VP Industry Solutions/General Manager netScore 5/01-8/02 As a vertical manager running the Content/Media/Entertainment vertical, managed a team of four sales people. Was promoted after five months to include management of netScore, comScore’s syndicated product and an additional team of four including product management, sales, and client service. Created products to target media market, manage overall positioning of both products in the market, and acted as a consultant in understanding client marketing and research needs and designing the appropriate solution. Successful in gaining AOL, AARP, NHL, Turner Classic Movies, WWF, New York Times, USAToday, Washington Post, the Online Publishers Association and WSJ as customers.
E-CENTIVES, Bethesda, MD
V.P. Client Services 1/98 - 5/01
11/98 – 5/01 This direct marketing business provides consumers with personalized, targeted online promotions. Serves retailers seeking to grow their business through acquisition, retention and management of customer relationships using online promotions and email campaigns. As part of executive management team, have been instrumental in the development of the company. As the 15th employee, created and defined three departments, Datamart, Reporting, and Client Services. Currently manage a team of ten in Client Services, which is responsible for the entire merchant relationship. Serve as internal liaison in developing client directed new products. Assist clients in developing long and short term marketing plans and objectives, assess competitive strategies, and facilitate the launch of e-Business initiatives, performance analyses and sales/revenue forecasts. Create and monitor custom promotions and custom emails. Create and delivers all internal and external reporting.
Director, New Business Development 1/98-11/98 Defined a strategic, channel approach to business development, setting partner targets based on appropriateness of vertical channel and financial analysis of ROI for e-centives. Negotiated and managed first ever outside partnerships for this Internet Company. Deals include negotiation of complex promotion, placement and site integration relationships to facilitate consumer access and personalization of our unique digital coupons online service at the partner site. As part of implementation, assisted with custom user interface design at each partner site, created first contract, first customer reports for partners and merchants and worked with IT to select an appropriate OLAP engine for future database analysis.
AC NIELSEN, Oxford, England
General Manager - Register- MEAL, Ltd 2/94-11/97
8/95-11/97 Ran $3 Million UK Advertising Expenditure Monitoring company including staff of 50. This business reports TV, Magazine, Newspaper, Radio, Cinema, and Outdoor advertising expenditure, volume and attributes. In one year brought a business in a six-year decline, with low technology, and underdeveloped skill sets into a high technology world of value-added selling. Accomplished by initiating changes in strategic direction, a Marketing Plan, significant New Product Development and data restructuring. Managed and developed employee skills and attitudes in a positive environment during dramatic change. Increased operational efficiency by 15% through 50% reduction in sick days and focused reward scheme. Developed UK software for media and agency client base in conjunction with outside company within one year. Presented or spoke at several marketing and new media seminars held in various EC countries
Regional Manager EMEA – AdEx Intnl. Product 5/96-11/97 While General Manager of Register MEAL, successfully designed, initiated and implemented AdEx International business plan, achieving budget approval, relationships/agreements with 54 countries, and deliverable service within three months. Achieved approval by presenting plan to EMEA President and 16 executive committee members in Europe. This business collects and integrates disparate advertising expenditure information from other countries. Built relationships through international discussions in over 20 countries. Achieved profit targets in first 6 months. Delivered major revenue gains in ‘97.
New Initiatives - Web Measurement - Developed International Web Measurement Product for 1997 rollout. European responsibility for marketing plan, product management and project. Utilized outside proprietary product that takes advantage of Java and incorporates Red Brick databases. Designed strategic product portfolio, and reports for Internet related analysis. Internet-based interactive data access - Worked with outside Web/Olap company to develop unique application for current data that integrates the visual/audio with numeric reporting.
Director (V.P.) Client Sales & Service, Oxford, England 2/94-8/95 Hired to implement major product and company redesign. Stabilized sales tracking business in three-year decline by internal restructuring of business model and employee skill training. Working closely with operations, designed & implemented major business restructuring separating Service from Sales. Managed 50 sales and service employees with over 200 clients and $30M revenue, while leading major changes in data structure and coding procedures.
IRI, Inc. Reading, England (Acquisition)
European Project Manager 7/92-2/94
3/93-2/94 This $500Millon Marketing Intelligence company provides marketing and promotions analysis using retail scanning data to the retail grocery industry. Successfully implemented multi-country data integration project in 3 months. New business development, client service training in data analysis and data structures, conducted software training. Won first UK client. Did Business Plan for Italian expansion.
Special Projects Account Director, Europe 7/92-3/93 As one of two experienced employees in an acquired business, was instrumental in transfer of skills and technology through training. Also conducted building site negotiation; co-ordinated telecomms, hardware and LAN selection. Conducted European Research, European Business Development.
IRI, Inc. (ww headquarters) 7/90-7/92 Account Director - Promoted before departure to England. Project Director - Prepared and delivered client presentations analysing client market performance. Assistant Project Director - Analysed data and prepared charts. All positions required data interrogation using Express Analyser.
DOWBRANDS, Indianapolis, IN 5/89-8/89 Marketing Research Internship, New Products. As part of new product development, conducted brainstorming session and researched and designed Microwave grill. Presented to Senior Management.
EDUCATION 1990 MBA, Indiana University, Bloomington, IN. Marketing 1984 BA Vanderbilt University, Nashville, TN. German/Economics Minor 1982 Junior Year Studies, Regensburg University, Regensburg, Germany 7-8/1982 Goethe Institute, Staufen, GY. Mittlestuffe LANGUAGES Fluent German, some French
iMedia Summit Spring