SENIOR EXECUTIVE ¡V GENERAL MANAGEMENT &
PRODUCT AND BUSINESS STRATEGY
A product management and marketing executive with expertise in leading teams responsible for P&L management, new product introduction and product lifecycle management. Strong background in leading customer focused teams that bring profitable products to market. Proven ability to create respected, bottom line oriented product management teams who act as the CEO¡¦s and evangelists of their products.
REPRESENTATIVE ACHIEVEMENTS
CERIDIAN, Atlanta, GA 2004 - 2008
$1.6B Software & Services Company
Vice President, Product Management
Led organization (2 Managers, 20 indirect reports) responsible for Product Management, Compliance and Organization Readiness / Product Rollout for Ceridian¡¦s $400M HR/Payroll Business Unit. Responsible for strategies and tactics related to product, pricing, placement, and promotion. Manage $2.7M annual department budget.
- Lead Executive responsible for concept and business case that resulted in new product offering that produced 265 new customers and $15.8M in sales in first 20 months of the product lifecycle. Increased Time & Attendance product penetration into Payroll sales from 25% to 45% from 2004 to present.
- Led product, pricing and sales initiatives that contributed to 50% Business Unit revenue growth and EBIT growth from 0 to 21% from 2004 to present.
- Reduced average customer payback (from 5 to 2 years) and improved direct margin (from 10% to 35%) of #1 selling product over 3 year period.
- Created Business Unit wide process to prioritize $40M annual development budget across multiple development shops to ensure that resources were focused on projects with the largest customer and ROI impact.
- Served as the primary business stakeholder responsible for collaborating with Product Development on 30 major and 30 minor product releases annually.
- Reengineered the Product Management organization by implementing best practice processes in the areas of performance management, product P&L management, product development prioritization, customer engagement, product planning and product retirement.
- Selected for Ceridian¡¦s first ever Leadership Development Program. Identified as 1 of 30 ¡§bright stars¡¨ in the 9000 employee corporation.
- Regular speaker at customer user groups, customer conferences, sales meetings, etc. Served as Keynote Speaker at Ceridian¡¦s 2005 & 2006 Time & Attendance Customer Users Conference.
- Executive member of Ceridian¡¦s Customer Advisory Council (2004-2006) that resulted in product improvements and increased customer satisfaction.
- Selected to participate on CEO sponsored Boston Consulting Group initiative to identify cross selling opportunities across Business Units.
WORLDSPAN, Atlanta, GA 2002 - 2004
$1B Information Technology Solutions Provider
Manager, eCommerce Product Planning (2004)
Selected by Senior Vice President to lead one of Worldspan¡¦s three marketing organizations. Managed and led team of 4 Business Planning Strategists responsible for all Product Planning functions for Worldspan¡¦s $300M eCommerce business.
„X Provided guidance and partnered with direct report to solve # 1 priority of Senior VP ¡V creation of a web-based management tool to address our # 1 customer satisfaction issue that resulted in protection of $180M in revenue.
„X Created and executed Product, Marketing and Sourcing Strategy for Internet Booking Engine solution that resulted in $2M in annual cost reduction and $500K in annual revenue.
Manager, Product Vision Planning Team (2002 ¡V 2003)
Managed and led team of 4 Business Planning Strategists charged with identifying new product solutions and revenue opportunities, developing long-term product strategies, formulating and selling executive business cases and driving organizational implementation. Provided direction to 2 additional direct reports responsible for Worldspan¡¦s enterprise infrastructure and architecture strategy.
„X In highly visible role reporting skip-level to the Product Solutions Vice President who reported to the Chief Information Officer / Senior VP.
„X Led the formation and ramp-up of this new organization and successfully immersed it into Worldspan¡¦s organization and culture.
„X Presented 17 business cases to Executive Team in first 18 months as a new organization representing $20M in annual revenue opportunity.
„X Viewed by CIO / Senior VP as ¡§an internal group providing Boston Consulting Group level consulting.¡¨
„X After just 1 year with the company, selected as 1 of 10 employees from a 1000 employee division to participate in Worldspan¡¦s Global Talent Planning Program.
AT&T, LUCENT TECHNOLOGIES & AVAYA COMMUNICATION 1988 - 2002
AVAYA COMMUNICATION, Atlanta, GA.
Spinoff from Lucent Technologies - $6B Enterprise Communications Networking Company
Senior Manager, Product Management & Strategic Planning (2001 ¡V 2002)
Directed Product Management and long-term strategy for $400M service provider product family. 7 direct reports.
„X Established Strategic Planning Process and Situation Assessment tool to understand market conditions and opportunities through collaboration with Sales Teams, R&D, Channel Partners and Customers.
„X ¡§Operationalized¡¨ and executed strategy by establishing 7 Strategic Projects addressing new services, products and markets.
ƒ{ Engineering & Installation Services offering ($25M annual revenue) and the launch of a revolutionary, web-based solution. ($50M annual revenue)
ƒ{ Established direct channel to increase sales to Service Provider Engineering & Installation agents. ($20M annual revenue)
„X Selected for participation in Avaya¡¦s ¡§Targeted Retention Program¡¨ targeted to the top 10% of all employees.
Senior Manager, Product Management (2000 - 2001)
Directed Product Management for $500M Enterprise Network product family. Promoted to lead and manage former peer group of 6 Senior Product Managers.
„X Oversaw complex transition of $60M Fiber Optic product line from ¡§in-house¡¨ product to Avaya ¡§outsourced¡¨ product.
„X Member of Executive team responsible for overseeing Strategic Alliance with DuPont ¡V a $40M supplier and marketing partner.
„X Led Product Management Team to master SAP as a tool for business planning and analysis.
LUCENT TECHNOLOGIES, Atlanta, GA.
Spinoff from AT&T - $9B Communications Networking Company
Senior Product Manager (1997 - 2000)
Managed Life Cycle Management, Business Planning and long-term strategy for $225M flagship product line.
„X Exceeded revenue and gross margin goals (50%) and led cross-functional teams that increased volumes by 50% and reduced product costs by 25% over a 3-year period.
Senior Strategy & Business Planning Manager (1994 ¡V 1997)
Responsible for facilitation and implementation of Strategic Planning Process for a $1.5B division and in-year Business Planning with Sales, Product Management and Manufacturing.
„X Strategic Planning Process yielded $300M fiber optic capital expansion, $100M+ new product introductions and international Joint Ventures.
Additional Relevant Experience ¡V AT&T and The Dial Corporation.
„X Sales with AT&T where revenues were increased from $150K to $1M per year.
„X Quality Consulting with AT&T where training was received in Total Quality Management.
„X CPG sales with The Dial Corporation impacting in-store presence and special promotions.
EDUCATION AND PROFESSIONAL DEVELOPMENT
MBA, International Business, Georgia State University, Atlanta, GA.
„X Beta Gamma Sigma Scholastic Honor Society - top 20% of all Masters Business Graduates.
BS, Business Administration (Marketing), Auburn University, Auburn, AL.
„X 1 of 60 seniors selected for "Who's Who Among American Colleges and Universities.¨
Certified Six Sigma Champion (2005) and Yellow Belt (2006)
Numerous ongoing executive development courses through American Management Association and Lucent Leadership Development Program. |
