Sales Management

Ned O'Donovan

I build "outstanding" teams and products

***********@*****.***

Summary

INNOVATION / PRODUCT MANAGEMENT LEADER

High-impact leader with a mastery of product and portfolio management.

Excels at creating a strategic vision, developing and launching new products, building

and leading high-performance teams.

Award winning professional with an “uncanny ability to bridge technology with business”.

Extensive and powerful set of contemporary skills that create value and competitive advantage, honed as an

adjunct professor at Rensselaer’s Lally School of Management and Technology in Hartford.

--- I build "outstanding" teams and products ---

Experience

Director - Product and Portfolio Management / Data and Analytics at Evariant, Inc. (Hired by previous

manager.)

April 2013 - March 2014 (1 year)

Evariant provides the most robust cloud-based enterprise solution in the healthcare market today. Built on

Salesforce’s Force.com leading CRM platform with a high-performance analytics data warehouse from IBM,

Evariant's solutions are perfect for healthcare organizations interested in improving service-line demand,

patient outcomes and satisfaction, retaining and attracting physicians, all while maintaining outstanding

quality-of-care.

• Designed a portfolio roadmap to strategically position the organization for continued success

• Implemented a portfolio roll-up examining resource requirements, strategic and financial merits,

development needs, and market and organizational risks.

• Built an all-inclusive bill-of-material illustrating supplier relationships and dependencies, defining product

bundles and packaging; the BOM features a novel intellectual property firewall

• Defined a new product development process featuring a combination of waterfall and agile approaches to

enhance strengths, lead the organization to the next level of maturity

• Launched one of the first Salesforce1 mobile healthcare applications unveiled at Dreamforce 2014; Cancer

Care Navigation app. to increase the speed and efficiency of patient treatment

• Built an analytics program using SPSS Modeler to analyze large data sets (demographic, visit, behavioral

and lifestyle data) that assigns patients and prospective new patients scores, which allow marketers to

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increase the accuracy and impact of their marketing campaigns

- Defined the go-to-market strategy (value proposition, pricing, operational process, client facing sales

materials and designed Tableau visualizations to bring analytics-to-life.

• Wrote Product Specification for data segmentation and clustering, nurtured key-relationships

(salesforce.com, ExactTarget, Tableau, IBM), authored white-paper on "Power of an Enterprise CRM

Solution Designed to Maximize the Value of Clinical and Administrative Data and Systems".

Adjunct Professor at Rensselaer at Hartford, Lally School of Management and Technology

2004 - December 2013 (9 years)

Graduate education in the strategic use of technology to create value and competitive advantage in the global

economy

Adjunct Professor teaching courses in:

• Innovation: Designing, Manufacturing and Marketing New Products and Services

• Management of Technical Projects

• Marketing and Product Management

• Sustainable Business Development, as well as

• Global Enterprise Strategy

National Process Consultant & Team Lead at RICOH USA, Inc. - Healthcare

December 2010 - March 2013 (2 years 4 months)

Industry leader in document management providing healthcare customers with enterprise-wide technology

strategies for increased efficiency and effectiveness (while maintaining outstanding quality-of-care)

• Built a Rapid Process Analysis (RPA) services offering to: differentiate Ricoh-Healthcare, increase revenue

and win deals. Highlights:

- Won major bids: Beaumont Health System (against visit from XEROX CEO), Stamford Univ. Medical

- Won and successfully implemented Hospital-of-the-Future; streamlined all paper-based processes in

preparation for relocation to an all new 500+ bed hospital

- Team excelled at the challenge of evaluating all back office operational processes, which was successfully

completed Feb 2014. Challenge entailed analyzing over 180 discrete processes, recommendations to

re-engineer processes, technology implementation, and retrain resources in the use of tools to function in the

new paperless environment.

• Built world-class process consulting team (LEAN, Six Sigma, simulation); recruited and trained 6

professionals, including: former hospital CEO, Sr. VP Operations of Payer, Industrial & Systems Engineer

• Evaluate and identify opportunities for cost reduction through the re-design/re-engineering of existing

clinical & administrative processes in acute, university, & ambulatory settings

- Sites such as: Univ. of Utah Medical Center, Univ. of Louisville Hospital, Norman Regional Hospital

- Cost saving results: $194k in A/P, $350k in HIM/revenue cycle, and $1.4M in HIM/specialty clinics

• Member of the Healthcare Leadership Team developing top-down and bottom-up account management

strategies for the division to maximize brand image, account penetration, and close rates

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CEO & President at Blackdot Technology, Inc. (Hired by former CTO of Gerber Scientific.)

July 2008 - September 2010 (2 years 3 months)

High-tech start-up that developed an environmentally friendly, energy efficient and easy-to-use industrial

printer

Developed a high-performance culture/team focused on customer needs, product and operational excellence

• Directed daily operations of software and hardware development; internal & external relationships;

operating budget with greater than 98% accuracy

• Instituted formal project management and accelerated-endurance and continuous-performance test programs

to eliminate technical risks and substantiate the business model

• Constructed 3-year pro-forma cash flow analysis to determine working capital for commercialization

- Analyzed and implemented a comprehensive project plan outlining activities to re-kindle operations,

complete regulatory testing, support domestic and international sales

• Filed non-provisional U.S. patent and PCT to create value and competitive advantage, Feb. 2010

VP - Sales and Marketing (July 2008 - November 2008)

Established a clear brand identity, high-quality distribution channels, and a high-impact sales footprint for a

domestic launch within 6 months, then globally within the calendar year

• Identified 3 beta sites in 1.5 months. Wrote beta agreement, managed expectations and relationships

• Defined brand strategy, positioning the company as “contemporary, innovative, & friendly”

• Differentiated company by ensuring each customer’s experience was “simple & straight-forward”

• Assembled external marketing & sale activities (e.g. trade-shows, e-media, and e-commerce newsletters)

Director - Project Managment / New Product Development at Gerber Scientific, Inc.

