EXECUTIVE PRODUCT MANAGEMENT & MARKETING
A product management and marketing executive with over 15 years experience leading teams responsible for product lifecycle management, product P&L ownership, product marketing and corporate communications. Strong background in leading customer focused teams that bring profitable products to market and produce compelling messaging to customers and employees. Has led both software and hardware product teams with annual revenues in excess of $300M. Proven ability to create respected, results oriented teams who act as the CEOs and evangelists of their products and functional areas.
RELAYHEALTH, A DIVISION OF MCKESSON, Atlanta, GA 2009 - 2015
$300M Software as a Service (SaaS) Division of $106B Healthcare IT Software Company
Vice President, Market Strategy
Directed Product Innovation, Product Marketing and Product Launch functions for RelayHealths $300M Financial Solutions business unit. While in Market Strategy role, led Product Management organization on an interim basis from March to October 2010. Also led organization responsible for Corporate Communications, Proposal Management (RFP/RFQ) and Technical Documentation. Managed $2.5M annual budget.
" Named co-inventor for two patent pending products concepts related to transformational patient collections and adjudication processes.
" Built business unit Product Marketing function from scratch, resulting in $9.2M in bookings linked to product marketing activity in FY 12 vs. objective of $2M.
" Led major business unit wide rebranding strategy (legal, approvals, rollout) covering 6 product families, over 50 products and 5 acquired companies.
" Overhauled Corporate Communications to enhance messaging to over 2,500 customers, 150 business partners, 20,000 customer subscribers and 800 employees. Achieved highest customer satisfaction net promoter score (42.1) of any functional area. Methodology adopted by 4 other McKesson business units due to results produced.
CERIDIAN, Atlanta, GA 2004 2008
$1.5B Software, Outsourcing & Services Company
Vice President, Product Management
Directed Product Management, Compliance and Organization Readiness / Product Rollout functions for Ceridians $400M HR/Payroll Business Unit. Drove strategies and tactics related to product, pricing, placement, and promotion. Managed $2.7M annual department budget and set priorities for $40 million/yr product development budget. (4 Managers, 21 indirect reports)
" Served as Lead Executive 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 product lifecycle.
" Increased Time and Attendance product penetration into Payroll sales from 25% to 45%.
" Led product, pricing and sales initiatives that contributed to 30% business unit revenue growth and EBIT growth from 0 to 21%.
" Reduced average customer payback (from 5 to 2 years) and improved direct margin (from 10% to 35%) of #1 selling Software as a Service (SaaS) product over three year period.
" Created business unit wide process to prioritize $40 million 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.
" Executive member of Ceridians Customer Advisory Council (2004-2008) that resulted in product improvements and increased customer satisfaction.
WORLDSPAN, Atlanta, GA 2002 2004
$1B Information Technology & Software Solutions Provider
Manager, eCommerce Product Planning (2004)
Directed one of Worldspans three marketing organizations. Led and managed team of four Business Planning Strategists responsible for all Product Planning functions for Worldspans $300M eCommerce business.
" Provided guidance and partnered with direct report to solve # 1 customer satisfaction issue creation of a web-based management tool that resulted in protection of $180M in revenue.
" 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 2003)
In highly visible role, reported skip-level, to the Product Solutions VP who reported to the CIO / SVP. 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 directs responsible for enterprise infrastructure and architecture strategy.
" Presented 17 business cases to Executive Team in first 18 months as a new organization representing $20M in annual revenue opportunities. Produced new data product line.
AVAYA COMMUNICATION, Atlanta, GA. 2000 2002
Spinoff from Lucent Technologies - $6B Enterprise Communications Networking Company
Senior Manager, Product Management & Strategic Planning
Directed Product Management for $500M Enterprise Network product family. Promoted to lead and manage former peer group of 6 Senior Product Managers. Following internal reorganization, directed Product Management and long-term strategy for $400M service provider product family with 7 direct reports.
" Oversaw complex transition of $60 million Fiber Optic product line from in-house product to Avaya outsourced product.
" Member of Executive team responsible for overseeing Strategic Alliance with DuPont a $40M supplier and marketing partner.
" 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.
" Operationalized and executed strategy by establishing 7 Strategic Projects addressing new services, products and markets. (i.e. Engineering & Installation Services offering, direct channel to increase sales to Service Provider Engineering & Installation agents).
EXPERIENCE PRIOR TO 2000
Senior Product Manager
Senior Strategy and Business Planning Manager
THE DIAL CORPORATION
EDUCATION AND LEADERSHIP DEVELOPMENT
MBA, International Business, Georgia State University, Atlanta, GA
Beta Gamma Sigma Scholastic Honor Society top 20% of all Masters Business Graduates.
BS, Business Administration (Marketing), Auburn University, Auburn, AL
One of 60 seniors selected for Whos Who Among American Colleges and Universities.
McKesson Rising Leader Program - selected after 6 months with company.
Ceridian Leadership Development Program - selected for first ever company program.
Worldspan Global Talent Planning Program - 1 of 10 selected in 1,000 employee division.