Ned Most Recent Resume for Download

1. 655 Landau Drive Ned K. O’Doherty Mobile: (612) 747-4795
Woodbury, MN 55125 LinkedIn:http://www.linkedin.com/in/nedodoherty Ned.ODoherty@prodigy.net
PROFILE
Energetic BUSINESS DEVELOPMENT LEADER with 15+ years proven success in motivating sales and support
teams to deliver on revenue goals. Expertise in category and consumer analytics for the Consumer Packaged
Goods and retail industries with proven track record of designing custom solutions to meet customer needs.
Innovative manager and strategic thinker with strengths in relationship building, account growth, cross-functional
people development and management. Respected communicator, with expert skills in delivering a compelling
message to all levels with an organization, including C-Suite executives and other decision makers.
AREAS OF EXPERTISE
 New Business Development  Team Design & Development
 Strategic Account Planning  Category Management
 Sales & Loyalty Analysis  Trade Marketing
 Client Consulting/Consultative Sales  Market Research & Profit Analytics
 Forecast, Budget & Revenue Management  Consumer Response Marketing/Loyalty
Development
PROFESSIONAL EXPERIENCE
CATALINA MARKETING CORPORATION, INC., Eden Prairie, MN 2008 – 2010
Executive Director, Partner Solutions Group – @ Supervalu
Responsible for enhancing relationship between Top 5 client and firm, strengthen linkages, and enhance revenue
potential in the areas of CRM/Loyalty, Advertising and Analytics.
 Resolved relationship issues and developed working agreement that served as the foundation for additional
levels of business, within the first year.
 Lead client and Catalina organization in building strategies and developing plans that utilized the expertise, tools
and talent from each organization to meet business objectives.
 Identified potential opportunities of $4MM in new or incremental business, and designed strategy to capture over
the next 2 years.
 Developed communications strategy and process that met the needs of multi-level executives from each
organization.
INFORMATION RESOURCES, INC., Battle Creek, Michigan and Nationwide 2003 - 2008
Vice President – Lead - Strategic Solutions Group, Retail Solutions (2008) Nationwide
Established the first business unit to support and provide client service on the exclusive customized retailer data
service & loyalty analytics programs of 30+ major (Fortune 500) CPG manufacturers.
 Conceived, developed, implemented and led a high performing team.
 Drove growth of business from $14.5MM in 12/07 to $18MM in annual revenues 9/08.
 Led a group of 4 professionals developing, documenting and instituting best practices for each unique retail data
access program using Six Sigma quality controls to maximize benefit and ROI to clients.
 Collaborated with Retail Client Solutions product managers and SSG account managers on developing and
implementing account penetration plans, closing contracts and increasing sales on retailer programs 70%
nationally.
Vice President – Business Development – Strategic Solutions Group (2005 - 2007) Nationwide
Responsible for growing sales of technology and consumer insight solutions and complex custom applications to
major CPG manufacturers whose primary decision information supplier was not IRI with the goal of securing future
contract RFPs. Managed client relationships and presented value propositions. Accounts included: S.C. Johnson,
Kimberly–Clark, Tyson Foods, Wrigley, Pactiv, Energizer/Schick, Coca-Cola and Spectrum Brands. Directed a
cross functional team of 10.

2. Ned K. O’Doherty Page 2
 With $5MM area P&L responsibility, exceeded revenue objectives by an average of 32% on an annual basis.
 Designed and conducted Capabilities & Solutions presentations across all IRI data, analytics and software
offerings leading to collaborative solutions with key account leaders in Marketing, Sales and Research.
 Sold, managed and renewed exclusive retailer data program contracts for Costco, 7-Eleven, Safeway, H-E-B
and loyalty analytics (CCR) for Ahold with an annual value of $3MM+.
 Increased account penetration and sales leads by 100% in a 2 year development cycle.
Director, Client Solutions Group – @ Kellogg Company (2003 - 2005) Battle Creek, MI
Leader of a cross functional client service team with direct responsibility for the client relationship across the Market
Research, Brand, Business Development & Customer Marketing departments.
 Drove key contractual and ad-hoc solutions to meet critical Kellogg needs in a consultative partnership which led
to attainment of 143% of 2004 financial objectives leading to a $20MM+ business.
 Account Planning: Responsible for development of annual account plan, including revenue forecast, strategies
to achieve plan and contract renewals.
 Forecasting: Accountable for weekly revenue forecasting to fulfill quarterly goals.
 Sales: Accountable for achieving revenue goals by identifying IRI services and technology solutions that served
client business objectives in the areas of category management, trade promotion, new product introductions and
consumer understanding.
 Teamwork & Collaboration: Led cross-functional team members to sell and deliver solutions/services.
 Project Management: Managed project timelines, oversaw delivery teams and managed customer expectations
through the course of complex project delivery.
 Analysis: Responsible for managing a team of analysts who developed business-issue analyses using IRI’s
point-of-sale and consumer panel information. Accountable for tkey findings and recommendations to the client.
PHARMACIA/UPJOHN CONSUMER HEALTHCARE, Shoreview, Minnesota, Nationwide 1998 - 2003
Category Development Manager - National Accounts (1998 - 2003) Nationwide
Trade Marketing Manager – Nicotrol (2000 - 2003) Bridgewater, NJ
Provided National Account Group (60% of corporate sales) with information-based solutions to satisfy
customer/consumer needs, and volume/profit goals which led to double digit annual growth in each class of trade.
Responsible for planning, monitoring and evaluating $10MM in market development funds in the execution of brand
strategies.
 Implemented Target Stores trade plan developed in conjunction with National Account Managers that led to 20-
40% gains in consumer consumption on Core brands.
 Created innovative strategies and promotions for new item which led to 100% acceptance by assigned retailers.
 Led and implemented category management initiatives between Pharmacia and: Walgreen Co, Target,
Albertson’s, K-Mart, Eckerd, Drug Emporium, Long’s, McKesson, AmerisourceBergen, Kroger, Super Valu, and
the Military.
 Managed and implemented Trade budget for Nicotrol brand which encompassed both RX & OTC products
through an integrated healthcare solution that grew from $18MM to $50MM in two years.
 Created national retailer trade plans, activities and custom packaging for $30MM new product launch.
 Developed and implemented unique RX/Over The Counter brand ad vehicles for Kroger and Longs Drug that
gained full store distribution and $500K in incremental sales.
 Initiated retailer stop smoking healthcare solution plan, integrating pharmacists, advertising, competitive
manufacturers and product at Kerr Drug, to be used as model for other National Drug accounts.
GENERAL MILLS, INC., Minneapolis, Minnesota 1995 - 1998
Category Management Business Analyst - National Sales
Two time Eagle award winner promoting Best Practices in Category Management using all manners of data
including Nielsen scanner and Household Panel, Spectra geodemographic, IRI Census, retailer proprietary point of
sale and GMI shipment.
 Managed, trained and developed for promotion up to four Information Analysts who were responsible for initial
data mining and database management across all GMI categories and classes of trade.
 Prepared and presented value add inclusive Category Reviews to retailers that included: Vons, H.E. Butt, Publix,
King Soopers, Lucky, Safeway, Super Valu, Albertson’s, Wal*Mart, K-Mart, Target and Costco.
 Analyzed grocery retailer performance and suggested ways to improve sales, efficiency, and profitability via
merchandising, product mix, promotions and shelf management.