2005 - 2008 (3 years)

International OEM of automated equipment for apparel, sign making, and ophthalmic industries

Demonstrated innovation & operational excellence by leading the core team of 8 functional representatives

that successfully developed & launched a ground-breaking printer in record time (reduced time-to-market

33%); largest project in Gerber’s history ($17M development budget, 60+ resources)

• Developed an entirely new product architecture that provides breakthrough performance

• Established Gerber as an industry leader and re-defined the market, resulting in 200+ orders valued at over

$10 million prior to launch ($200 million gross revenue contribution over 4 yrs)

• Led numerous continuous improvement initiatives to increase competencies & profitability, while ensuring

quality (e.g. piloted new LEAN new product development process, 100% visible and traceable budget, led

Kaizen events)

Consultant - Portfolio & Project Mgmt Excellence at Pfizer, Inc.

2001 - 2004 (3 years)

Global portfolio and project management excellence group

Provided subject matter expertise on portfolio & project management, NPD, and LEAN.

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• Led development of Portfolio Simulator enterprise application using leading-edge predictive analytic

technology so R&D could:

1 - Forecast their large, complex R&D portfolio years into the future and examine the effects that strategy,

process, and resource changes have on portfolio performance

2 - Understand how unique project characteristics affect organizational and operational metrics (e.g. revenue

projections, effectiveness & efficiency of their development process, capacity planning)

3 - Have a universally accepted forecast for strategic discussions, analysis & planning

• Provided coaching to R&D leaders on NPD best-practices & LEAN

VP - Marketing and Sales at Summit Technologies, Inc.

2000 - 2001 (1 year)

IT/Microsoft Solutions Provider in systems integration, e-commerce solutions, and security

Responsible for company’s overall sales & marketing initiatives, serving as primary interface with key

customers (Compaq Computer, HP Services, Unisys)

• Refined business strategy for focus, resulting in increased sales from $1.7 to 4.4 million

• Established reputation for quality, flexibility, & responsiveness; distinguished Summit as a “partner”

• Managed custom software development (e.g. e-commerce websites with JAVA script)

Senior Product Manager, Information Products and Systems at Pitney Bowes, Inc

1998 - 2000 (2 years)

Manufacturer mailing systems for high-volume operations (e.g. financial & insurance companies)

Managed division’s portfolio of software products & systems ($80 million annual revenue)

• Analyzed division’s portfolio of active projects, considered “best analysis ever within the Division”

- Examined strategic merits, competitive benefits, & financing to complete development activities

• Developed & launched new Control & Reporting software suite (using VOC) for large, state-of-the-art

automated document operations. 1st year revenue potential = $1.9M, stabilized revenue >$15M

- Sales efforts with “lead users” resulted in $1.45M sales, used to support development activities

• Applied Six Sigma to re-invigorate ailing product line, salvaging $2.8M annual rev. and rebuilding morale

Program Manager at Dictaphone Corporation (Subsidiary of Pitney Bowes, Inc.)

1995 - 1998 (3 years)

International supplier of dictation systems to the healthcare & public safety industries

Promoted to implement a Stage Gate NPD process across the Business Unit & identify growth opportunities

Launched enterprise-wide dictation system based on a new real-time operating system, realizing $16M

revenue vs. $14.5M forecast during 1st yr, then $36M actual revenue vs. $32 forecast

• Identified and managed 14 beta sites, ensuring all features & functionality were adequately tested

Senior Engineer / FAA Liaison at Pratt & Whitney, Division of United Technologies Corp.

1983 - 1993 (10 years)

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World leader in the design and production of aircraft engines and space propulsion systems.

• Maintained relationship with The Boeing Company during development of the B777 airplane

• Corrective Action Team Lead: Streamlined formal technical communication process by 43%

• As FAA Liaison, obtained “design certification” for the PW4084 engine on schedule

Skills & Expertise

Product Management

Strategy

Start-ups

Business Strategy

Cross-functional Team Leadership

Project Management

Six Sigma

Product Development

Product Launch

Business Development

Marketing Strategy

Integration

IT Strategy

Product Marketing

Account Management

Analysis

Budgets

CRM

Change Management

Competitive Analysis

Enterprise Software

Continuous Improvement

E-commerce

Leadership

Lean Manufacturing

Management

Manufacturing

New Business Development

Marketing

Process Improvement

Project Planning

SaaS

Sales

Sales Process

Salesforce.com

Business Process Improvement

Solution Selling

Program Management

Business Intelligence

Coaching

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Business Process

Cloud Computing

Analytics

Professional Services

Team Leadership

Business Analysis

Strategic Planning

Strategic Partnerships

Honors and Awards

2009 - Invited speaker at International Forum - Design for Manufacture and Assembly

2008 - Invited speaker at International Forum - Design for Manufacture and Assembly

2005 - Recognized by A.P., Pfizer, Inc. for an “uncanny ability to bridge technology with business”

2000 - Recognized by K.S., President of Digital Document Delivery as “one of the best employees ever”

1996 - Above & Beyond Performance Award from Dictaphone Corporation

1993 - Ranked among top 10% of engineers by Pratt & Whitney, Division of UTC

1993 - Award from The Boeing Company for Special Contribution to B777 Program

Education

University of Connecticut

Master of Business Administration (MBA), Marketing, 1992 - 1995

Pratt Institute

Bachelor of Engineering (B.Eng.), Mechanical Engineering (with Honors)

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Ned O'Donovan

I build "outstanding" teams and products

***********@*****.***

Contact Ned on LinkedIn

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