Manager Sales

D EREK L ENARD

**** ****** ** **********, ** ****3

630-***-**** *********@*****.***

PRICING & PROCESS IMPROVEMENT SR. MANAGER

Experienced Business Partner with Consulting Core

Results-driven Sr. Manager with ten years’ experience managing large scale enterprise projects encompassing pricing strategy,

customer analytics and database marketing in various organizations. Understands how to apply analytics creatively to produce

actionable business insights. Builds relationships across disciplines Marketing, Finance, IT, Merchandising, Sales, Inventory

Management while managing complex projects. Proven problem solver who moves from vision to strategy to tactics to

implementation with a clear sense of purpose and urgency. Experienced manager with a proven record of identifying talent,

evaluating skills, developing individual staff, and building a team.

EXPERIENCE

Coca-Cola Enterprises Inc, Niles IL $20 billion soft drink bottler

Sr. Manager Pricing Strategy 3/2009-present

Manage Strategy for CR Small Store Channel

Insert customer demographics and segmentation into price strategy decisions. This has changed the way coupons are

allocated and what sales groups get what type of products and promotions.

Build financial and marketing plan for 2010 using historical data and promotional insights.

Provide insight into past promotions and build promotional strategies moving forward.

Provide ad hoc analytical support around business from Grocery to On -Premise Channels for National and local business

units. Determined how to reduce channel swing by syncing ad calendars for certain events.

OFFICEMAX, Naperville, IL $9 billion office products retailer

Sr. Manager Pricing Strategy 3/2007-3/2009

Create and Drive pricing strategies that have a significant impact on the business. Works with various executive merchants

to develop, and implement enterprise pricing strategy. Develop team to work with merchants to increase sales and gross

margin, without losing customers.

Develop pricing strategy for 5 business channels: Retail, .Com, Retail Direct Catalog, Smal l business and Commercial

catalogs, year 1 delivered 6 million dollars margin improvement; year 2 delivering 30 million dollars margin

improvement

Create pricing tests in retail stores to learn about customer buying behavior, and validate custom built SAS price

elasticity models for each category.

Develop advertising strategies across business units to maximize profitable sales, while reducing cherry pick rates,

increasing market basket conversion and reducing costs/exposure.

Insert pricing review and analytics into category management line review process.

Created pricing analytics team to review SKU assortments. Implementation has been successful and these analytics have

allowed us to grow sales and margin, or introduce new products and services while main taining margin percentage.

Worked with Regional Pricing managers in B2B to implemented customer segmentation benchmark study and price

review process, creating a process review accounts. Year 1 resulted in 20 million dollars of margin gain, provided

toolsets to reps for easy discussions with customers.

Manager of Research & Analysis 11/2004-4/2006

Provided in-depth analysis of customer data, behavior, needs, and attitudes through creative application of quantitative and

qualitative techniques. Developed and tested predictive customer behavior models and segmentation schemes based on

hypothesis formulation and testing. Provided decision support insight for key executives. Managed third -party research,

analysis, and data vendors. Managed and developed Customer Insights research staff.

Managed multi-discipline team that created new small concept store format. Partnered with Marketing, Merchandising,

IM, Store Ops, and various executives to create and push project. This small store format will be part of our go forward

real estate strategy. Three stores under the name Ink, Paper, Scissors by OfficeMax are open in Seattle.

Partnered with the United States Postal Office to create a new store within a store. In the Schaumburg Post Office, we

opened a 600 sq ft store that had 650 top selling sku’s along with copy and print services. This store did not meet our

DEREK LENARD 2

sales goals but did allow us to create a strategic partnership with the USPS. From this we have currently bid on over 250

million dollars of business with them.

Managed various research projects across multiple channels. These projects provided in -depth insight into our business.

Projects included B2B Focus Groups, Store Intercept Surveys, Competitive Intelligence Research and an AAU study;

managed research budget of 5 million dollars.

Created process to valuate National Account leads and distribute them to sales teams. Informed sales teams of highest

potential leads along with sales action plans.

Built Research & Analysis team from o ne to four analysts and designed/implemented an analyst training program.

JOINT COMISSION RESOURCES Oak Brook, IL Health Care education company

Marketing 11/2004-5/2003

Joint Commission Resources is the education and learning arm of Joint Commission of Health Care Accreditation. They

provide Accreditation services to healthcare organizations.

Managed direct mail advertising campaigns. Implemented change to red uce number of mailings to customers, saved

close to 400K

Designed and managed CRM database.

Managed email-marketing campaigns, from writing the email to tracking responses and fulfilling customer requests.

Segmented email list by customer preferences allowing for targeted responses. Improved response rates from 2-3% to

10-15% across email segments.

Independent Consultant, Various Companies 5/2003-11/2001

Freelance Consultant that worked with a variety of companies to improve process and implement new software. Clients

included: Accenture, AIG, Seyfarth Shaw, and Cognitive Arts.

Consulted with Cognitive Arts to create marketing plan. Analyzed various customer segments to understand profitability

and growth possibilities.

Trained various Sr. Executives on SalesForce.com. Created user guide, and was primary administrator for data

integration from access system.

Worked with Accenture and AIG to fix custom business simulation software.

Accenture, Chicago, IL Large Business Consulting and Systems Integrator

Consultant 11/2001-5/1999

Built custom solutions within the e-learning product group. These solutions were interactive business simulati ons that trained

customer’s employees. Clients included: American General Finance, Bell South, Quest and Indeliq.com. Managed

anywhere from one to a team of six analysts and/or consultants.

Created a startup company, Indeliq.com a software company develo ping e-learning solutions. Primary role was as a

project manager. Supervised team of analysts/consultants.

Designed and developed Java based architecture for implementation on all Client projects. This allowed consulting

teams to immediately start building solutions, vs. starting from scratch. Supervised a team of six.

In depth programming experience in Java, SQL, Access, Excel and a host of other programs.

SOFTWARE

SAS, Excel, Access, PowerPoint, SAP, Epiphany, Arpeggio, Spectra, APT Test and Learn, SQL, Java, Visual Basic, HTML

EDUCATION

PURDUE UNIVERSITY, Bachelors of Science in Management West Lafayette, IN

Marketing and MIS Minor, 3.2/4.0 GPA, Semesters Honors, GMAT Writing Score in the 90 th Percentile

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