Sales Data

PHILLIP JULIAN

**** ***** ***** *****, *******, NC 27603

919-***-**** (Cell) 919-***-**** (Home)

*******@**.**.*** www.linkedin.com/in/phillipjulian

QUALIFICATIONS SUMMARY

Senior Software Engineer, producing robust software solutions for many different industries. Track record of

making applications work, maintaining on-time delivery, producing high quality results, and improving

performance. Expert in SAS programming, custom ETL (extract, transform, and load), SQL, databases, data

quality, data integration, BI (business intelligence), data warehouses, and multi-terabyte systems. An internet

pioneer who created one of the first email and news networks in 1983. Member of the programming team that

developed the SAS System on the “minicomputers”, and saved SAS Institute by helping to win a landmark

software copyright case. More recently, designed and created Inspire’s marketing and sales reporting solution

from the ground up – from IMS tapes to emailed Excel reports. Now welcoming challenging opportunities

where expertise, creativity, innovation, and broad experience make the difference in solving complex problems.

PROFESSIONAL EXPERIENCE

Jan. 2005 – Mar. 2009

Inspire Pharmaceuticals Durham, NC

Senior Analyst, Sales Operations and Marketing

Joined a biopharmaceutical company (NASDAQ:ISPH) to create a comprehensive reporting solution for a 69-

person pharmaceutical sales force, their district managers, and the corporate office. Existing outsourced reports

served as the requirements and design document, and no source code existed. Data inputs included IMS data

tapes, calls and samples, prescriber information, sales force alignment, targets, rosters, and sales forecasts.

Reports and data loads were verified and delivered on time, month after month.

Each user was emailed customized Excel reports, including 73 worksheet tabs and 358 reports.

Custom QA (quality assurance) programs and processes guaranteed correct results.

QA was supported by testing plans, spreadsheet comparisons, regression testing, and root cause analysis.

Repeatable and reliable results derived from shell programs that ran the reporting system, and external

documents that defined each step of the process and how to recover from errors in any step.

Trust in report accuracy increased because of consistent quality, timely delivery, and user support.

SAS summaries added new capabilities for ad hoc reporting, issue resolution, compensation reporting,

targeting analysis, business development, analysis of market potential, and sales operations.

The reporting system and QA was a solo project written in SAS, Excel, DDE, VBA, and Windows shell.

From 2006 to 2007, added responsibility for managing two sales force automation (SFA) projects – StayInFront

SFA and Target Mobile SFA – while the sales force grew to 112 people in 2007.

Support, training, custom ETL, reporting, testing, and vendor relations for StayInFront SFA.

Replaced StayInFront with Target SFA, which entailed researching many SFA products, gathering

feedback from the sales force, configuring the SFA, and QA testing of the PDA plus its reporting tools.

Performed all data migration tasks to import StayInFront data into Target Mobile SFA.

Improved PDMA compliance and sales operation management by switching to Target Mobile SFA.

From 2007 to 2009, added project management for MicroStrategy (TSI) and its data warehouse, including data

warehouse architecture, data quality, QA, and migration of the existing reporting system to MicroStrategy.

Extended the vendor’s excellent skeleton for a MicroStrategy system, and created many metrics, filters,

time rollups, reports, and documents to replicate the existing SAS system of 358 reports.

Solved document layout problems where many reports were output to a single Excel workbook.

Migrated all the SAS reports to MicroStrategy, with Narrowcast delivery as Excel documents.

The TSI MicroStrategy project ended after the 2009 budget was finalized.

PHILLIP JULIAN 2 919-***-****

Other projects – (1) making improvements to the AzaSite product launch and (2) QlikView:

Analyzed refill prescription data in the AzaSite market, and discovered a subset of chronic off-label

usage to treat blepharitis. Estimated the market potential, and produced target lists of high prescribers.

Promoted seeking an indication for blepharitis in June 2007, which led to Phase 2 clinical trials in 2009.

At the 2007 National Sales meeting, my system design hastened the delivery of Force Analyzer, a

QlikView application based upon a MicroStrategy data mart. The prototype was finished at the meeting,

and met 95% of user needs. This graphical, interactive BI tool was essential to Managed Care business.

Converted QlikView from MicroStrategy data mart to custom SAS ETL; increased performance by 70%.

Nov. 2004 – Dec. 2004

Pharmalink FHI Research Triangle Park, NC

Statistical Programmer / MATRIX

SAS Statistical programming, QA programming, data quality, tables, and listings for a CRO.

Created SAS programs for Phase 1 and 2 clinical trials. Team validation of statistical programming.

