FRANK MWAN IK I

**** * * * * E R P I K E

C ONS HO HOCKEN, PA 19428

F MWAN IK abnxlf@r.postjobfree.com M/FRANK MWAN I K I@GMA I L.C

610-***-**** ( H ) 484-***-**** ( M )

OM

E xecutive P rofile

• H ighly accomplished and seasoned business executive w ith specialized expertise in innovative

b usiness analytics, marketing science analytics, statistics, marketing research methodology,

modeling, and SAS programming.

• Comprehensive background in diverse industries including financial services, the

p ha rmaceutical industry, CPG consulting, and assorted retail indust ry.

• Management of critical projects for va rious clients and including executive staff, for over 12

years.

AREAS OF EXPERT ISE

• Quant. and Qual. • •

Price Elasticity Customer Segmentation

• •

Research Price Optimization Product New Product Launches

• Market Forecasting • •

ROI Analytics Sales Call Planning

• Advanced Business • •

Development Life Cycle Sales Force Optimization

A nalytics

C AREER H IG H L IG H TS

Over the past 10 years, I have been primarily responsible for introducing new approaches in management

science. In this work, I have launched over 17 products all which exceeded budgeted revenue. The smallest was

$5MM over forecasted revenue.

At AC Nielsen, led the price optimization team for the Kraft portfolio in the Desserts and cereals divisions.

A ttained outstanding promotional program ROI through appropriate pricing sensitivity strategies.

Led the refranchising team at Pepsico's Pizza Hut division, which included refranchising over 3,000

restaurants during 1996-1997.

Redesigned the monthly P&L process and reduced turnaround t ime from 1 week to 6 hours.

Redesigned the targeting process for Norvatis Pharmaceuticals nationwide to a more objective process. The

p rocess was adopted nationwide after only one Trimester of pilot testing.

Introduced call planning for 5,000 representatives, which increased market share for 8 drugs.

Spearheaded a pilot program for the introduction of new products at Novartis, which was adopted for all

subsequent product launches.

Built the statistical research department at Global Healthcare Exchange from scratch.

Introduced 6 new products within the first year, which encompassed conceptualization, design, programming,

i mplementation, and selling of the concept to manufacturers and distributors.

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FRANK MWANIKI

P ROFESSIONAL B ACKGROUN D

Epsilon Statistical Solutions, Conshohocken, PA (2008-P resent) ( Epsilon established in 2002 for

consulting purposes)

Statistical and Management Science Consultant

Consulting primarily in the financial services, pharmaceutical and CPG industries. Managing all aspects of market

research and business analytics (ROI, financial forecasting and budgeting, incentives planning and goal

determination), market segmentation, strategy development, implementation/post-implementation analysis in pre-

launch, launch, and post-launch product phases. Predictive modeling, forecasting and t rend extrapolation duties in

maintaining accurate business plans. Responsible for methodologies, alternate hypothesis and contingency planning

for a variety of high value pipeline products. Developing ad hoc analysis, tables, listings, graphics, and analytical

analysis outputs. Spearhead the design and implementation of large data warehouses and data marts using

syndicated and in-house data sources including setting metrics and dimensions, business rules, data cleansing

requirements, data f low design, and adherence integrity.

Key Achievements:

o Worked with high profile clients including AC Nielsen (VNU), IDEXX Labs and Petco, Merck, etc.

o Maintained full responsibility for Kraft Foods' Cereals and Desserts marketing research divisions. Prepared

analyses and recommendations on strategic pricing and business implications, which included integrating

m ultiple disaggregate data sources into advanced statistical methods.

o Developed accurate forecasts that supported AC Nielsen business planning process for assigned clients.

E nsured forecasts were within +/- 2% of budget.

o Established performance measures, accountability, and expectations. Recruited and retained high quality

account executives.

o Directed customer insights management for IDEXX with responsibility in marketing research and customer

analytics for veterinary practices in the U.S. and Canada.

G lobal Healthcare Exchange, I nc., Ambler, PA (2006-2008)

D irector of Statistical Research

Led efforts to standardize internal data marts and develop actionable strategies. Provided business recommendations

i n a business management format that were utilized by non-technical executive committee members. Evaluated short-

term, mid-range, and long-term ROI and IRR goals by category. Supervised and coached 5 direct reports. Documented

and continuously improved on methodologies as the wealth of the data warehouse grew over t ime. Utilized mixed

modeling, multinomial logistic regressions, clustering and segmentation, multiple linear regressions, price

optimization techniques, regression graphics, and unconditional quintile regressions. Worked with business

metrics/scorecards, campaign analysis, experimental design, segmentation solutions, modeling applications, media

evaluation, forecasting/financial calculations (ROI), customer valuation, and customer strategy development.

Key Achievements:

o Conducted joint external research with the Food and Drug Administration (FDA) to determine benchmark

standards for product categorization, appropriate market research methodologies, and forecasting

d iscriminants (projection methodologies), which included extensive market segmentation and clustering

techniques based on client profiling, geographic and demographic parameters, and resource allocation.

o Interpreted in-house and external business requirements into analytic and research parameters, which

entailed solving problems through statistical market research and analytical methods.

o Served as the subject matter expert in the application of parametric and non-parametric analytical methods in

analyzing data using multinomial, logistic, and mixed modeling techniques.

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FRANK MWANIKI

o Gained specialized expertise in SAS and SQL, data warehouse, and database concepts as well as CART,

C HAID, Knowledge Seeker, Enterprise Miner, and Neural Networks.

