o Target Marketing; o Estimating Market Potential;
o Lead Generation; o Configuring New Sales Offices.
Shortcut to Resume Site Map, All Elements.Career concentrated in Market Research.
Market Research Experience in General:
o Problem definition;
o Development of study objectives;
o Research design;
o Data analysis;
o Development of implications and recommendations.
Have been Unum Internal Marketing Consultant on:
o Target Marketing;
o Estimating Market Potential;
o Lead
Generation;
o Configuring New Sales Offices.
Shortcut to Resume Site Map, All Elements.
o Contributed to the design and implementation of product line
strategic and tactical plans with Product
Feasibility Studies;
o Best/optimum outlets for advertising/promotion efforts;
o Market Segmentation both at the employer level and
the insurance broker level
to get a better understanding of the underlying dynamics in the
Financial Services marketplace;
o Environmental Scanning to guide marketing efforts.
Have identified and interpreted long-term trends
-- demographic; consumer; economic; political.
o Qualitative Focus Groups in...
-- Product development;
-- Development considerations in Financial Services.
o Quantitative in-depth telephone surveys in product development;
o Conducted Awareness Survey of UNIONMUTUAL in its different markets;
o Determination of Advertising Effectiveness --
telephone surveys
for top-of-mind recognition and assisted recognition;
o Constructed Claimant Surveys for Claimant Satisfaction;
o Analyses of Walker Employer Study on Customer Satisfaction.
o In-depth analyses of Cross-Selling dynamics.
Shortcut to Resume Site Map, All Elements.
o Competitive Scans of Insurance Carriers and Reinsurers.
o Developed in-depth Competitor Profiles.
o Developed internal Intranet Websites monitoring competitors.
o Used external vendors for primary research on competitor activity.
o Provided assistance in War Gaming efforts.
Shortcut to Resume Site Map, All Elements.
o Did the industry and market analyses on the feasibility studies of
bond funds, mutual funds, and Portfolio Management Services.
o U.S. Reinsurance Feasibility Study; o Research of possibilities of International Reinsurance;
o Personal Financial Services Study; o UNIONMUTUAL Marketing Strategy;
o Re-Entry to Medical Insurance; o Employee Benefits Division Strategy;
o Group Pension Baseline Report; o Environmental Study for Corporate Planning.
Shortcut to Resume Site Map, All Elements.
Skilled Use of Computers for Market Research
o Heavy use/understanding of the Internet and its implications to Marketing.
o Originally joined Union Mutual Life Insurance Co. as a Systems Analyst
in the development and support of Management
Information Systems;
o Have consistently been a heavy technology user.
Proficient in the use of computer technology, especially for
marketing purposes.
Also supported team members in use of software technology;
o Have used the Microsoft software suite - Word,
EXCEL, PowerPoint,
as well as ACCESS (for Data Management) and FrontPage for
Internet Web Development (constructed Intranet Websites at UNUM).
o Developed Computer Generated Maps of UNUM Sales
Territories
using MapLinx software.
o Have supported LAN (Local Area Network ) usage.
o End User Reporting/Decision Support.
Tested and used state-of-the-art approaches to Decision Support.
o Have used QMF (Query Management Facility) and SQL
(Structured Query Language)
in doing analysis of content on UNUM DB2
Relational Databases.
o Developed methodology of introducing UNUM employees
to DB2 Relational Databases for use in business
decision making.
o Information Environment (IE) database user education/training.
Assisted users in writing SQL queries
against the IE.
o Have used some of the Unum Data Warehouses for:
-- Insurance Broker Segmentation;
-- Analysis of Unum Lost Sales;
o Data Mining Tools used:
-- MicroStrategy DSS Agent & DSS Web;
-- Angos KnowledgeSeeker.
o Was a Technological Liaison on systems task
forces.
