Profile: Strategic business thinker and multi-disciplined business/financial professional. Cross-functional team/thought leader with marketing, research/intelligence, operations, reporting, consulting, planning and business development experience. Manage projects from conceptual development through launch and post-implementation. Utilize proprietary performance metrics and data-driven analysis to assess programs and identify opportunities for optimization. Demonstrated ability to analyze/integrate data from multiple sources to provide high-level support for decision-making and new business initiatives. Customize final reports with actionable recommendations. Excellent analytical, project management and writing skills. Individual and/or team contributor. MBA in Finance.
SUMMARY OF QUALIFICATIONS
-Client Relationship Management
-Custom Analytics/Data Manipulation
-Proprietary Database Management
Knowledge/Change Management Contractor (2012-Present) Assistant to Project Director launching Global Program Management and Account Leadership Best Practices/ Client Engagement Models for international research firm. Organize processes and procedures for multi-phase deployment; designing/refining toolsets to improve Strategic Account Plan consistency across global/regional account teams. Edit/write WebEx training modules, e-learning scripts, support guides, and Intranet space content. Responsible for establishment of infrastructure to measure project Communications, Usage, Implementation, and ROI as well as web analytics/reporting for User Adoption, Leaders, Content Creation, Q&A, etc; define quantitative/qualitative metrics, identify data sources, set targets, and prepare training for accountable resources. Currently drafting guidelines, criteria, timing and schedule for rollout of project-related Rewards & Recognition program.
Research/Business/Marketing Consultant (2009 - Present) – Independent contractor for diverse projects; offer consultative decision/project management support for client initiatives including primary/secondary research; website content/development; back-end sales processing; and SEO/SEM analytics/reporting. Constructed original Business Plan (strategy, projections, and P&L) for new ecommerce “start-up” to secure bank financing; provide CEO with on-going advisory services. Drafted content for strategic planning session facilitating leadership decisions: prepared company profiles for select Medical Equipment Suppliers. Researched/identified users of integrated databases for technology client. Also conducted one-on-one interviews with key stakeholders of organization/associations targeting military personnel; prepared questionnaires and wrote transcripts of conversations/findings. Provided original insight into competitor’s call center operations with potential implications on customer acquisition/retention.
Director-Market Insight & Strategy, Bankers Life and Casualty (2007 - 2008) – Served as central market intelligence/research resource for product portfolio. Presented monthly updates to leadership on industry trends, M&A, enrollment, products and competitors. Created business/financial cases [including program goals; critical success factors; major milestones; metrics; risk factors; key activities; timing; and estimated costs/ROI] for all strategic/marketing/research recommendations. Managed online and phone surveys with Sales to assess product features/benefits, pricing, and training needs. Lead secondary research initiatives on branding, long-term care web design, and lead aggregators. Initiated targeted member conservation program to offset attrition; utilized database lapse profile and survey to identify “at-risk” customers. Leveraged cross-functional background by working with field marketing/recruiting, creative, sales reporting, lead generation, advertising compliance, product development and IT teams.
Market Research/Intelligence Consultant/Report Writer (2005 - 2007)
Merge/PMSI – Researched evolving/fragmented Competitive Landscape to address client questions regarding potential expansion/merger/acquisition opportunities. Navigated through maze of resources (i.e., associations; government sites; published reports; company websites/news articles/press releases; Hoovers/Yahoo/Google Finance; Annual/10K/SEC reports; and blogs) to find reliable information, printed documentation and statistics. Deliverable included corporate/geographic/financial footprints; key point solutions comparisons by LOB; service-delivery schematics; and sales collateral/website content review. Presented findings to leadership team.
Accenture Consulting- Served as sole Research Specialist for partners/senior managers/consultants; supported information needs for new business pitches/client deliverables. Completed/distributed 5 monthly market/business/competitive intelligence/IT-related newsletters. Developed US industry overview for use as international training tool; included economic indicators; demographics; health services delivery system; legislative reform; key players; advertising/promotion strategy; and future outlook.
Mintel International - Commissioned as SME to write market intelligence document on Retiree/Baby Boomer Insurance/Health market during introduction of Medicare Part D; report published/sold throughout industry. Synthesized secondary research on drivers/trends, legislation, demographics, and “key player” profiles with consumer behavior/perception primary survey results. Compared marketing, branding, messaging, and creative strategies for leading providers. Provided insightful interpretation and strategic analysis.
National Account Manager Vertis (2004 - 2005) – Hired to participate in test pilot program created to expand/sell integrated direct marketing services. Leveraged industry experience/knowledge to identify prospects, customize marketing/sales presentations, and offer creative company-based solutions.
Agency Business Consultant, Nationwide Insurance (2000 - 2004) - Customized 5-year Business Plans for exclusive/captive producers; included SWOT analysis; marketing/retention recommendations; organizational/staffing/commission structures; and financial projections. Partnered with Sales Management to introduce new programs/products; conducted sales/marketing presentations at state meetings/Agent Universities. Designed Market Analysis process for satellite office/geographic expansion; integrated secondary research, demographic statistics, proprietary rate/competitor data, and policy analysis with corporate strategy, legislation, and profitability objectives. Devised monthly dashboard with key metrics to monitor sales/marketing activity.
Harte-Hanks/DiMark Inc. (1991 – 1999).
Account Director - Managed agency’s largest client with $20 million database marketing budget; supervised account staff with cross-functional project execution. Prepared annual business plans including integrated direct response multi-media campaigns; accountable for budget, pro forma, and ROI. Established back-end processes for inbound phone/customer service scripting, fulfillment, and member retention/conservation.
Business/Program Development Manager – Initiated needs assessment process to identify objectives for preparation of RFP/RFQ/RFI responses, proposals and presentations. Managed re-branding effort for diverse product line; simultaneously assisted in building captive sales force. Introduced new proprietary contact management system with front-end lead generation/distribution and back-end reporting/database capabilities. Initiated high-detail appointment-setting/scheduling program for Sales.
Market Research Specialist – Managed over 100 focus groups and surveys to gauge customer satisfaction, measure attitudes/perceptions, and gain insight into the decision-making process. Customized parameters, logistics, questionnaires, moderators’ guides, and handouts; incorporated cost/benefit analysis to assist with prioritizing products/features. Analyzed growth factors, key performance indicators, and market intelligence to assess clients’ product positioning/penetration. Launched new products/services based on findings.
MBA, Finance, Drexel University, Philadelphia, PA
BBA, Finance, George Washington University, Washington, DC