Epsilon Statistical Solutions, Conshohocken, PA (2002-2006)

Statistical and Management Science Consultant

M arket research and business analytics (ROI, financial forecasting and budgeting, incentives planning and goal

setting), strategy development, implementation/post-implementation analysis in pre-launch, launch, and post-launch

p roduct phases. Developed ad hoc tables, listings, graphics, and analytical analysis outputs. Conducted targeting,

sampling, territory alignments, and incentive compensation analysis. Spearheaded the design and implementation of

l arge data warehouses and data marts using syndicated and in-house data sources including setting metrics and

d imensions, business rules, data cleansing requirements, ad hoc analytical requirements, data f low design, and

adherence integrity. Performed statistical programming, quality control/assurance validations, metadata design,

business rules, metrics and dimensions formulation, and validation.

Nova rtis Pha rmaceuticals Corporation, East Hanover, NJ (1997-2002)

Associate Director, Cardiology Business Analysis Division (1999-2002)

Managed business analysis and reporting including market research, incentives, segmentation and resource

a llocation, territory evaluation, and ROI on promotional programs in the Cardiovascular specialty sales force.

M anaged market research initiatives, monthly performance t racking, and ad hoc management analysis for the

executive committee. Analyzed hierarchical reporting from individual physicians, territories, districts, and regions.

I dentified software customization priorities, performance-evaluation criteria, and market research for the

cardiovascular division in Sales Force Automation implementation. Managed design, programming, and

i mplementation of several national analysis tools that enhanced evaluation of ongoing business reform initiatives.

Key Achievements:

o Served as a member of the Sales Force Automation Team responsible for developing an automated process of

delivering automated efficiency monitoring and reporting tools through the Intraweb hub.

o Established a smooth business measurement and analysis tool for institutional reporting nationwide.

o Recognized as a key player in the implementation of Info One, an online reporting tool used by Novartis

nationwide to deliver electronic business solutions to over 3,000 representatives.

o Played a key role in streamlining VA, CMOP, DDD, and Outflow data to conform to Novartis reporting

standards, which included negotiating with external vendors on the costs and f lexibility of reporting tools.

Designed and programmed modules including Tanalyzer, Call Focus, and Weekly Product Tracker.

Regional Business Analysis Manager-Southwest, Dallas TX (1997-1999)

Handled all regional business analysis including incentives, targeting and resource allocation, terri tory evaluation,

ROI on promotional programs, budgeting, and financial control. Identified high potential market segments through

t ime-series analysis. Managed portfolio optimization through ROI by sales force (CIBA, Novartis, Geigy and Sandoz)

and by product supported. Prepared institutional reporting, competitor analysis, and sales t racking. Determined

optimal level of managed care/sales force resources. Designed and implemented methodologies for tool kits used for

t argeting. Conducted research on estimation approaches for management and managed care data.

Key Achievements:

o Identified performance evaluation criteria for 220 associates, monthly performance t racking, and ad hoc

analysis for prompt problem solving.

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FRANK MWANIKI

o Designed, programmed, and implemented Territory Evaluation Reports, Performance Evaluation Reports,

and Call Frequency Reports, which were adopted by all regions as best practices.

o Performed regional budget analysis and monitoring of $35M.

o Completed a research project and paper for submission to major marketing journals on the most effective ROI

calculation methodologies using the Multinomial Logit and Discrete Choice models.

PepsiCo I nc., Pizza H ut Division, Dallas, TX (1996-1997)

F inance Manager

Maintained sole accountability for market evaluation, budgeting, and profit and loss preparation for all company

owned stores. Created evaluation marketing models based on statistically valid parameters. Sourced and merged

market information for analysis including census, demographic data, finance, and real estate information. This effort

led to the re-franchising of over 1,700 restaurants countrywide. Analyzed data and made recommendations for

company policy implementations.

Key Achievements:

o Designed, programmed, and implemented a 21-dimension database for the evaluation and refranchising of

stores nationwide, which included a $200 million impact on company P&L.

o Augmented the P&L process through SAS and SAP for all company owned restaurants.

o Supervised a 4-member refranchising team.

The Associates Corp. of North America, Dallas TX (1994 – 1996)

F inancial Analyst

• I was in charge of all financial analysis and business research for the TranSouth Division ($3 billion revenue

i n 1994). I designed, programmed and implemented numerous programs in SAS and Excel (VBA) aimed at

t imely market evaluation. Specialized analysis consisting of the following:

• Market segmentation and account level profitability modeling

• Development of a standard, monthly portfolio reporting package

• Implementation of 24-month credit bureau score trending by portfolio using SAS and SAP.

• Solicitation response tracking

• Implementation of time series t rending by portfolio

• Designed and administered several incentive programs aimed at identifying and recognizing the most

p roductive employees. Programs were in the form of contests that increased revenue and profitability

t hroughout the TranSouth national network of 75+ branches

ED UCAT IONAL BACKGROUN D

Master of Business Administration in M a rketing and Statistical M anagement Science

The University of Texas

Bachelor of Science in Economics and F inance

The University of Texas

T EC H N ICAL SK I L LS

SAS, BASE, MACRO, AF, STAT, SQL, SCL, GRAPH, Connect, I ML, MVS/JCL, Microsoft Office Suite, Microsoft

P roject, DSS Agent, Business Objects, Hyperion, Maps, Siebel Analytics, VBA and many others.

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