Advisory Committee on Online Access and Security - Nomination, P004807


2125 Race Street Business: (610) 355-7125
Philadelphia, PA 19103 Residence: (215) 864-0446


Senior Level General Manager and Director of sales and marketing organizations in high-tech industry. Strong technical, operational, and financial background with full profit center responsibility. Successful in implementing change management with demonstrated ability to generate growth and profitability through superior leadership, creativity, and strategic planning skills.


NAVIANT 1997 to Present
Naviant is the premier precision marketing company that enables its clients to achieve superior marketing results. With a large database of Internet users (more than 12 million households), Naviant is the first company to use physical and virtual information to precisely deliver marketing messages across a wide spectrum of traditional and digital media.

Vice President Privacy Officer
Establish internal policies and processes that conform to industry and socially accepted data privacy standards and norms. Monitor operational procedure and technical product development to assure compliance with publicly stated privacy policies. Participate in education, business and government conferences to assist in the evolving design and implementation of an ethical and socially acceptable privacy policy procedures and guidelines.

NCR CORPORATION, Dayton, OH 1969 to 1997
Major computer company dedicated to design and manufacture of high volume industry standard, transaction processing and large data warehouse decision support systems. Designs and manufactures industry specific computer terminals for Retail and Financial Industry.

Vice President Financial Systems Division, Dayton, OH 1994-1996
Company Officer

Managed $800 million US Financial System Division direct sales force and marketing organization. Responsible for Division's financial objectives and directed solution sales of all self service, branch automation, check processing, networking, and general purpose computer systems to the US Banking and Insurance Industry. Coordinated division's operating and financial plan with the company's corporate vision and long term strategic direction.

  • Designed strategic planning framework based on competitive industry and situation analysis that increased sales close rate by 14%.
  • Increased sales productivity 47% by improving territory design, introducing solution sales training, and refining market segmentation.
  • Grew sales to $800 million from $530 million by implementing multiple channels of distribution for low end products and focusing sales force efforts on high value, add solution selling.
  • Enhanced customer satisfaction from 82% to 93% by identifying key drivers of customer satisfaction, using statistical regression analysis and implementing tactical plan for improvement.
  • Increased division profitability by $10 million with improved cost controls and effective inventory and receivable management.
  • Completed Executive MBA degree while simultaneously achieving highest performance standards.

Vice President Northern Division, Chicago, IL 1989-1993

General Manager and Director of $800 million field division covering 12 state area. Responsible for coordination and operational activities of division's 1,800 employees in sales, service, technical support, and finance and administration. Supervised development of financial plan and accountable for achieving targeted sales, revenue, gross margin, expense, and profit objectives.

  • Led number one performing division in 1993 with superior objective achievement in all financial goals and customer-employee satisfaction measures. Excelled among peer divisions in economic value add (EVA) attainment and received US Group award.
  • Designed and implemented successful quality program based on Malcolm Baldrige criteria. Awarded highest level quality achievement by the examining board for years 1992 and 1993.
  • Managed cultural integration necessitated by corporate acquisitions and mergers. Analyzed and documented cultural values of merged groups while displaying sensitivity to core cultural differences. Created successful culture integration plan and preserved synergy and business benefits of the merged groups.
  • Improved associate satisfaction 150% by determining key drivers, using university sponsored organizational behavior studies and validating findings with employee groups.
  • Fashioned and piloted concept of cross functional sales teams to eliminate internal conflict, improve employee satisfaction, and enhance competitive positioning for increased sales. Due to its remarkable success, this pilot program was adopted world-wide as company organizational model.

Assistant Vice President Financial System Division, Dayton, OH 1984-1988
Directed sales strategies and activities of 50 field sales teams in the western half of U.S. Recruited, trained, deployed sales teams while responsible for $300 million sales objective and P&L financial results. Personally involved with key customer sales and relationship building activities. Analyzed financial industry to assess product fit, customer needs, competitive strategy, and market positioning. Reported to Group Division Senior Vice President to develop new management programs and corporate systems of long term strategic value.

  • Selected by the Group Senior Vice President to work with McKinsey & Company to create new work processes, measurement systems, and organization structures for improved results.
  • Assigned to numerous corporate task forces to review employee promotion process, design compensation plans, and appraise effectiveness of account planning.


Region Sales Director, NCR (1981-1983)
District Sales Manager, NCR (1976-1980)
Executive Account Manager, NCR (1974-1975)
Senior Account Manager, NCR (1972-1973)
Computer System Engineer, NCR (1969-1971)

Computer Programmer Analyst


M.B.A. (Executive), J.L. Kellogg Graduate School of Management, Northwestern University, 1994
Bachelor of Science, Engineering Physics, University of Tennessee, 1965