Ben Courter

Ben Courter

Summary

Dynamic marketing professional poised for a role involving market analysis and customer segmentation.Particular finesse for developing custom analytical tools that have integrally factored into marketing, sales, and strategic business decisions.Exceptionally strong comprehension of market needs, with the ability to identify and deliver on those needs.Expertise: 

  • Problem Solving
  • Strategic Market Planning
  • Competitive Market Intelligence
  • Competitive Product Positioning
  • Price Determination
  • Market Launch
  • Product Launch
  • Product Positioning
  • Customer Profiling
  • Marketing Database Development
  • Channel Marketing
A few of my key accomplishments include;
  • Used self-created competitive database and interactive tools to provide competitive market-based pricing, which has increased the overall probability to win for the North American, Latin American, and Asia Pacific sales teams.  Recently, I received the top Excellent Achiever Award for these efforts which highlighted my contribution to Orange Business Services "8 values and the 5 do's." 
  • Chosen by management to lead a high impact initiative to analyze market and demand data to proactively recommend network backbone upgrades.
  • Created a database and interactive segmentation tool to successfully target State and Local government agencies, Universities, and K-12 educational facilities with technology solutions.  This tool successfully targeted 350 customers, of which, 75% were validated by sales team as valid opportunities.
  • Recognized on multiple occasions with senior management awards by several different companies for my creation of competitive and market intelligence tools that have integrated both internal and external data points with third party analyst information to provide useful tools for sales organizations.
  • Created an interactive database to precisely target the health care vertical, and ultimately, Verizon started a health care marketing group. I was recognized by Senior Management for my performance and initiative.

I come to you equipped with eleven years of progressively responsible marketing roles, including, work with multinational organizations. My background encompasses the development of marketing programs from concept through execution, launching several new products utilizing highly-specific competitive data, and devising automated tools to support large-scale sales initiatives. 

As a marketing professional with comprehensive experience in market analysis, business development and competitive positioning, my skill set will prove highly valuable to your organization. The key asset that I bring to the table is my ability to understand market dynamics, and making it applicable to strategic and tactical business decisions.

Work History

Work History

Skip Trace Representative

Skip Trace Representative (1996 to 1998) – Applied investigative techniques to locate delinquent credit card account holders, and cultivated relationships with other agencies to share customer information.Ranked among the top 5% of representatives for performance.

2006 - Present

Head of Network Business Development

Orange Business Services
  • Recruited to this global telecommunications carrier to develop a first-of-its-kind in the industry: a comprehensive competitive pricing guide based on market-pricing.This tool will integrally factor into price determinations, based on competitors’ price points, projected wins and losses in bid opportunities, and feedback from the field sales team.Currently developing the pricing guide for the Americas and Asia Pacific markets, which requires in-depth knowledge of the markets, costs and cost drivers associated with products and services, and the most economical and effective network design.Designed and created interactive tool that ensures that customer-facing teams have the relevant competitive and market information to respond to customer opportunities.
  • Chosen to lead high impact initiative to analyze market and demand data to create a proactive network backbone upgrade strategy.I have received high accolades for the complexity and thoroughness of my data analysis and ability to create actionable results.
2003 - 2006

Target Market Analysis Manager

http://www.verizonbusiness.com

Verizon Business

Target Market Analysis Manager (2004 to 2006) – Led market and competitive analysis to support the Mid- and Southern-Atlantic sales organizations, particularly in targeting verticals such as government, education, and academia.Researched and presented quantitative and qualitative analysis to management, as well as competitor and customer profiles, and SWOT analysis.

  • Launched an interactive competitive analysis tool that integrated Verizon’s quantitative data with external qualitative data.Developed this tool as an alternative to Verizon purchasing a database for $25K.The tool, providing data for just $400 / year, greatly facilitated compilation of data from numerous businesses Verizon had acquired, and segmented the data so users could readily define demographic and market criteria.
  • Reverse-engineered a strategic partnership between Verizon and a leading healthcare provider to launch an electronic intensive care unit monitoring system.Analyzed the factors associated with that partnership, and identified criteria to load into a self-created vertical markets database, as a tool to successfully identify and target other health care entities.Applying this strategy to other verticals integrally contributed to a 117% over plan performance for 2005.
  • Gathered over 3 million data points and created segmentation models to target public sector agencies with IT solutions and applications.Successfully targeted the following public sector agencies with an IP-based security solution; 1) state and local governments; 2) higher education; 3) airports; 4) K-12 education.Segmentation models targeted 350 agencies/locations of which account teams were able to validate 75% as valid opportunities.

MCI

Channel Marketing Manager (2003 to 2004) – Directed the launch of targeted marketing campaigns for long distance and integrated voice / data / Internet services in the small business channel.Created online tools for the 1,200-member small business team conducting outbound sales in the call center, and built a small business sales collateral library.

  • Mapped the sales process for the T-1 product, the first time MCI offered T-I to small business through a call center setting.Identified the product features and benefits, and conducted training for representatives on scripting and pricing.
  • Created an Online Interactive Competitive Map for small business, providing competitor product comparisons, strengths, and weaknesses and positioning, as well as legally-approved language for the call center team to use.
  • Launched an online sales literature platform for the small business team to email information to prospective customers immediately during the sales call.
2000 - 2003

Market Development Manager/Product Marketing

Cable & Wireless

Product Marketing Manager (2002 to 2003) – Defined go-to-market strategies for data networking products for US launch, and led a cross-functional tactical marketing team in identifying business opportunities, profiling target customers, outlining strategic product advantages, and developing product value propositions.

Manager, Enterprise Market Development (2001) – Integrally guided the rollout of a state-of-the-art network encompassing IP, VP, and MPLS in the US, primarily encompassing in-depth sector and vertical research, coordination with strategic partners to maximize marketing strategy, and liaising between product management and development to ensure sales tools aligned with product development and new business development.Launched advertising across the Web, broadcast channels, and direct mail, and coordinated fully-integrated multimedia campaigns.Identified 120 potential client companies, 50 of which ultimately proved to be highly qualified leads.

Manager, Market Intelligence (2000 to 2001) – Led competitive reporting in support of vertical and horizontal marketing initiatives, including indicators of competitor growth, market growth, and future opportunities, product, price, and service comparisons, as well as development of a competitor database with strategic recommendations.Utilized this data to define key product areas and suggest new product features and specifications.

1999 - 2000

Senior Marketing Analyst

Lockheed Martin Global Telecommunications

Senior Marketing Research Analyst (1999) – Coordinated competitive analysis initiatives, forecast business strategy for sales and senior management, and composed sales proposals.

1998 - 1999

Sales & Marketing Coordinator

Independent Container Line

Sales & Marketing Coordinator (1998 to 1999) – Fully directed sales, marketing, and business development for this international steamship company, chiefly encompassing market research, competitive positioning, customer profiling, sales budgeting, and sales presentations.

Education

Education
2003 - 2006

Masters of Business Administration

MBA With Honors, New York Institute of Technology2006

GPA: 3.71

1992 - 1996

Bachelor of Science