate results, not just tasks and responsibilities q Quantify results as much as possible q Write for the reader
(Identify the skills useful in the position for which youre applying and cite examples of achievements that demonstrate those skills.)
q Use industry terms to make rsum key words searchable q Avoid jargon
(If you are a career switcher, make sure the reader understands the significance of your accomplishments and can imagine you using your skills for his/her ends.)
q Majors, minors, concentrations, Johnson School immersions q Honors and awards q Named scholarships q GPA, if it would be considered exceptional q Special programs and study-abroad experiences q Short 1- to 2-sentence description of any company, if it is not well known
I have considered including this other informationheaded Other, Personal, or Interests:
q Languages, including level of proficiency q Professional affiliations or certifications q Community service q Athletic and artistic interests q Hobbies that I can discuss knowledgeably q Interests that distinguish me and catch the eye of the reader
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Nicole Craddock
Education
Master of Business Administration, May 2009 Immersion (optional) Officer/Member, Name of Clubs; continue with Clubs divided by semicolons or commas
Ithaca, NY
Education
Undergraduate College City, ST Bachelor of Xxxx, Month Year Highlight only major leadership or major achievements, using only one line
Master of Business Administration, May 2008 Park Leadership FellowMerit-based, full scholarship awarded for demonstrated leadership, professional and academic achievement, and community service Old Ezra Finance Club, Student Council Facilities Chair, Womens Management Council, Investment Banking Immersion, 720 GMAT
Ithaca, NY
Experience
20032005
Company Name
Position Title (most recent) Depending on responsibilities you may want to write 1-2 lines here describing essence of your work OR describing the company if not commonly known. Follow with bullet points. [Refer to pages 2223 in this workbook.] Highlight accomplishments in this space; rsums are not job descriptions. Start your sentence with an active verb, not a passive one. Use past-tense verbs to show what you have accomplished. Quantify results as much as possible. Use key words that will catch a recruiters eye.
City, ST
Whitworth College Spokane, WA Bachelor of Arts, English Literature, May 2002 Magna cum laude, Presidential Scholarship, Faculty Writing Award
Experience
20032006
19992003
Company Name
Position Title Emphasize accomplishments that are relevant to the job you want. Be specificomit unnecessary words and sentences.
City, ST
19981999
Company Name
Position Title Write without reference to first person (I, me, or my). Enter the R (result) from your PAR. Language Skills, Certifications, etc., if relevant to desired position [If fewer than two outstanding entries, omit this section.] Put personal interests that will distinguish you from other applicants here, can use commas. Volunteer service, miscellaneous leadership; can separate with commas. If no Skills/Awards section, you may put more information here.
City, ST
(20052006) Communication and Market Research Specialist (Strategic Development and Marketing) Led a cross-functional team to develop a model of care that will better support the long-term health of elderly patients Analyzed a merger opportunity and presented analysis to board members Authored articles for external publications reaching more than 250,000 potential patients Prepared a written presentation of hospital and market data to complete an official statement for a $160 million bond offering Revitalized and redesigned the organizations internal communication publication Mentored and coached less-experienced staff members (20042006) Market Research Coordinator (Strategic Development Department) Furthered a multi-year initiative to build a $200 million, 120-bed hospital in a rapidly growing submarket Played a significant role in the submission of an extensive regulatory application to the Department of Health Raised community support through PR and outreach campaigns (20032004) Planning Assistant (Strategic Development Department) Led a team of 350 participants in the American Heart Association Heart Walk Supported all members of the department on projects and initiatives 20022003
Skills/Awards Personal
Personal
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2006
518 Dryden Road Apt #B3F, Ithaca, NY 14850 H-607.319.0880 C-917.749.1941 mm523@cornell.edu
Meloney Moore
2007
Meloney Moore
Education
Master of Business Administration, May 2008 Strategic Brand Management Immersion Marketing, Black Graduate Business, and Asian Business Associations
Ithaca, NY
Education
Ithaca, NY
University of Notre Dame South Bend, IN Bachelor of Business, May 2001 Marketing and Government, International Business Certification Thurgood Marshall Scholar, Diversity Leadership Award Recipient Deans List
Experience
20012006
University of Notre Dame South Bend, IN Bachelor of Business, May 2001 Marketing and Government, International Business Certification Thurgood Marshall Scholar, Diversity Leadership Award Recipient Deans List 01
Experience
Diageo
Summer 07 MBA Marketing Intern on Beer Innovation New York, NY Presented recommendations to management on strategic opportunities within the craft beer industry Result: Provided executable strategies for existing brand portfolio Worked closely with brand managers, distributors, and ad agencies to develop an on-premise test strategy for Red Stripe Draft Result: Maximized test performance by identifying key commercial barriers and location opportunities for the new product launch Presented market opportunities for a new beer brand within a new beer category Result: Provided team with entry strategy 20012006
Awards
Personal
Professional workshop facilitator for inner-city scholarship fund Scheduled to learn fluent Mandarin in fall semester of 2007 Wine enthusiast, member of Johnson School Wine Club and Sheldrake Point Wine Club
Skills/Awards
Personal
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400 Triphammer Road, WestView Apt. #B1, Ithaca, NY 14850 914-552-6605 rk278@cornell.edu
Rohit Kumar
Education
Master of Business Administration, May 2008 Energy Club, Net Impact, Automotive X Prize (AXP) Competition, Finance Club Big Red Ventures FundNovomer and Optimal Energy Systems, Inc. projects Winner of Johnson School McAllister Essay Award for excellence in writing
Ithaca, NY
Education
University of Findlay Findlay, OH Master of Science, Environmental Management, November 1999 Innovative curriculum focused on environmental risk management, sustainable development, and environmental compliance Completed program while working full time Ohio University, Russ College of Engineering Bachelor of Science, Civil Engineering, March 1996 Completed three civil/environmental engineering internships Phi Kappa Tau Fraternity, philanthropy chair Athens, OH
Master of Business Administration, May 2008 Managerial Finance Immersion; Leadership Focus; GMAT 720; GPA 3.8/4.0 VP Johnson Consulting Club; BRI Consultant; Old Ezra Finance Club Teaching Assistant for Finance, Cost Accounting PresidentJohnson Squash Club; member of Toastmasters
Ithaca, NY
Pune University, Army Institute of Technology Pune, India Bachelor of Engineering Electronics and Telecommunications , June 2001 First Class with Distinction (top 5 percent of graduating class) Winner of the intercollegiate debate contest Verve 2001, from among 97 Indian colleges Recipient of Best Student Award and the Rajshekhar Trophy for best in extra-curricular
Experience
20052006 Corning, NY
Experience
2007
Corning, Inc.
