Lead and manage pricing discipline, customer promotions, sales incentives, discount guidelines, pricing tools, advanced analytics, profitability analysis, and dashboards to support corporate strategy and drive decision-making.

Performance measurement across channels and products, including opportunities, gross adds, take rate, and churn. Analyzed market, client and competitive trends (cross-carrier and cross-channel). Recommended appropriate actions to leadership teams to drive growth and value creation. Led the development of the 1- and 3-years planning scenarios across Mobile Protection products. Increased mobile protection take rate by 1500 bps by creating a carrier’s stores performance model to plan in-store training and promotions. Reduced churn rate by 200 bps by producing a cohort analysis KPIs model to identify when and why subscribers might want to drop from protection service. Developed a senior level reporting model to obtain accurate and faster information.

Leading all marketing analytics functions across 5 business units, solely responsible for building a culture of applying big data and advanced analytics to marketing decisions; Responsible for student acquisition and operations optimization (call center optimization, operational and financial forecasting and modeling, agent performance management, balanced scorecards), integrating marketing and operations into one acquisition P&L. Using best-in-class scoring, attribution and predictive models to optimize over $200M in marketing and enrollment services spend across 7 marketing channels, 50 marketing partners and 15 operational segments.•Moved Kaplan University’s “priority” program mix by 10% towards higher retention, using student quality predictors to optimize conversion rates of digital marketing channels (3rd party lead generation, e-mail, SEO and SEM), as well as call center lead routing and agent staffing models.•Major contributor in Google optimization efforts, using data and analytics to optimize $30M of Search Marketing spend across millions of keywords, resulting in 12% YoY enrollment growth in search marketing•Achieved a 15% acquisition cost reduction by developing a real-time marketing channel and partner optimization process, applying dynamic pricing and lead rejection methods based on real time multi-variate predictive scores, fraud detection technologies, attribution models and segmentation techniques.•Harmonized multiple data sources into a single customer centric reporting mart based on unified data definitions, used daily and hourly by departmental leadership to evaluate performance and profitability at detailed and consolidated level, to reallocate marketing spend in real-time, to action process variation when it occurs and to ultimately drive student engagement and retention at the optimal cost.

Design and create feasibility models, business cases and reports to support marketing resource allocation and pricing and revenue management decisions. Responsible for research, developing and implementing pricing and yield improvement programs across channels and verticals business units• Created a comprehensive pricing optimization proposal through executing a 360 degree market research program using focus group, Mystery Shopper, Feature Optimization, Price Sensitivity Analysis (Van Westendorp Methodology) andCompetitor Intelligence.

Within the mining business unit, supervise and manage purchasing, invoicing, reporting, inventory control and logistics. Design, implement and monitor the business plan, monthly forecast and executives financial reports. Coordinate with factories (Japan, Germany and USA) to ensure accurate transfer pricing in line with product specifications and delivery requirements.•Increased net margin by 6.25% ($1.1 MM USD) through targeted P&L actions within the Mining Business Unit•Improved and shortened financial process & cycle by focusing on revised transfer pricing mechanisms for all mining units •Reduced billing and purchasing errors to below 5% by introducing, measuring and managing actionable KPI’s

Ensured that international forecasting, budgetary and pricing processes are best-in-class and aligned with corporate objectives; Created new information models, monthly financial management results, product reports and business metrics. Supported and implemented global and cross-functional strategies targeting the International business segment.•Increased international products revenue growth by 9.8% ($81 MM USD), by supporting, developing and implementing strategic international programs, promotions and new products•Implemented an international pricing yield management program, generating an additional $400k gross margin annually •Completed a full business case analysis for Multi-Zone Pricing within the international Express Market, estimated to produce an EBIT impact of $3.5M per year with a 12 month investment payback period. •Designed and executed an international financial costing model for the consolidated freight product, targeting a 50% increase in volume•Created an International P&L model using Activity Based Costing (ABC) methodologies, used as a basis for pricing and discount guidelines, international transfer pricing and staffing model simulation•Completed a business case for the development of a new international ground product, forecasted to generate an incremental revenue of $3M per month

Led customer profitability analysis to determine areas for profitability improvement; Identified inefficiencies, excessive costs and non-standard operations that could affect profitability. Supported Sales and Tactical Pricing during the RFQs, RFIs and bids by facilitating better understanding of the profitability drivers•Generated an additional $7.5M in gross margin per year, by performing structured customer profitability reviews (CPR) for GCS, National and Field Sales customers•Developed multi-variable customer yield scorecards, as a basis for the customer profitability review process, feeding into executive management

Provided leadership and strategic direction regarding the design, development and implementation of Customer Relationship Management (CRM) and Sales Force Automation (SFA) tools for Latin America and the Caribbean. Implemented CRM in 40 countries (1,000+ users), by leading the development and implementation phases of Global Sales Force Automation (GSFA) tools and methodologies in Latin America and the Caribbean•Generated over 12% in incremental Imports volume for the region, by supporting the development of a regional telemarketing qualification campaign (over 50,000 raw leads) that created 6,000 new prospects•Increased sales productivity over 15%, by coaching sales managers on improving sales performance KPIs, expediting customers through the pipeline, forecasting revenue and processing sales administration

Developed and implemented regional and country pricing strategies for products and services; executed regional bids, RFQs and RFIs. Provided direct support to Marketing on pricing and positioning issues related to new products, service, fees and market segmentation. Developed tracking models and scorecards; maintained regional yield management systems•Generated an additional $7M in gross margin per year, by developing rate review and discount management programs for over 15 countries •Increased revenue by 20%, by developing and implementing domestic pricing for Brazil and Venezuela •Migrated over 50,000 customers in a year, by creating an advanced pricing and rating modeling application

Prepared country commercial budget and forecast based on KPIs and market trends; managed pricing department. Executed marketing programs, product development, publicity and promotional campaigns, and managed vendor relations. Designed special channel and product promotions; managed countrywide sales administration and compensation activities •Increased volume, revenue and gross margin by over 15% in 2001 and 2002 , by supporting Country Commercial Director on the design and implementation of the company’s commercial strategy