Passionate Strategy, Pricing, and Analytics professional with over 10 years of experience. My background in Pricing, Enterprise Account Management, Enterprise Sales, and Change Management has allowed me to develop strong technical and analytical capabilities, C-level relationship acumen, creative problem-solving skills, a focus on simplifying the complex, an operational mindset passionate about process improvement, combined with an adaptive communication style to work effectively at all levels of an organization to drive business value. I love building and improving things – starting from an early-stage idea and developing it into something people truly value. Professionally, I’ve done this repeatedly at large and small companies. I’m experienced in pricing, packaging, & monetization strategy, product management, operational excellence, commercial excellence, building and leading teams, partnering with executives, and I bring deep analytical and technical capabilities to guide data-driven decisions and strategies. Skills I’m using: Pricing | Enterprise Account Management | Enterprise Sales | Monetization | Tableau | SQL | Data Warehousing | Product Management | Consulting | Program & Project Management | Cross-Functional Communications | Change Management | Data-Driven Analysis | Financial Modeling | Data Visualization | Roadmaps | Strategic Planning | BI | Process Improvement | Voice of the Customer | Churn Management | Contract Negotiation | Customer Success | Executive Presentation and Communication | Optimization (Logistics, B2B Pricing) | Sales Intelligence | Demand Forecasting I can help you: • Establish and strengthen relationships with key contacts and stakeholders. • Drive sales and growth within existing accounts through consultative interactions. • Develop and execute strategic account plans for enterprise-wide product deployments. • Provide technical expertise and support for customers, including complex deployments. • Act as a trusted advisor and technical consultant for customers. • Collaborate with field sales teams to plan and execute customer interactions • Understand customer needs and business objectives • Drive customer adoption, product utilization, and revenue growth. • Provide analytical and strategic insights for pricing and margin growth. I’m passionate about AI and conservation, and I like to spend my free time outdoors. If you are interested in grabbing coffee or chatting about career opportunities, let’s connect!
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Pricing Science ManagerHd SupplyAtlanta, Ga, Us -
FounderSpoonwood Holdings Apr 2023 - PresentAtlanta, Georgia, United StatesConsultancy focused on Pricing, Monetization, and Go-to-market Strategy• Piloted packaging transition from widget-based sales (electrical controls) to a recurring SaaS subscription(energy management platform) and a projected $22M increase in private equity valuation• Designed future-state software architecture for daily optimization of energy costs across 3000 client locations• Prescribed targeted pricing strategy to pass through rising commodity costs achieving a 9.7% margin increase
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Sales DirectorZilliant Oct 2022 - Feb 2023Atlanta, Georgia, United States• Led enterprise sales engagements ($400K – $1.1M ASV) from initial discovery through negotiation and close• Delegated outreach among prospecting team to target $1.5M sales quota• Initiated and nurtured executive stakeholder relationships across multiple large enterprises (>$2B/yr) -
Customer Success ManagerZilliant Jan 2019 - Nov 2022Atlanta, Georgia• Retained 97% of subscription value (vs. 85% company average) over 4-year tenure (12 accounts; $4.5M ASV)• Industrialized elasticity-informed demand forecasting to allow >120 annual strategic price updates to be deployed across large enterprises (>$1.5B/yr.) in multiple industries• Achieved >$30M in annual revenue lift (1200% volume lift) via the cross-functional design and deployment of AI-generated promotional sales campaigns• Consistently achieved 95%+ adoption across multiple large selling organizations (500+ headcount) through best-in-class change management leadership
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Logistics EngineerDs Services Jul 2016 - Jan 2019Greater Atlanta Area• Increased customer retention by 9% through the design and implementation of “Onboarding Routes”.• Prescribed an optimal route investment plan to target route additions in crucial sub-geographies (~100 routes = $10M capital expenditure)• Increased customer satisfaction score by 24% by diagnosing and alleviating sales patterns that overwhelmed delivery capacity o Automatically generated complex schedules via custom optimization program. o Optimally balanced capacities of the operations, sales, and partner stakeholders (3600 events, ~400 locations, ~80 branches, ~20 sales groups)
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Staff ConsultantCapgemini Jul 2014 - Apr 2016Atlanta, Georgia• Industrialized project delivery methodology for Netsuite Implementations. Presented a training session on the methodology in Mumbai, India• Lead NetSuite financials testing. Demonstrated functionality to obtain sign-off from client CFO• Lead Visio process workshops with client stakeholders• Forecasted internal costs, project completion dates, and made pricing recommendations for RFPresponses through ‘bottom-up’ analysis• Created sales literature presenting suitability of NetSuite to market directions• Managed the provisioning of NetSuite development environments, and transported configurationsbetween sandbox and production environments. -
Senior Capstone ProjectKellogg Company Aug 2013 - Dec 2013Greater Atlanta AreaImproved plant sanitation process• Determined task precedence relationships and critical path using PERT analysis and MixedInteger Programming• Interviewed employees using the DELPHI method in order to approximate statistical timedistributions for tasks within the sanitation process.• Calculated minimum headcount for which sanitation was feasible within the time frame dictatedby the Kellogg’s corporate office. This informed subsequent staff reduction decisions• Analyzed different perturbation scenarios and their effects on the duration of the sanitationprocess.• Delivered PERT network flow diagram and SOP for production start-up after sanitation wascompleted -
Inbound Supply Chain InternshipContinental Jan 2011 - Jun 2011Hannover Area, Germany• Mediated EDI communication of key metrics (stock levels, lead times, etc.) between supplier and buyer ERP systems for all raw materials purchasing globally.• Implemented Ocean Freight Track and Trace and Process KBI's• Wrote system user manual for the ordering of Natural Rubber (80% of corporate purchases)
John Durham Education Details
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Supply Chain Logistics Track
Frequently Asked Questions about John Durham
What company does John Durham work for?
John Durham works for Hd Supply
What is John Durham's role at the current company?
John Durham's current role is Pricing Science Manager.
What schools did John Durham attend?
John Durham attended Georgia Institute Of Technology.
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John Durham
Loveland, Oh4ipaper.com, fuse.net, ilslabels.com, atricure.com -
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