Intelligence Business Pharmaceutical Sales

Action-oriented Senior Manager offering over ** years of experience

LEADERSHIP COMPETENCIES

P&L Management

Operations Management

Offshoring / BPO / KPO

Entrepreneurial

McKinsey Consulting Experience

Turnarounds & Improvement

Process Improvement

Product Management

Deep Analytics Experience

Hands-on Software Development

PROVEN RECORD OF SUCCESS

Founded, grew, and sold healthcare and market research analytics startup companies to venture backed firms

Highly experienced in operations management and business process improvement

Built and managed global cross-functional teams

Created vision, mission, and strategy for analytics and market research business unit of publicly traded service company

Improved profitability, quality, productivity, turnaround times, and customer relationships

Identified new market opportunities and personally developed new software, research and service offerings

Direct sales experience including closing software licensing deals and assisting in a team-oriented business development process

Hands on expert in analytics, data management and software development.

CAREER BACKGROUND

MarketCast / Phoenix Marketing International, Natick, NY May 2009 – Present

Phoenix Marketing International was acquired by MarketCast in March of 2022.

Vice President of Product Management, March 2022-Present

Product manager for brand research solutions and dashboards. Define business and product requirements for advanced brand tracking solution which integrates survey data with search, social listening, and behavioral data.

Vice President of Business Intelligence, May 2009-March 2022

Phoenix Marketing International is a top 20 market research firm.

Served as senior leader of business intelligence business unit. Provide analytic services, data management, reporting automation, and software development to both clients and internal teams.

Selected Achievements:

Managed development of online analytics software products and services for clients. A key system provides advertising performance benchmarking. This includes automated survey data processing and metric calculation. System is used by the largest clients.

Responsible for group conversion of analytics processing to Python and related libraries (e.g., Pandas.) Originally, the unit performed all processing using SPSS, STATA, tabulation software (Q, MarketSight), Excel, and other tools. Using Python we were able to greatly automate and streamline processing.

Developed dashboards in a variety of platforms such as: Tableau, Power Bi, Dapresy and MarketSight for Phoenix's Fortune 500 clients.

Personally developed Python algorithms to automate and streamline marketing research analysis, QA review, and financial reporting.

Created the company’s internal online software to manage project profitability and forecast revenue recognition for our firm (Quickbase.) This system linked in with the company accounting system (Quickbooks then NetSuite) and was used by over 100 people to manage project details, invoicing, bills, and other accounting information.

Developed reporting automation systems integrated by API with Google, Netsuite, QuickBooks and Hubspot.

Personally drove implementation of management systems such as Jira and Confluence to manage projects. Served as main admin for the Atlassian domain. Oversaw implementation of source code control using Git and Github.

Direct and active participant in business development process.

Satyam Computer Services, Hyderabad, India August 2008 – May 2009

** Satyam became embroiled in a disastrous accounting fraud which required me to seek new employment. **

Head of Analytics and Market Research Business Unit

Responsible for leading this new business unit including P&L management, marketing, and operations management. Employees were located throughout the world and included market research and operations staff as well as business development and analytics staff.

Selected Achievements:

This was a turnaround situation between Satyam and Caterpillar where I developed strong relationships with the client team, built the confidence of all parties, and led the group to a positive and successful new business

Oversaw the re-engineering of operations to efficiently break apart work into cost-efficient, scalable and high quality offshore and onshore delivery components.

Developed and organized a unique sales and business development environment with Caterpillar as the lead client and built a new business development group.

Worked directly with senior executives including the CFO, CIO, and Chief Strategy Officer on corporate alignment.

Global Market Insite (GMI), Seattle, WA October 2006 – August 2008

Online Market Research Software, Sample Panel, and Analytic Services Company

Vice President of Professional Services and General Manager

Managed group providing services in analytics, data processing, crosstabulation, survey data collection, marketing research, and software development.

Selected Achievements:

Turned around the offshore survey data processing, tabulation (WinCross/Quantum), and analytics group by implementing: more thorough management oversite, an online project coordination system, a performance management system & dashboard, better on and offshore integration, and internal customer satisfaction tracking.

Successfully managed the onshore analytics team that was responsible for servicing GMI’s most complicated client analytic requirements. This included implementing automated data processing and reporting solutions using statistical programming languages and scripted automation (SPSS/STATA.)

Developed and managed an automated Net Promoter Score (NPS) system for Bain & Company.

