Executive with extensive marketing and management experience in diverse industries including financial services, technology, specialty chemicals, pharmaceuticals, and automotive. Proven ability to create a strategic vision, identify insights, drive innovation, and generate profitable growth. Duke MBA and Notre Dame BA.
Strengths:
Marketing Acquisition, Loyalty & CRM
Strategic Planning and Implementation
P&L Management
Product Development
Market Analytics and Research
Growth and Profitability Improvement
Negotiation
Team Development & Leadership
Professional Experience
Tri-State Steel Corporation, Schererville, Indiana 2011 - Present
Regional steel distributor
Acting President (June 2011 Present)
Manage family business with several million dollars in annual sales. Consulted on running of business starting in July 2009.
Led the company to record sales last year. Growth fueled by adding sales representatives and expanding the product set from steel rounds to also include steel coils and billets.
Successfully navigated company through significant sales declines during the recession.
Research In Motion Corporation, Wilmington, Delaware 2010 2011
Manufacturer of BlackBerry Smartphones.
Senior Advisor Higher Education Partner Programs (May 2010 May 2011)
Undertook one year assignment to develop and implement a marketing strategy for targeting BlackBerry Smartphones to college students.
Identified product awareness gaps through market research efforts. Developed creative messaging that addressed student needs and clearly conveyed the benefits of new BlackBerry Smartphones in the market.
Developed an innovative, multi-million dollar marketing program focused on account activations and product upgrades to target college students in a key set of major metropolitan areas across numerous touch points.
Rationalized approach within RIM by eliminating low-value marketing programs being conducted across multiple departments and instituting a centralized and integrated marketing team focused on education.
JPMorgan Chase Inc. Chase Card Services, Wilmington, Delaware 1999 2010
One of the largest credit card issuers in the United States.
Senior Vice President Partner Business Unit, Cobrand Segment (Feb. 2009 Apr. 2010)
Managed full P&L for the Cobrand business with eight partners and $700 million in outstanding balances.
Developed a highly successful, multi-channel marketing campaign for Amtrak based on customer insights around how Amtrak Guest Rewards members earned and redeemed rail points.
Identified key unmet Amtrak customer needs and modified card value proposition to better meet those needs.
Created a customer segmentation model for Amtrak, providing better targeting and universe expansion opportunities. Amtrak marketing initiatives generated 45% account growth and 35% sales growth on the portfolio.
Moved Amtrak and La Quinta Hotel marketing behind the log-in to serve unique offers at the customer level.
Senior Vice President Partner Business Unit, AARP Segment (Dec. 2006 Jan. 2009)
Managed full P&L for AARP, one of Chases largest credit card portfolios, with $250 million in revenue.
Developed a segmentation model to gain deeper customer understanding of the AARP members. Insights drove new direct mail creative, enhanced acquisition targeting, and more relevant existing customer loyalty offers.
Successfully negotiated a long-term renewal agreement with AARP, which provided more equitable business terms and eliminated a set of significant financial challenges to the program.
Convinced AARP to open additional distribution channels for new accounts and to allow the marketing of additional Chase financial products to its members, further improving the overall profitability of the program.
Senior Vice President Partner Business Unit, University Segment (Jun. 2004 Nov. 2006)
Managed business segment of over 30 premier university credit card programs with full P&L responsibility, driving the annual growth in a mature business up by over 10% in sales and credit card balances.
Turned business around with a complete focus on marketing efforts. Key initiatives included restructuring event marketing, revamping direct mail creative, leveraging partner channels, conducting more targeted direct mail campaigns, increasing online marketing, and extending the card program reach through strategic partnerships.
Successfully renewed 90% percent of university contracts with stronger partner marketing commitments and a 50% reduction in revenue sharing compensation to the university.
First Vice President Partner Business Unit, Borders Group (Nov. 2003 May 2004)
Launched a new and unique channel for credit card marketing by putting an offer on the Borders sales receipt. This innovative approach, which was not being done elsewhere in the retail industry, resulted in a 155% increase in new accounts.
Convinced partner to merge the Waldenbooks rewards program into the Borders rewards program to drive better product messaging and to eliminate customer confusion. Resulted in higher customer sales in the new program.
First Vice President Partner Business Unit, Strategic Planning (Oct. 2001 Oct. 2003)
Managed a team that provided business units with financial planning and the development of marketing offers. Team was responsible for maximizing marketing opportunities across channels, testing new offers, analyzing results from prior campaigns, and making necessary improvements to future campaigns.
Improved targeting of direct mail marketing offers by using transactional data from existing card member base. Efforts allowed the bank to identify zip codes where individuals showed a preference for a particular partner, such as United Airlines, Borders, or British Petroleum.
Vice President Finance, Profitability Analysis (Jun. 1999 Sep. 2001)
Managed Finance team that provided financial analysis and reporting to the credit card business units.
Instituted the use of Total Quality principles to ensure processes were sustainable and repeatable. Able to eliminate all recurring errors and reduce cycle time by 50% in the monthly financial reporting process.
Led project to implement new system for financial analytics using Hyperion Essbase. Multi-dimensional database allowed team to analyze behavior and profitability at the customer level. Used data to shape marketing programs and modify customer pricing.
Honeywell International Inc. / AlliedSignal Corporation 1993 1999
Diversified manufacturing company specializing in aerospace, chemicals, controls and automotive products.
Business Controller, Chemical Specialties Division, Morristown, New Jersey
Managed forecasting, strategic planning and analysis for five North American plants (>$200MM in sales).
Led financial integration effort at acquired pharmaceutical business and worked closely with plant management on post-acquisition issues. Recovered over $8MM for company by discovering missing inventory and assets.
Streamlined process for importing and distributing AlliedSignal products manufactured abroad. Improved efficiency and reduced staff by moving transactional processing to internal business services group.
Controller, Delaware and Virginia Specialty Chemical Plants, Claymont, Delaware
Managed the finance departments for two plants. Areas of responsibility included accounting, forecasting, financial analysis, purchasing, inventory management, and administration.
Reorganized Delaware plant finance team and four other staff departments to better distribute responsibilities and work more efficiently with 15% fewer staff.
Improved financial management of plant by developing and implementing models for financial forecasting, capital justification, inventory, and budget preparation. Reduced monthly close process by two days.
Acting Controller/Assistant Controller, Sumter Automotive Plant, Sumter, South Carolina
Managed seven-member finance team for AlliedSignal's largest automotive products plant.
Led business initiative for eleven manufacturing sites to implement a new consolidated financial forecasting tool. Project improved forecast accuracy and reduced cycle time.
Senior Financial Analyst, Automotive Braking Systems, South Bend, Indiana
Led financial analysis for acquisitions, including purchase of $300 million Wheel-End division from the Budd Company. Received TQ Team Award and Special Recognition Award from CEO for work on the acquisition.
Wilmington Trust Company, Wilmington, Delaware 1988 1991
Private Banking Officer & Portfolio Manager
American National Bank & Trust Company, Chicago, Illinois 1987 1988
Management Training Program
Education
FUQUA SCHOOL OF BUSINESS, DUKE UNIVERSITY - Durham, NC
Master of Business Administration Finance and Marketing (1993)
UNIVERSITY OF NOTRE DAME - Notre Dame, IN
Bachelor of Arts Economics and Computer Applications (1987)
Other
Vice Chair - Board of Trustees, Wilmington Montessori School Wilmington, DE |