Management Practicum consulting project Conducted segmentation study of the non-road diesel-emissioncontrol market Reported on customer purchasing procedures and preferences, and developed strategic business development recommendations
19972007
20032005
19961999
20022003
Personal
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Personal
Santiago Canela
Kate Capossela
Education
Ithaca, NY
Universidad de los Andes Bogot, Colombia Bachelor of Mechanical Engineering, September 2001 (scored 5.0 out of 5.0 on graduation research thesis) Bioengineering Research GroupCardiovascular Fluids Dynamics
Experience
20032007
Bogot, Colombia
Customer Relationship and Project Management Manager South America North (Colombia, Venezuela, Ecuador, Per) Supervised a team of 4 sales representatives in Colombia accomplishing a ten-fold sales increase and the creation of a new value proposition for Colombias small-customer business segment. Co-led a CRM program implementation for Colombia and Argentina through the management and motivation of a cross-functional team of IT, human resources, sales, marketing, and customer service personnel. Created toolkits and methodologies for future CRM implementations. Colombia and Argentina CRM project became a model for Linde Gas Therapeutics. Rollouts being evaluated in Europe and United States. Led region-wide CRM Project rollout in Venezuela, Ecuador, and Per by managing CRM coordinators in each country and coordinating crossfunctional teams of IT, human resources, and sales in each country. Assisted the commercial coaching team by catalyzing and leading sales managers towards improving sales force efficiency, efficacy, and cultural change within Colombias sales force. Played a role in setting priorities and strategies and ensuring projectmanagement best practices for all key projects in the region, as a member of South America North Market Development Team. Selected for company-designed graduate management studies at Los Andes University in Colombia and worldwide Linde University Trainings (highpotential employee program). Implemented the first websites for Linde Gas Therapeutics in Colombia, Ecuador, and Per. Applications Engineer (20032004) Responsible for sales, collections, and customer relationship at key accounts. Designed an IT-Dashboard for sales and marketing follow-up and control. Promoted to management after 9 months of work (average time: 4 years).
Stanford University Stanford, CA BA, Political Science with Honors and BA, French Literature, June 2001 Internships at U.S. Department of State, Institut dEtudes Politiques de Paris School of Education Research Assistant Chamber Chorale, East Palo Alto Youth Mentor, Peer Tutor Ecole Superieure de Commerce, 19992000 Paris, France Conducted Honors Thesis research at Bibliothque Nationale de France
Experience
20052007
$120-million international development fund with 17 offices across Asia Manager, Corporate Relations San Francisco, CA Achieved 125% percent increase in corporate/foundation partnerships, including 13 first-time partners Managed more than 20 partnerships with Fortune 500 companies to implement customized corporate social responsibility and international development initiatives across Asia Oversaw production of marketing proposals (45/year) with cross-functional teams in 17 field offices Associate, Corporate Relations Created Womens Advancement Fund: first vehicle to market foundations womens programs Created 50-page marketing proposal handbook, including templates for branding, financial reporting Managed team operations, including business development pipeline and direct-mail campaigns Partnered with CFO to develop accounting training for more than 15 new staff Women in International Security (WIIS) Professional association for 3,000+ foreign affairs experts Washington, DC
20032005
20012003
20022003
Marubeni Corporation
Bogot, Colombia
Commercial AssistantMetal and Mineral Resources Division Achieved sales quota of US $35 million/year for Colombia, Ecuador, Panama, and Central America.
2002
Bogot, Colombia
Program Director Established WIIS network of more than 100 civic and government leaders in Latvia, Lithuania, Estonia Managed marketing and program development for 42 policy and career programs annually Managed media relations, securing regular interviews on ABC News, PBSs NewsHour with Jim Lehrer, C-SPAN Assumed leadership responsibilities for six months after CEOs departure Young Nonprofit Professionals Network, board of directors, 20052007 College Bound Foundation, youth mentor, 20052007 20s30s Volunteer Association, president, 20042006
Research and Development Engineer Performed research and development of new products involving advanced plastic and glass materials. I Believe in Colombia Foundation volunteer. Project proposal to World Bank. Independent software developer. Sold to major corporations (Allianz, Unilever.) Passionate about golf (handicap 4).
Community Leadership
Personal
Languages Personal
Fluent French, proficient Spanish, conversational Italian, beginning Arabic, Japanese Classically trained singer; enjoy sailing, hiking, and writing
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