Delivered a number of dashboard solutions to clients using Business Objects.

Created turnaround strategy for innovative and immersive survey system using interactive media (Flash) in North America.

Appian Analytics, Inc., San Ramon, CA 2003 – October 2006

Business Analytics and Market Research Services Company

Founder and President / CEO

Founded and grew this small market research analytics company that was acquired by Global Market Insite (GMI) in 2006. Clients included Dow Jones & Company, PC World, The Gap, Washington Mutual Bank, Bain & Company, J.D. Powers, and more.

Selected Achievements:

Acquired in 2006 by GMI, a venture-backed, pre-IPO firm.

Personally responsible for marketing, sales and management of sales.

Created custom dashboards based on Business Objects software for a variety of clients.

Provided outsourced analytics and data management services to clients such as Dow Jones & Company.

Developed SaaS application for pharmaceutical sales performance which was an online reporting system with automated email reports.

Created a specialized analytic consulting services for market research firms. Services included: survey data collection (ConfirmIT), automated data processing/ETL services, survey tabulation, statistical modeling and reporting.

Value Added Reseller for SAS, Business Objects, and Visual Numerics.

Provided crosstabulation services using Wincross, Quantum, and SPSS Survey Reporter.

Personally designed a number of products including a Customer Relationship Management (CRM) dashboard that was featured as a case study on the Business Objects home page for nearly a year.

HealthMarketInsights, San Francisco, CA 1993 – 2003

Healthcare Software, Benchmarking, Data Warehousing

Co-Founder and CTO

Co-founded and built this 20-person healthcare analytics and software firm. Responsible for all aspects of business performance with focus on technology and operations. Provided research, syndicated reports, benchmarking, desktop software, and internet applications. Small sample of clients included: Accenture, PriceWaterhouseCoopers, KPMG/BearingPoint, Bayer Healthcare, Tenet Healthcare, Johnson Controls, Scios, and many hundreds of hospitals.

Selected Achievements:

Created hospital financial benchmarking software based on the Medicare Cost Report database (HCRIS.) Personally developed metrics to measure performance for financial, operational, productivity, staffing, and outcomes. This software was eventually sold through the American Hospital Association (AHA.) Personally sold national site licensing deal with Deloitte Consulting and also an implementation for the Department of Housing and Urban Development.

Designed and managed development of clinical benchmarking software using hospital discharge data along with Medicare Cost Report data and refined DRGs.

Deep healthcare analytics experience in hospital Medicare and state discharge databases, Medicare Cost Reports, state hospital financial fillings, severity adjustment systems, medical coding in DRG, ICD, HCPC, etc., and many other aspects of healthcare analytics.

Created a number of hospital benchmarking reports showing clinical cost effectiveness, pricing performance, preparation for APG implementation, quality of care, staffing skill mix, department productivity, and more. These reports were sold to hundreds of hospitals, all the large healthcare consulting firms, and others.

Responsible for developing innovative methodologies to process terabytes of data from Federal and State Government Agencies in an era of hard drives with 1 GB storage limitations.

Expert in data conversion and a wide variety of data formats and conversion requirements including arcane formats from mainframe and mini.

McKinsey & Company, Cleveland, OH 1990 – 1993

Business Strategy Management Consulting Firm

Computer Analyst

Worked on site with McKinsey and client teams of Fortune 500 companies in banking, retail, energy, healthcare and manufacturing. Provided analytics support for consulting teams requiring analysis, modeling, data processing and custom programming.

Selected Achievements:

Developed and implemented activity-based costing software at one of the largest electric utilities in the Mid-West. Personally trained and rolled out the software across more than 50 business units. Consolidated and analyzed budgeting data to drive cost reduction analysis and productivity improvement efforts.

Created sub-market analyses to determine retail bank branch consolidation for a large bank that had acquired many other banks after interstate bank law changes. Analyses included: integrating general ledgers from different banks, recast accounting, creating economic performance models, compiling market area profile data, developing profitability analyses, and estimating Net Present Value (NPV) from discounted cashflows of bank branches.

Managed market research survey data collection and compiled crosstabulation and other analyses for project teams.

Performed analyses used for improving sales force effectiveness.

EDUCATION

Bowling Green State University, Bowling Green, OH 1986-1990

Bachelors of Science in Business Administration, Finance

Won financial analysis scholarship competition

Finance Major

Extensive Computer Science coursework

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