Jan. 2002 – Oct. 2004

GSK (GlaxoSmithKline) Durham, NC

Jan. 2004 – Oct. 2004

Statistical Programmer / Bogier Consulting

Phase 4 clinical research on CHORUS (Collaborations in HIV Outcomes Research – US), the world’s broadest

cohort of HIV patients, including surveys, demographics, labs, and electronic medical records (EMR) from A4.

Team SAS programming with epidemiologists, statisticians, clinical trial managers, and medical boards.

Validation of statistical programming results by SAS code review and comparing independent solutions.

Data quality and custom QA for a major database upgrade in CHORUS.

Produced high quality research that was presented in medical journals and at international conferences.

Jan. 2002 – Nov. 2003

Senior Data Warehouse Analyst / Sapphire

Managed the PRx warehouse of SAS datasets, containing 5 terabytes of data and 5.3 billion records for scripts

in all markets (Wolters Kluwer data), physician demographics, calls, details, samples, patient level data, and

census data. Used by Commercial Analytics for market research, targeting, and promotional response analysis.

Quickly learned and documented the complex loading process, and was soon left in charge of PRx.

Created UNIX and Windows shell programs to run the whole system and track the loading process.

Created a process document to standardize loading the data warehouse and producing QA reports.

Enhanced QA as new issues arose, and improved quality each month until errors seldom occurred.

Spawned multiple SAS jobs at the same time, which improved loading performance by 50%.

Technical SAS lead on the Sun Starfire upgrade team. System enhancements improved performance by

80% and reduced data warehouse load time from 10 days to 1.5 days.

Eliminated most data load restart errors by checking for missing product keys and missing markets.

Consistent on-time delivery of high quality results, with very few errors discovered by the QA team.

Managed changes in PRx, PAS, GrowthTrac, SAS, and IPO (recoding of all product keys) – including

requirements design, functional requirements, QA, test plans, and user acceptance testing.

Added responsibility for GrowthTrac and PAS (promotional response analysis), an orphaned application.

Fixed SAS coding errors in PAS, and updated the Oracle database for PAS users and key tables.

Redesigned PAS as a .NET application making API calls to SAS Integration Technologies middleware.

1997 – 2001

Nortel Networks Research Triangle Park, NC

1998 – 2001

Software Engineer

A former manager asked me to join the R&D Project Management Office at Nortel (TSX:NT), a global

telecommunications company. Created reports and websites to manage defects and new product features, which

were essential to producing the highest quality and most robust communications software in the world.

PHILLIP JULIAN 3 919-***-****

Transformed a 60,000 line program (CSAT), written in Oracle Pro*C, into a 3,000 line SAS program;

reduced program maintenance effort by a factor of 40, and reduced runtime from 12 hours to 2 hours.

On-time delivery and consistent quality added credibility to the reports, which affected compensation.

Boosted software defect coverage from 30% to 99% by assigning orphaned errors to responsible persons.

Evolved CSAT into a BI tool with drill down (and up) to detail from several levels of HTML pages.

Prompted queries in CGI perl allowed users to produce CSAT detail reports from an Oracle database.

Fully automated the application, which used several host systems – UNIX crons, Windows AT, FTP

scripts, and a perl Windows routine that killed and restarted the job when severe errors occurred.

New responsibilities were added as needed and after layoffs occurred.

Became Oracle DBA when database support lapsed, and maintained 3 databases on 2 hosts.

Purchased and administered our departmental server, and maintained 5 intranet websites.

Adopted several orphaned applications, and corrected many programming errors in SAS and perl. The

new applications were fully automated so that minimal effort was required for daily processing.

1997 – 1998

SAS Database and Metrics Analyst / COMSYS

Programming for EMERALD, a system that predicted the risk of software errors in a source code module.

Designed and produced SAS datasets and reports for module risk prediction.

Migrated SAS/Access routines from Ingres to Oracle, and improved database access programs.

Analyzed module classifications, and helped to correctly assign modules to software releases.

SAS Programmer Analyst / AiC 1997

Analyzed customer satisfaction data, and created quality metric reports, for the Broadband Division of Nortel.

Created SAS reports on elementary statistics and correlating factors from a Macintosh 4D database,

which was imported into SAS using custom ETL, and used as analysis datasets in SAS.

Created “SAS-on-the-Web” before SAS/IntrNet existed. SAS jobs were submitted from a webpage on a

customized UNIX Apache server, and SAS program output was returned in HTML pages.

1995 – 1997

GSK (GlaxoSmithKline) Durham, NC

SAS and Database Programmer Analyst / Metro IS

Ad hoc SAS reporting on large pharmaceutical databases of sales, marketing, and promotional activity data.

Analyzed prescription data and produced custom target lists for brand managers and sales promotions.

Defined prescriber matching algorithms for GSK’s data warehouse, when PRx was in its infancy.

