John Nives

John Nives

Work History

Work History
May 2005 - Present

Senior Vice President Sales and Services

4R Systems

Sales general manager of start-up founded by professors from Harvard Business School and Wharton to provide advanced retail technology and supply-chain solutions:

  • Jump-started sales by implementing a Software as a Service (SaaS) business model – grew sales 100%/year;
  • Signed Crate & Barrel, Linens’ N Things, Vitamin Shoppe, Family Dollar and Pep Boys;
  • Active in company recapitalization and fund raising to grow the business.
Aug 2003 - Apr 2005

Vice President, General Manager Pharmaceutical Information Division

Marketing Technology Solutions (WebMD)

Built Internet healthcare information service with Nielsen for this online marketing services and DTC company:

  • Conceptualized and built a patent pending pharmaceutical information service that yielded deep insight into drivers of patient persistence and compliance – ‘the why behind the buy’;
  • Created an innovative online lead generation, relationship marketing(CRM) and ROI service - 'ask your doctor';
  • Managed P&L and Nielsen partnership – evangelist and frequent industry speaker (PMSA, PMRG, DTC...);
  • Closed and delivered top clients: Pfizer, Merck, AstraZeneca, J&J, Bristol Myers and Schering-Plough.
Oct 1999 - Jul 2003

Senior Vice-President

http://www.nielsen.com

New business executive for world’s largest $3 billion business information company.Sales leader in the creation of a global Internet measurement enterprise and General Manager of a venture with Yahoo!

Senior Vice-President, Global Sales, Professional Services and Marketing, Nielsen//NetRatings

Built the global commercial infrastructure and partnerships for the leading Internet media and market research Company:

  • Created a global sales and service infrastructure of 75 people, across 20 countries – built best practices;
  • Grew first year sales of syndicated service to $10 million, increased revenue 400% in second year;
  • Sales evangelist – signed 300 new clients including Yahoo!, MSN, AOL, major agencies and financial institutions.

Senior Vice-President, General Manager, Yahoo! Consumer Direct

Created venture between Yahoo and Nielsen to perform behavior-based advertising targeting and to measure ROI effectiveness:

  • Conceptualized initiative, launched service and built $40 million (50% margin) business – ‘growth engine of ACNielsen’;
  • Developed business plan, secured funding, managed P&L, oversaw development, client evangelist and deal-maker;
  • Negotiated long-term business development partnership and going-concern with Yahoo!
May 1984 - Sep 1999

Executive Vice President, Division General Manager

http://www.infores.com

Key executive in IRI’s growth from $25-$500 million.IRI provides marketing information and business intelligence solutions to the consumer goods (CPG), retail and pharmaceutical industries.

Executive Vice President, General Manager, IRI Software Division(now Oracle)

Promoted to EVP, sales and general manager of $60 million IRI Software (Business Intelligence) Division:

  • Lead negotiator in $100 million asset sale of software division to Oracle;
  • Managed sales, marketing and finance post-Oracle deal – led team of 75;
  • Increased gross margin 40% by implementing cross-divisional efficiencies;
  • Developed IRI Software strategic plan and developed Internet and Software as a Service (SaaS) product suite.

Executive Vice President, Worldwide Software Sales Manager

Managed sales team of 50 professionals for IRI Software Division:

  • Software evangelist and dealmaker – achieved sales objectives in 20 consecutive quarters;
  • Grew revenues from $35-$60M.

Senior Vice President, Eastern Region Software Sales Manager

  • Built top sales team in the country - multiplied sales from $5 to $30 million;
  • Sold software and consulting services to clients such as P&G, Pfizer, Pepsi, Unilever, Kraft…

Vice President, Software Sales

  • Top sales performer for two years running – achieved 200% of quota.

Director, Account Management

  • Managed half the Connecticut office consisting of 10 accounts and 20 people – exceeded targets.

MANAGEMENT DECISION SYSTEMS (Information Resources, Inc)

  • Software consultant for MIT/Wharton start-up, which pioneered Decision Support (OLAP/BI) systems;
  • Financial Services Product Manager: Developed equities screening product for financial services industry.
Sep 1980 - Apr 1984

Senior Director, Management Science

http://www.kraft.com

Member of Maxwell House brand team, responsible for forecasting and analytics:

  • President’s Award recipient for creating a commodity price-forecasting model that generated $20 million in profits.
  • Implemented quantitative methods in promotion, supply chain and finance areas.

Education

Education
Sep 1981 - Jun 1984

MBA

  • GPA 3.9;
  • Paid for college.
Sep 1976 - Jun 1980

BS

State University of New York at Buffalo
  • Specialization in Operations Research;
  • GPA 3.5;
  • Employed at Cornell Aerospace Labs (Calspan) developing statistical software programs to test cruise missle guidance systems - SECRET government clearence.

Interest

cycling and golf

Summary

I am a sales business builder of information-centric technology enterprises.I offer subject matter expertise at the intersection of information, analytics and technology solutions, with domain knowledge in digital media, pharmaceutical/healthcare, retail and consumer goods – global mindset.

Secret