Director - Pricing Tools
DHL Express (USA)
Drove development of pricing tool portfolio encompassing 12+ rate-making/rate-selection applications and analytic/data-driven tools to support sales and pricing activities. Orchestrated development and support of pricing tools from Scottsdale-based DHL IT group and locally built several other tools; served as IT liaison and directed escalations for end-user problems. Created comprehensive requirements documentation to facilitate tool development and enhancement and evaluated technical specifications. Collaborated with Scottsdale team to resolve design/build issues and oversee QA testing and UAT results. Supervised 2 business systems analysts and managed IT teams in matrix organization.
- Spearheaded development of Automated Pricing Tool (APT) to support 2003 introduction of 2nd-day and ground domestic shipping options and zone-based pricing tariffs. Built international team, leveraged Agile techniques, and created and tested tool within 5 weeks. APT replaced a multi-million-dollar tool built by Metreo, and is still currently in use.
- Launched the Revenue Enhancement Plan, DHL’s ground-breaking “dynamic discount” pricing program to automatically adjust customer shipment rates based on fulfillment of monthly shipping commitment. Managed project from inception through completion; REP and its successor program, the Volume Incentive Plan, currently enroll 11K+ customers and generate $20M revenue annually. Customers in these programs are 22% more profitable than same-sized new accounts.
- Strengthened relationships with top customers by developing Net Rates Tool, a shipping rate-making application for the National and Global Accounts Groups.
- Facilitated 2004 Airborne Express merger by creating Customer Migration Automated Sales Tool (CAST) to transition 1000’s of ABX customers to DHL service and rate structure.