Director of Marketing, Business Intelligence, Data Science, MBA

MATT GLAVAS

Rancho Palos Verdes, CA *****

C: 267-***-**** ***********@*******.***

SUMMARY: Seasoned and marketing analytics professional with Fortune 100 and corporate startup/IPO experience. Experienced in cross functional marketing. Highly effective in building and leading all aspects of marketing analytics including sales teams, digital, CRM, direct response, and mobile. Winning marketing analysis ownership for product lines from $50 million to $2.5 Billion and marketing budgets to $75 million. Well versed in leveraging technology for all aspects of marketing and analytics. Experienced in direct interaction with C-level, technology teams, sales, and front line stakeholders. Proven ability to apply analytics strategically & tactically with marketing & sales initiatives. Former military officer, top MBA. Experience managing 7 direct and 50 to 250 indirect reports.

EDUCATION: UNIVERSITY OF NORTH CAROLINA, CHAPEL HILL M.B.A.

UNIVERSITY OF CALIFORNIA, BERKELEY B.A.

EXPERIENCE Los Angeles, CA

Marketing Strategy & Analytics Director – Fulltime/Freelance (2/12 to present)

Senior marketing and analytics consultant (B2B and B2C). Extended full time freelance and project engagements with Los Angeles area advertising agencies including Omnicom (Russ Reid, Kern), NYSE: OMC, $13.8 BB, BLITZ (blitzagency.com), Garage Team Mazda and Quigley-Simpson (quigleysimpson.com).

Group Account Director ownership of major accounts in technology, financial, and health care ($2 million in business including 25% growth during ownership).

Managed Adobe Omniture, Sitecatalyst and digital reporting, client facing analytical and marketing deliverables. Performed advanced statistical analyses on campaign/performance data. Hands on experience with marketing automation tools (SF.com, Eloqua, Hubspot, Blue Hornet and Mail Chimp).

Marketing analytics for Mobile/Internet subscriber networks of 1 million+ including new product design, line extension execution, pitch development, channel integration, targeting & segmentation, product use case development, and dynamic pricing models.

Research, analytics, and policy design and implementation, primary (qualitative and quantitative) and secondary market research for workforce planning for 10000 Department of Homeland Security military work force.

Spearheaded analytical due diligence for $15 Billion Japanese Healthcare Device Company for US launch of medical device portfolio including vision and dental.

Led digital analysis and recommendations to optimize response of all digital assets (CRM, web, mobile). Efforts included UX evaluation, A/B and multivariate testing, & coordination with creative, tech, account, and client teams.

Spearheaded efforts to leverage house, sourced, derived, constructed, and offline data to improve targeting (acquisition and retention), channel strategy, and media mix evaluation at national & regional levels.

EPOCRATES (3/10 to 2/12) acquired by Athena Health in 2013, $115MM annual revenue East Windsor, NJ

Director, Mobile and Digital Product Marketing

Directed strategic B2B product design and marketing campaigns and owned P&L for $50 million technology product portfolio of mobile applications (iPhone, Android, etc.) linking client customers and their offerings for the #1 mobile health care company. Designed and implemented sales force training, design, analysis, and incentive compensation. Business development contributor on client sales pitch teams. B2B client base included major and mid-size biopharmaceutical companies, healthcare payers (HMOs/PBMs), and retail pharmacies. Directed product marketing plans including sales force design & training, and product positioning, pricing, and digital promotion strategies for four mobile products/brands representing half of total company revenues; contract/sale size range $50k to $8 million.

Designed and managed B2B and B2C market research studies supporting product development, sales training, and marketing strategies. Wrote copy, supervised agency work.

Developed business cases, performed due diligence, and developed/delivered sales force training for line extensions and new product development supporting mobile based marketing applications.

MTI INFORMATION TECHNOLOGIES (3/07 to 3/10; operations ceased in 2011) Langhorne, PA

Privately held digital and CRM marketing services and consulting company; peak revenues of $30 MM

Vice President, Marketing & Business Analytics (promoted from Director 5/08) - Reported to President/COO, managed team of six at startup company. Directed marketing mix design, including sales force sizing/design, digital, and multi-channel marketing program implementation for mid to large size biopharmaceutical product campaigns. Led quantitative assessments of new business development opportunities and potential joint partnerships.

Managed quantitative evaluations of new business opportunities; made initial recommendations to COO and SVP Business Development to position and price company products and capabilities in RFP processes.

Led design of case studies and marketing program evaluation and testing to improve and support company capabilities and value proposition; contributed to new product line offerings and product enhancements.

Consulted directly with clients to design and present standard and customized ad hoc analytical deliverables throughout marketing program startup, operational and final assessment phases.

BRISTOL-MYERS SQUIBB COMPANY (7/01 to 3/07) Plainsboro, NJ

NYSE: BMY; Fortune 500 Company with $19.5 BB in revenue

Associate Director Analytics, U.S. Pharmaceuticals Marketing (6/04-3/07)

Managed sales operations programs ($100 million in spend) for U.S. business that encompassed five product lines and four sales forces (totaled 1,800+ sales reps). Strategic and analytical consultant for marketing, sales, and logistics improvement initiatives. Managed one business analyst.

Lead contributor for sales force promotional optimization initiatives, including data analysis, vendor management, and managed care planning with top line revenue gain of 10% on $500+ million portfolio.

Increased sales force promotional resource availability 11% ($10 million working capital reduction) by streamlining resource allocation processes.

Manager, Worldwide Business Intelligence and Market Research (10/02-6/04)

Managed two sales force effectiveness reporting teams that performed secondary sales data mining to improve marketing performance for two specialty product portfolios with $2+ Billion in revenues. Directly consulted for two heads of sales and 20+ regional sales managers (total sales force 3000+)

Associate Product Manager, U.S. Pharmaceuticals Sales & Marketing (7/01-10/02)

Managed diabetes portfolio digital marketing programs for 1.6 million-person customer database, including copy development and segmentation analysis; programs increased product adoption rate by 50%.

Managed $75 million marketing budget to target. Coordinated vendor/agency financial relationships.

UNITED STATES COAST GUARD (5/91 to 10/99) San Diego & San Francisco, CA

Helicopter Pilot (Lieutenant; HH-60J Aircraft Commander) and Senior Duty Officer (9/93-7/99)

Directed all rescue, security, and environmental protection operations across 100,000 square miles of ocean during scheduled 24-hour watch periods. Accountable for decisive resolution of emergencies often with limited information. Supervised 5 teams totaling 30 employees.

Directed flight operations and flight crew of 4 as pilot in command of $19 million HH-60J helicopter in high stress search & rescue, test flight, and security missions. 2000+ flight hours.

Saved 26 lives and received 7 awards including “Search & Rescue Aircrew of the Year”.

Student Naval Aviator/Officer Candidate (6/91-9/93)

Completed U.S. Navy Pilot Training (Pensacola, FL) and USCG Officer Candidate School (Yorktown, VA).

ADDITIONAL: Six Sigma Black Belt Certificate (Villanova), FAA rated commercial-instrument pilot, Secret Security Clearance

Contact this candidate