Wakeelah Brown
Loganville,GA
Summary
Talented, results-producing Marketing and Strategy Professional with a proven record of accomplishment in product management and leading comprehensive marketing strategies in support of business goals and objectives.
Overview
25
25
years of professional experience
Work History
International Marketing Director of Operations
UPS
Atlanta, GA
01.2022 - Current
- Global responsibility for marketing operations supporting daily operations of business planning, revenue management and pricing
- Reviews P&L to align growth strategies to targeted profit trends
- Leads annual business and marketing planning to determine volume and revenue targets
- Monitors business performance, key drivers and trends
- Coordinates with corporate strategy to align annual plans to long term 5-year strategic targets
- Develops and builds revenue growth strategies and tactical plans that are executed globally
- Sets pricing policy for incentives across geographies and trade lanes
- Establishes procedures, processes, and training to define functional workflows supporting policy and mitigate risk
- Monitors & analyzes competitive pricing posture (pricing strategies, tactics, incentive levels, actions, rate positioning) to develop and implement appropriate pricing responses & strategies
- Deploys Revenue Management Systems and tools globally
- Spearheads customer and product profitability strategies and initiatives and liaises with international region teams to impact results.
UPS Healthcare Senior Strategy Manager
UPS
Atlanta, GA
01.2020 - 01.2022
- Focused on identifying Logistics & Distribution market trends, shifts in the competitive landscape, and changing customer needs to create new products and capitalize on growth markets around the world
- Evaluated country specific market position, including profit analysis, stakeholder engagement, customer impact and OSP assessment
- Led project team to expand geographic footprint in the Latin America region
- Created and maintained relationships with external stakeholders such as vendors, suppliers, customers.
- Partnered with UPS legal to draft Master Service Agreement (MSA)
- Documented review of audit findings (Quality, Operations, IT)
- Defined rules of engagement
- Worked with Marketing/Sales to develop a sales tool kit and other internal/external communications
- Led project team to determine where best positioning in Singapore as a Regional Distribution Hub (RDC) and would allow opportunities in upstream manufacturing creating additional revenue opportunity for the HLD business unit
- Led project team in an assessment that recommended that UPS should continue to pursue the Order to Cash service offering and expand the geographic footprint globally.
- Produced thorough, accurate and timely reports of project activities.
- Analyzed market trends to identify areas of opportunity.
- Conducted competitive analysis to assess industry landscape.
- Identified key performance indicators and tracked progress against goals.
- Provided leadership, insight and mentoring to newly hired employees to supply knowledge of various company programs.
- Drafted presentations on strategies, results, and recommendations for executives.
- Analyzed business performance data and forecasted business results for upper management.
Marketing Analytics and Infrastructure Senior Manager
UPS
01.2016 - 01.2018
- Provided executive leadership support to monthly BPR/IR reviews
- Developed, maintained and served as SME for the BIA Customer Categorization Tool
- Led revenue planning effort toward all US marketing strategies
- Led development effort of BIA Marketing Funnel when BIA Sales Funnel tool was sunset
- Provided support, maintenance and served as SME for the Lead Management System (LMS) and the Product Knowledgebase.
Inside Sales Marketing Analytics Manager
UPS
01.2010 - 01.2016
- Defined and executed CRM marketing strategies for growth in the small business segment, including campaign management, lead scoring, lead nurturing, collateral management, and campaign reporting
- Coordinated sales lead development, generation and deployment activities
- Supported Regional Sales Directors and Area Sales Managers on research, analysis, goals tracking, strategy execution and advises of marketing plans
- Defined business plan goals and sales territories
- Developed customer retention, conversion and penetration programs
- Deployed and evaluated Corporate and Inside Sales Program marketing initiatives
- Consulted with customers to ensure solutions are tailored to business needs and will support or result in actionable strategies
- Created and maintains web based sales territory management and targeting tool for 500+ inside sales resources
- Trained and mentored data analysts to ensure effective analytical techniques and the presentation of information are concise to understanding key components of the business.
