Sales Customer

KEVIN J. MCCABE

NEWTON, MA

339-***-**** *************@*****.***

https://www.linkedin.com/in/kevinmccabebos

Job Objective

Recruited into $300M company to establish a global strategic pricing and data analytics capability. I was able to drive change through all legacy pricing models, redefine customer value by product, and establish a companywide partnership with Sales, Product, Marketing and Executive. Through acquisition, my mandate was expanded to responsibility for $1.5B in recurring revenue. Through model changes and price optimization, revenue increased by $90M across 7 global business units, margins grew by 5% in two units and my team expanded from 3 to 15 providing customer analysis, pricing and sales support. My objective is to build the capability again.

PROFESSIONAL EXPERIENCE:

OMGEO/THOMSON REUTERS (Acquired by DTCC), Boston, MA 2008 – 2016

Executive Director, Revenue Performance and Pricing

Served as a global pricing team leader, developing and presenting new revenue opportunities to the Executive and Board and driving change to value-based pricing for technology and data solutions.

Conceived per click SaaS pricing model for shared database service. Enabled a global network effect that reversed discounting behavior and decline in recurring revenue to establish approximately 3% annual growth in recurring revenue. Data quality improved 30%.

Successfully adapted SaaS pricing model for transaction processing products, growing customer base by 33%, reducing billing complexity by 75% and retaining existing 6,000 customers globally in response to disruptive competitive threat.

Conceived and developed integrated customer dashboard/database gathering data from 20+ product feeds, Salesforce and 5 billing systems to analyze customer spend behavior and opportunities.

Led financial turnaround of business unit with development and execution of segment pricing strategy across six regions, increasing annual revenue by $50M.

Formulated plan for business intelligence unit launching with one in pricing and expanded to 15 analysts tracking revenue driver performance and supporting Sales with customer price/value reporting.

Provided competitor pricing intelligence for five key competitors and built analytics tool to model client by client comparison, identified at risk accounts and partnered with Sales to develop strategic response.

Launched two price/behavior incentive programs that doubled product quality performance and one emerging market program that increased annual Asia sales 300%.

Introduced performance metrics on revenue quality, customer value, and forecasting across six global business units.

Created business cases and pricing strategy for five new product launches and two business start-ups, enrolling over 3,000 customers and growing recurring revenue to $4M in 12 months.

Introduced customer communication program with annual sales training, Value for Money presentations for 20 key accounts, and a billing transparency dashboard.

Led change in pricing governance and financial infrastructure to enable new pricing models, developed metrics to provide tracking on pricing effectiveness and monthly revenue performance.

Won 2015 leadership award for driving 4 regions to profitability and attaining immediate profitability in a new market.

FIDELITY INVESTMENTS, Marlborough, MA 2006 – 2008

Director, Bid Pricing and Market Intelligence

Brought into role to support deal teams with contract proposals, terms and conditions in bids responsible for launch of new services business to Fortune 500 companies. Implemented deal pricing strategy and competitive intelligence monitoring.

Executed and managed pricing model and process, collaborating with product development to build market strategies for next-generation product lines.

THE MONITOR GROUP (Acquired Strategic Pricing Group), Cambridge, MA 2002 – 2006

Consulting Team Leader/Principal

Directed teams responsible for managing strategic pricing engagements for Fortune 500 technology, services, and data companies. Projects focused on profitability, customer engagement, and pricing improvement. Demonstrated ability to coach sales teams in value-based selling to drive margin improvement in existing customer base and enter new markets.

Created trade-off negotiation strategy for global news service and data brand, bringing 1% profit improvement in six months.

Built economic value-selling tool for new product launch by mobile technology leader, helping sales executives to close two key accounts.

Built pricing strategy to launch new services business of leading investment management firm and led cross-functional team through deal and implementation process design.

MARKETBRIDGE CORPORATION, Boston, MA 2000 – 2002

Principal

Built integrated sales channel strategy and set unit goals and revenue targets for Fortune 500 companies through investigation and improvement of company sales channel strategies, research of customer buying behavior, and development of. Coordinated internal teams to implement multi-channel go-to-market plans to integrate internet as a sales/marketing channel.

VISA INTERNATIONAL, San Francisco, CA 1995 – 2000

Director, Global Product Management/Marketing

Led global brand strategy, product management, competitive intelligence, and public relations for Premium Cards. Developed strategic model and launched Visa Signature and Visa Infinite. Executed global conjoint analysis studies and launched national integrated marketing campaign positioning Visa Gold brand as #1 in Canada market.

BARCLAYS BANK, Toronto, Canada 1987 – 1994

Commercial Banking Account Manager

EDUCATION:

THE WHARTON SCHOOL, UNIVERSITY OF PENNSYLVANIA, Philadelphia, PA 2016

Executive Education Program, Securities Industry Institute

Concentration in Leadership, Strategy, Executive Presence

LONDON BUSINESS SCHOOL, London, UK 1995

Masters in Business Administration, Sloan Fellow, MSc Marketing

Concentration in Strategy, Marketing, and Statistics

THE UNIVERSITY OF WESTERN ONTARIO, London, Canada 1986

Bachelor of Science, Economics

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