February 2010 - Present Senior Product/Marketing Manager New York
Primary responsibilities include driving sales and revenue for International Services, Prepaid, Data, and other revenue enhancement features for the New York City Market. In addition, the creation of sales coaching documents, project leadership, sales communication, and product introductions were part of my role.
• Increased feature sales 57% and increased revenue by 98% by creating an international incentive program at the store level.
• Improved New York City’s Prepaid Feature Attach Rate by 23% to a record high of 46% and generated $64K of incremental Feature Revenue in one month by creating a Feature per Opportunity (FPO) Incentive.
• Presented new products to local sales teams, covering the details of the product, sales expectations, and how to position the product with customers for sales success.
• Project Management Lead for a Network Presence & Perception Initiative. Project required extensive collaboration with cross-functional executives from all areas to create a “One AT&T” plan, track progress, and overcome obstacles to communicate our local network improvement story.
2002 –2010 Senior Product Manager
Reporting to the Director, I was promoted to manage AT&T Wireless’ PrePaid product with P&L responsibility. Other duties included supporting field sales, identifying potential product enhancements, project leadership, sales communication, and product forecasting.
• Generated $8.2M of revenue in the first month of implementing the GoPhone Pay As You Go Unlimited Talk and Text feature package.
• Grew PrePaid Wireless Revenue $19.0M and sustained a subscriber base at 724K with a declining Net Add product, by working with cross-functional partners to address Operational Requirements, developing/delivering sales training, and ensuring a smooth launch with the TDMA to GSM migration.
• Increased revenue $450K within the first month of implementing a price change. A competitive analysis highlighted the need for a price and expiration date change. Two solutions were proposed, potential impacts to revenue and associated costs were sized, and a cross-functional team was formed to bring the change to market.
• Decreased Income Statement costs by over $21M a year by creating a new process that identifies specific Equipment Costs directly related to the PrePaid Wireless product line.
• Identified market potential for new products, established market strategies, estimated potential sales, and identified distribution channels.
• Managed product enhancements and new initiatives through the Product Realization Process from the Concept Phase, through Financial Approval, to Implementation and Results Tracking.
2000 - 2002 Customer Base Marketing Manager
I was hired to grow AT&T Wireless’ electronic relationship with its customer base. Responsibilities included managing e-mail marketing initiatives, documenting list generation requirements, obtaining cross-functional support, providing direction to outside creative agencies, and ensuring proper reporting.
• Saved $810k a year by implementing the company’s first text message marketing campaign to existing customers. This marketing campaign drove Online Customer Service registrations, promoted self-service, and decreased inbound calls to customer care.
• Increased email address base by more than 25% and promoted the use of our Online Customer Service channel.
• Drove an incremental 30% in online Prepaid Wireless Replenishments by utilizing traditional offline marketing channels.
1990 – 2000 AT&T Corp.
Basking Ridge, New Jersey
AT&T Corp. provides domestic and international long distance, regional, local and Internet communications services. I joined AT&T as a Sales Representative and quickly moved up through the management ranks, where streamlining existing processes and bringing incremental revenue to the business were priorities.
1997 - 2000 Partnership Marketing Manager
Reporting to a District Manager, I was originally promoted to this position to develop business case views on all potential partners. My responsibilities quickly expanded to managing co-marketing agreements with outside clients to promote and introduce new revenue generating offers and marketing programs that included wireless, long distance, calling card, Internet, and residential 800 services.
Other job functions included closing contracts, gaining agreement on marketing channels and activities, managing list generation, and script development for telemarketing.
• Generated $12M in incremental revenue over a two-year period, by identifying and managing new co-marketing programs.
• Decreased churn 30% by developing co-marketing relationships that leveraged the customer’s affinity with the partner.
• Brought in 108K new customers.
• Managed all business functions including responsibility for a $3.9M Marketing & Sales and $1.0M IT Budget.
• Designed marketing and promotional documents including brochure inserts, newsletter ads, direct mail, and fulfillment.
• Experience in managing both Retention and Acquisition marketing programs.
• Planned and operationalized the commissioning structure and payment process for over 13 different partners.
1995 - 1997 Marketing Operations Manager
Created new, and improved, existing sales tracking methods, systems, procedures, and processes. Other responsibilities included developing standardized report packages, which provided the channel with accurate information on average bill sizes, churn rates, product usage, and revenue segmentation by program.
• Saved $275K by creating an Access Database internally that tracked billed telephone numbers, average revenue, and other pertinent information by product type for vendor payment, marketing segmentation, and analysis.
• Received the “Golden Thread Achievement Award” for reengineering the coding structure used in the fulfillment process.
• Managed a $1.3M CIO budget.
1993 - 1995 Finance Manager
I was promoted to manage AT&T’s International Division Book-Close Process and Income Statement that generated $32.0M in revenue on a monthly basis. Duties included journalizing Foreign Billed Revenue, Interconnection Charges, and Settlements monthly for the Consumer, Business, and International divisions.
• Reduced overtime by 50% in the first month of implementation by developing a new data feed.
• Reduced discrepancies by over 95% that existed between four financial reporting systems.
• Saved $125K by designing and constructing a database internally that summarized US Billed, Foreign Billed, and Interconnect data by product and country.
1990 - 1993 Sales Representative
Sold business and consumer electronic equipment, demonstrated products to individual customers, advised them on wireless plans, business system options, and plan/technical differences.
EDUCATION: MBA, University of Phoenix, 2003;
BS, William Paterson College, 1991
PERSONAL: Proficient in all Microsoft products, Business Objects, and SQL.
Married, 2 children. |
