*CMO/ MARKETING EXECUTIVE*
Demonstrated track record driving results from integrating marketing efforts using behavioral analytics, segmentation, lifetime value, defection analysis and search-term marketing to maximize marketing results and customer stickiness while matching marketing spend to customer potential across multiple traditional and digital customer touch-points.
Sustained successes growing revenues and profits applying innovation in marketing, technology and customer experience management across multiple media channels, dramatically growing revenues, brand share and profitability for companies seeking to take sales, revenues and profitability to the next level of performance.
Experienced generating marketing results in fast paced, rapidly evolving environments while also implementing the requisite marketing technology enablers.
Thought leader applying technology, statistical segmentation and quantitative analysis for dramatic marketing program improvement, sales and profit gain
High Energy, Team Player, Analytical Thinker
Demonstrated successes prioritizing and successfully transforming multiple marketing functional dimensions: channel, product, technology, media
Demonstrated success enabling and integrating traditional / digital marketing channels
Solid quantitative marketing and financial skills
Subject matter expert and power user of CRM systems
EXPERIENCE SUMMARY
2009-Present CP Atlanta, GA
Partner, VP Business Analytics and Decision Insight
Built and sold marketing data access and decision insight dashboard solutions enabling marketers and other decision makers to make more informed decisions, faster. Enable marketer data access, at Google1 search speeds. In one of our first projects we built in 18 days, an enterprise-wide decision insight dashboard for a CFO identifying $281 million in risk exposure cost reductions.
2002-2009 IBM Global Business Services, Armonk, NY
Associate Partner, Business Intelligence, Customer and Market Analytics Practice
Delivered multi-million dollar customer and marketing analytics, business intelligence and data warehousing projects for Fortune 50 retail, CPG and financial service clients. For one of the top 5 largest video retailers in the country built a marketing analytics function and sponsored the first statistically built predictive marketing model from the environment growing sales and saving this company $10 million annually.
2000-2002 PricewaterhouseCoopers Consulting Chicago, IL
Director Business Analytics and Intelligence, Customer Relationship Management Practice
Subject matter expert: customer and marketing predictive analytics transformations, marketing strategy implementation, CRM implementations. Developed and implemented marketing transformation project initiatives for Fortune 50 CPG, entertainment and financial service clients. Grew average system integration project profitability 31% on my projects to over 42% GP.
1999-2000 Coverdell Associates Atlanta, GA
Chief Marketing Officer
Designed and implemented predictive analytics based target marketing function using multi-product optimization. Built predictive analytics and exploratory data analysis marketing function using SAS. Reduced model deployment cycle from 3 weeks to 6 hours. Grew company revenues and profits over 27% for targeted clients. Grew parent company’s net profit, from organic customer sources, incrementally 11.1% monthly applying propensity models and multi-product optimization marketing programs.
1995-1999 American Security Group, Div. Of Fortis Atlanta, GA
Vice President Consumer Marketing
Transformed our marketing efforts to our company’s core customers through advanced new product development, behaviorally optimized test and learn targeted marketing resulting in the acquisition of our largest competitor in the credit card fee enhancement business. Designed, built and implemented SAS based predictive analytics test and learn marketing function. Grew response rates 28% and annualized marketing program profitability 17.2% over 3 years. Based on the programs and methodologies I developed, company was sold for a $700 million market premium
1992-1995 INVESCO Funds Denver, CO
Vice President Direct Marketing
Formalized the ground floor marketing function. Implemented perceptual mapping research, behavioral targeting and integrated multi-channel marketing to grow assets under management. Successfully developed and implemented across multiple print, radio, television, direct marketing, digital and customer service media channels and agencies. Grew target market awareness 173%. Grew assets under management from $6.6 to $10 billion in 18 months
1987-1992 CoreStates Bank NA Philadelphia, PA
Vice President Direct Marketing
Developed and implemented advanced marketing methodologies quantifying customer cross-sell index, acquisition potential, loyalty, cross-sell and lifetime value potential growing cross-sell rates in our most profitable products 63%. Built one of the first database marketing systems, encompassing 3 subsidiary banks consolidating all accounts into one common household relationship and into one enterprise segmentation scheme.. Grew assets over $400 million and profitability 16%.
1982-1985 National Liberty Marketing, Div of Capital Holding Frazier, PA
Senior Marketing Manager
Managed staff of 45 delivering over 140 direct marketing programs annually generating $11 million in incremental yearly premium profit. Developed two new products.
EDUCATION AND AFFILIATIONS
iAnalytics Master Class Instructor, Customer and Market Analytics, PWC Consulting 2001
SAS Institute 1998
Executive Management Program, Marketing Columbia University, 1990
MBA; Penn State University, Emphasis Finance and Information Systems 1981
BSBA; University of Denver, Marketing and Consumer Behavior 1975
INTERESTS AND ACCOMPLISHMENTS
Direct Marketing Association, NCDBM
Squash, Tennis, Mountain Biking, Sailing
Eagle Scout
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