Improved vendor results by using a SAS DBF export format, which reduced data import errors.

Nortel Networks Research Triangle Park, NC 1995

SAS and Database Programmer Analyst / CDI

Project Management Office of BNR (Bell Northern Research), overseeing software quality in new products.

Created an automated system that merged data from several hosts and databases – a hierarchical database

(IBM VM), an Ingres database of metrics, and UNIX hosts running cron jobs, shells, and SAS jobs.

Produced reports on software and design metrics, which were deposited into the BNR data warehouse.

1984 – 1995

SAS Institute, Inc. Cary, NC

Systems Developer

Developed the SAS System at one of the largest, privately-held software companies. In 1984, SAS had 320

employees and annual revenues of $52.6M. Now SAS has more than 11,000 and annual revenues of $2.25B.

Designed, developed, tested, debugged, and QA’d the SAS System for the minicomputer R&D team.

Showed excellent problem solving, creativity, and persistence in developing SAS on the minicomputer.

PHILLIP JULIAN 4 919-***-****

Worked in a highly talented team to create a wonderful new system, using the IBM mainframe version of

SAS as the starting point. The halcyon days of SAS were very much like the early days of Microsoft.

Developed the version of the SAS System that helped make SAS what it is today, and saved SAS

Institute from a software copyright challenge by a competitor, L&H Systems.

Designed and developed most of the technological innovations in today’s SAS System – from the initial

versions through SAS 6.11 for VAX, Data General, Prime, and UNIX.

Created the first release of SAS/Access to Oracle for VAX, Data General, Prime, and UNIX.

Created the first release of C-Kermit, a file transfer program, for Data General AOS/VS.

North Carolina State University Raleigh, NC 1981 - 1984

Systems Programmer / Applications Programmer

User support, custom programming, PC support, and system programming for a major research university.

An internet pioneer in 1983, creating internet email and news between NCSU, UNC-CH, and Duke.

Created an ASCII protocol converter on an IBM Series/1, which let simple terminals communicate like

IBM 3270 terminals. IBM later commercialized this prototype, based upon the YACC 3270 emulator.

Upgraded a surplus X-ray spectrometer by programming a custom PC interface to run the machine and

analyze the output results. A 6522 VIA interface in an Apple II+ was programmed using BASIC.

Ad hoc SAS programming, help desk support, debugging 300 programs per month.

SKILL SUMMARY

Languages -- SAS, MicroStrategy Desktop and Web, SQL, perl, C, C#, .NET, Excel VBA.

Databases -- Oracle, Microsoft SQL Server, Microsoft Access, DB2, Ingres, Oracle DBA.

Systems and shells -- UNIX, UNIX shells, GNU emulators, VAX, IBM Mainframes, Windows (all).

Web delivery -- HTML, SAS ODS to HTML, perl packages for CGI, Oracle, DBI, and ARS Remedy.

SAS skills -- Base, Data Step, Macro, ODS, SQL, SQL Dictionary tables. Access to Oracle / DB2 / Ingres.

Access to PC file formats, ODBC, Microsoft SQL Server. STAT, GRAPH, Insight, Conn ect, Enterprise

Guide, Integration Technologies, FTP and PIPE file access methods.

Pharmaceutical Data – IMS Xponent, PlanTrak, Formulary Focus, CoPay, EarlyView; Wolters Kluwer

(NDC) monthly and weekly scripts (GrowthTrac).

Sales Force Automation (SFA) -- StayInFront, Target Mobile SFA, migration from StayInFront to Target.

EDUCATION and CERTIFICATIONS

MS (coursework completed) Computer Science North Carolina State University, Raleigh, NC

BA Mathematics University of North Carolina, Chapel Hill, NC

SAS Certified Advanced Programmer – recertification in July 2009

SAS Certified Base Programmer – recertification in July 2009

MicroStrategy Certified Enterprise Reporter (CER)

MicroStrategy Certified Report Developer (CRD)

MicroStrategy Certified Project Designer (CPD)

Presenting Data and Information, Edward Tufte, 2008. C#, ADO.NET, Wake Technical IT Academy, 2004.

Oracle OCP / OCA DBA Certification for Oracle 9i, Wake Technical IT Academy, 2003 - 2004. Configuring

and Tuning Oracle on Windows NT; Oracle Corporation, 2000. Introduction to Oracle for Experienced SQL

Users; DB Basics, 1999. Clarify: ClearFundamentals, ClearSupport, ClearQuality, ClearData Modeling;

Clarify Corporation, 2000. Clearcase for UNIX; Rational Software, 2000. CGI programming with perl; perl

Institute, 1999. Front Page for Windows NT; PPI, 1999.

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