UPS Freight Product Marketing Manager
UPS
01.2007 - 01.2009
- Launched several marketing initiatives bringing sales focus to product enhancements and profitable segments
- Lead Project Manager for a three-year sales initiative focused on bundling all products within the portfolio and creating a common customer experience
- Grew average daily volume up to 70%
- Defined strategy to align value propositions with customer benefits and competitive positioning
- Developed criteria for identifying customer targets
- Developed campaign measurement reports
- Developed and launched direct mail promotions to increase customer awareness and product usage
- Grew revenues by more than 50%
- Identified targeted customers
- Worked with agencies to develop sales collateral
- Received 2010 TMCA Compass Award of Excellence.
Customer Technology Marketing Analyst
UPS
01.2003 - 01.2007
- Defined and executed marketing strategies for UPS.com visibility solutions
- Lead primary and secondary research efforts to determine size of the potential market opportunity for product concepts and the strategic fit of the proposed products and/or services
- Identified/Analyzed industry trends that would impact the organization, customers, and competitors to better predict the outcome of a product launch
- Developed pricing strategies and estimated pricing impacts to ensure sound revenue management strategies
- Defined customer requirements and user flows
- Managed Product/Service performance measurement activities
- Developed and maintained content for sales collateral and website.
BIA Programmer
UPS
01.1999 - 01.2003
- Assisted with the creation, development and maintenance of CVBAT, Sales Compensation Tool and the first BIA intranet security module
- Improved efficiency and remained informed of goals and procedures to ensure compliance to standards in providing solutions to customer requirements.
UPS Healthcare Financial Planning & Analytics Senior Manager
UPS
01.2020
- Assisted in the standup of the UPS Healthcare FP&A department
- Became subject matter expert for the UPS Healthcare Executive Book, which is the source of all UPS Healthcare performance metrics
- Created multiple UPS Healthcare reporting dashboards for senior leadership
- Established a sustainable profit planning and business planning process
- Provided support to UPS Healthcare’s strategic business cases.
Healthcare Segment Senior Manager
UPS
01.2019
- Provided Healthcare Middle Market Support
- HGA (Healthcare Growth Acceleration) portal governance and performance results
- Middle Market, Pipeline and Churn performance results
- Provided International Region Support
- Redesign of Total Sector Healthcare reporting
- Created a standard methodology for reporting Healthcare performance metrics, including monthly and weekly KPIs
- Developed a repeatable process to gather insights from region and business unit SMEs on factors driving performance trends
- Partnered with BIA to understand how the Healthcare Executive Book is derived each month and working cross-functionally to make enhancements
- Segment Marketing Communications & Leads
- Collateral prioritization & development with Communications team
- Identified penetration and conversion targets in the priority sub-segments
- Assisted in the business case development of the standup of the UPS Healthcare division.
Education
Master of Business Administration - Marketing
DEVRY UNIVERSITY
Bachelor of Business Administration - Management Information Systems
UNIVERSITY OF GEORGIA
Timeline
International Marketing Director of Operations
UPS
01.2022 - Current
UPS Healthcare Senior Strategy Manager
UPS
01.2020 - 01.2022
UPS Healthcare Financial Planning & Analytics Senior Manager
UPS
01.2020
Healthcare Segment Senior Manager
UPS
01.2019
Marketing Analytics and Infrastructure Senior Manager
UPS
01.2016 - 01.2018
Inside Sales Marketing Analytics Manager
UPS
01.2010 - 01.2016
UPS Freight Product Marketing Manager
UPS
01.2007 - 01.2009
Customer Technology Marketing Analyst
UPS
01.2003 - 01.2007
BIA Programmer
UPS
01.1999 - 01.2003
Master of Business Administration - Marketing
DEVRY UNIVERSITY
Bachelor of Business Administration - Management Information Systems
UNIVERSITY OF GEORGIA
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