3. Ned K. O’Doherty Page 3
A. C. NIELSEN, Minneapolis, Minnesota 1994 - 1995
Account Executive – General Mills
Provided comprehensive analytical support to 18 regions of General Mills in achieving sales and distribution
objectives.
 Counseled General Mills sales management, identified key business issues and recommended action plans
within the Grocery Warehouse, Mass Merchandise, Drug and Grocery trade.
 Served as primary technical support for region users of Nielsen proprietary software analysis tools. Developed
tracking systems and analytics for rapid response and problem solving.
 Designed comprehensive training program for 100+ end users on the use of Nielsen software and data types.
COMBE, INC., White Plains, New York 1990 - 1994
Key Account Manager, (1991 - 1994) Burnsville, Minnesota
Managed four-state, $2.2M region of a $100M health and beauty/pet products manufacturer. Supervised Direct
Sales/Merchandising team, and managed Broker sales force. Oversaw client product shelf placement and
planograms.
 Direct account responsibility for: Target, Shopko, Prange-Way, Snyder Drug, Thrifty-White, Lewis, McKesson,
Fox-Meyer, Alco Health and all other regional drug/mass/pet wholesalers increasing sales 47% in 3 years
compared to organization 12% average annual growth.
 Using $150,000 Ad/Promotion budget, created special selling programs/materials that accomplished 25%
increase in profits for drug trade, 13% increase for wholesales trade in 1993.
 Exceeded new product introduction quotas an average of 80%, top 10% in sales for three consecutive years in
selling organization of 33.
Manager of Sales Analysis, (1990 - 1991) White Plains, New York
Responsible for compilation, analysis, dissemination of sales information and competitive activity information to
national field sales, brokers and headquarters.
 Created major presentations for new product distribution objectives, developed/administrated corporate sales
quota programs and developed reports, deriving information from internal/external sources including syndicated
data from A.C. Nielsen/Towne-Oller/IRI.
 Created sales presentations used at key accounts including Walgreen’s, K-mart and Wal*Mart that
accomplished dramatic improvement in distribution and sales.
 Built, implemented sales tracking system using mainframe/PC technologies reorganizing new system of retrieval
of syndicated data to streamline effectiveness.
JMP MARKETING, Northbrook, Illinois 1988 - 1990
Promotions Coordinator
 Managed up to 40+ simultaneous promotions, nationwide in scope, with some valued at over $1MM for general
merchandise in grocery chains.
 Developed & implemented sales projections, distribution scheduling, inventory control, promotion tracking,
reporting, shipping, product recovery and managed on-site returns at customer distribution centers across
domestic U.S. .
CHICAGO BULLS & CHICAGO CUBS, Chicago, Illinois 1982 - 1988
Public Relations Representative
 Served as primary point of contact to corporate groups and VIP’s both everyday and day of games.
 Provided research and support on promotional projects.
 Raised $50,000 in one 4 month blitz period through season ticket sales to major corporations.
EDUCATION
Bachelor of Science, Communications - Chemistry/History Minors
Northwestern University, Evanston, Illinois
Captain and 4-year letter award winner Men’s Varsity Track Team on four-year athletic/academic scholarship
TECHNICAL EXPERTISE
Excel • PowerPoint • Business Objects • IRI XLerate+/Nielsen Nitro • Desktop Publishing • Connection Builder