-- Customer Needs Identification;
-- Product Structure Modeling;
-- Determined Data Model for Product Offerings;
-- On-Line HELP Facility... for systems ease of use.
o Developed a Product Information System (PINS)
to identify characteristics of Individual Life Sales.
o Introduced use of U.S. Form 5500 (Employee
Benefits Information from Employers)
on tape media from Washington Researchers.
o Upon Early Retirement from UNUM ...
took courses on Computer Graphics (use of
Adobe PhotoShop)
and Internet Web
Development ( using Microsoft FrontPage and HTML)
at SMTC (Southern Maine Technical College) in Portland ME.
Shortcut to Resume Site Map, All Elements.
Examples of Computer Models Developed
o Computer models of product offerings and their financial implications over time;
o Site selection model where model users were
allowed
to apply subjective importance to objective selection parameters;
o Portfolio Management Model -- determined
allocation of resources and
level of manpower needed to run a Portfolio Management Service;
o Computer model described the financial benefits to UNUM
of offering settlements
to Long Term Disability (LTD) Claimants;
o Simulated TURF (Total Unduplicated Reach and
Frequency) Analyses
for ordered introduction of Marketing variables
to get optimum market response;
o Cost allocation models for pricing;
o Developed Market Potential/Penetration System for Group Insurance.
Shortcut to Resume Site Map, All Elements.
o Reinsurance Product Manager;
Developed, test marketed and implemented Reinsurance products.
o Long Term Disability (LTD) Product Manager.
Developed the highly successful LTD Mini-Plan product offering
for firms with less than ten employees. This offering had
represented
up to a quarter of new LTD case sales immediately on its
introduction.
In these positions, did background research for:
-- Customer Needs; --
Market Monitoring;
-- Pricing Research; --
Development of Product Offering;
-- Test
Marketing; --
Product Modifications to meet changes in market needs.
-- Market Introduction, including Advertising and Public Relations.
Offshoots of these initiatives have included:
-- The development of Third Party Administrator (TPA) partnerships.
-- Revised logistics for the effective use of Field Administration.
Shortcut to Resume Site Map, All Elements.
* Systems Analysis & Computer Programming
primarily in Manufacturing Scheduling and
Inventory Control.
* Also developed and taught courses at General Electric
on:
-- Introduction to
Computers for Manufacturing Engineers;
-- Work
Effectiveness.
* Was the Work Reengineering "expert" at this
G.E. plant.
Mathematics Teacher
Boston School System (Charlestown MA)
Shortcut to Resume Site Map, All Elements.
Education
MBA
University of Southern Maine (Portland ME)
Emphasis in Marketing and Market Research,
G.P.A. 3.9
with quantitative aspects of Operations Research;
Business Logistics; and Business Cycles and Forecasting.
B.A. in Mathematics
Providence College (Providence RI)
Magna Cum Laude. Arts Honors Program.
G.P.A. 3.42
Full tuition academic scholarship.
Graduated 20th in class of 566.
Other Graduate Work:
Boston College Graduate School (Chestnut Hill MA)
Have all credits for a Masters of Science
in Teaching (MST) Degree in Mathematics.
Full National Science Foundation Grant.
Courses included Research Methods.
University of New Hampshire (Durham NH)
Numerical Analysis - computer methods used.
St. Louis High School (Biddeford ME)
Valedictorian.
G.P.A.
4.0
Shortcut to Resume
Site Map, All Elements.
External Certification
/Training
External Training:
-- Southern Maine Tech College *** Computer Graphics; Web Development
-- Columbia University *** Market Research
-- Columbia University *** Marketing Management
-- M.I.T. *** Market Research
Insurance Industry -- Chartered Life Underwriter (CLU)
Site Map -- All Elements
Unum Life Insurance Experience
Other Employment
-- Market Research Specifics
-- Competitive Intelligence
Education
-- Strategic Studies
-- Skilled Use of Computers for Market Research
External Certification/Training
-- Examples of Computer Models Developed
-- Product Development Experience