STEPHEN A. KEENAN
1920 North Ocoee Street
Cleveland, TN 37311
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EXECUTIVE PROFILE
Results-oriented business analyst with expertise in market strategy, forecasting, business development and competitive analysis. International experience in product development, strategic partnerships and the management of global projects. Fluent with financial modeling, budgeting and merger/acquisition analysis. Enthusiastic self-starter with the ability to define and drive growth strategies while delivering buy-in and return on investment.
PROFESSIONAL EXPERIENCE
OLIN CORPORATION – Clayton, MO January 2005 - Present
A manufacturer/distributor of commodity chemicals and derivatives (NYSE: PONR).
DIRECTOR, BUSINESS ANALYSIS
§ Due diligence and merger/acquisition analysis across multiple transactions;
§ Strategic business reviews and financial scenario modeling;
§ Work closely with executive management toward strategy development and communications;
§ Pro forma industry analyses and market forecasts to support investment strategies;
§ Track and analyze key company/industry metrics, historic trends and forecasts;
§ Coordinate key sales force initiatives; lead sales and business process redesigns;
§ Oversee design and development of reporting and business intelligence platforms.
NOLAN EYE RESEARCH – Hartford, CT July 2002 – October 2004
A biotech start-up founded to capitalize upon a new treatment for macular degeneration and refractive disease.
VICE PRESIDENT, MARKETING & BUSINESS DEVELOPMENT
§ Developed long-range business strategy, including market valuations, operating financials, competitive landscape, project milestones and timelines, capital requirements, licensing options, corporation structure and ROI calculations.
§ Extensive due diligence spanning patent reviews, industry interviews, competitive analysis, liability exposure.
§ Supervised design and execution of clinical trials, accepted for execution by Johns Hopkins Wilmer Eye Institute.
§ Managed legal team and FDA approval process; including patent applications, partnership agreements and fundraising.
§ Created financing road show presentations; presented licensing opportunity to venture capital and pharmaceutical firms, securing offer of $2MM in seed financing.
ESSELTE CORPORATION – New York, NY December 1999 - March 2002
The world’s largest manufacturer of office products, with operations in 38 countries, serving the complex needs of global customers including Office Depot, Staples and Corporate Express.
GLOBAL VICE PRESIDENT, MARKETING STRATEGY
§ Maximized ROI of public Web efforts via strategic partnering, in-depth customer needs analysis, database marketing, trend identification, user interface improvement and close coordination with offline efforts across all country markets.
§ Reported directly to EVP Sales & Marketing, requiring significant international travel, excellent organizational and communication skills and high-impact reporting and presentation style.
§ Collaborated at senior executive-level with Office Depot, Staples and Corporate Express in the development of B2B and B2C strategies, pricing, promotions and sponsorships across the US and Europe. Managed $2MM promotional budget.
§ Supervised a network of 18 country-based e-commerce teams; carried out detailed analysis of global sales performance and customer technical requirements, toward the development of a global web-enablement strategy.
§ Led US and European industry councils in the design of a manufacturer-driven e-Marketplace; oversaw CEO-level strategy sessions and external consulting teams to generate financial scenario simulations and detailed business plan.
§ Evaluated new technology, web-based consumer marketing models and supervised country-based Web budgets.
STEPHEN A. KEENAN PAGE 2
1920 North Ocoee Street
Cleveland, TN 37311
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INDEX STOCK IMAGERY - New York, NY August 1998 - December 1999
Representing thousands of professional photographers to publishers, advertisers and designers seeking license images.
VICE PRESIDENT, MARKETING
§ Directed the business strategy for photostogo.com, a consumer targeted e-commerce site; continuously refined user interface, architecture, content, promotional tactics and partner alliances, achieving a 200% increase in conversion.
§ Played pivotal role in preparation for IPO, ultimately securing $20MM in mezzanine financing. Delivered frequent, in-depth financial and tactical presentations to the board of directors, private investors and venture capital funds.
§ Participated in the valuation and acquisition of several niche competitors; executed high-paced integration strategies.
§ Oversaw business development and all legal and technical partner negotiations (Intuit, NBC, Excite, etc.).
§ Developed company business plans and financial models to balance the growth of traditional offline revenue with an expanding dot-com consumer business. Responsible for Index’ entrance into higher volume Royalty Free market.
§ Negotiated and managed online media plans, including one highly integrated ($5MM) portal placement.
NEW HAMPSHIRE OAK EQUITY FUND – Hampton, NH April 1993 - August 1998
A privately held investment portfolio ($1.1BB) focused on chemical, automotive and hard parts industries.
ACQUISITION/DIVESTMENT ANALYST
§ Evaluated $20M-$300M principal investments in automotive, manufacturing and transportation industries, typically considering many deals simultaneously. Experience with industrial, professional and consumer markets.
§ Participated in all areas and both sides of the deal flow process; screened business plans, carried out due diligence, evaluated entrepreneurs and their implementation strategies and developed investment recommendations.
§ Produced detailed valuation analyses and explored a variety of capital structures and financing alternatives.
§ Performed industry assessments detailing niche market potential, relative market share, competitor strength, potential synergies and projected cash flows. Performed on-site inspections and personal interviews with target firms.
MARKETING DIRECTOR (within Balcrank Products subsidiary - Asheville, NC)
§ Managed the focused improvement of several product lines in preparation for divestment; rationalized product line/inventory, updated brands and marketing materials, and secured customer and supplier buy-in.
§ Managed multiple product lines contributing to corporate revenues of $16MM; determined product development strategy, inventory levels, supplier selection, brand positioning, trade show activity, pricing and promotions.
§ Oversaw 3 independent sales rep networks, responsible for the negotiation of several key national accounts.
§ Managed the design/production of catalogs, brochures, advertising campaigns, and packaging.
§ Interacted daily with the factory floor, purchasing, engineering, quality assurance, scheduling and production
CONSOLIDATED COMPUTER INVESTORS - Baltimore, MD June 1988 - September 1992
CCI provided top-brand personal computers and local area networks to federal, state and local governments.
VICE PRESIDENT, OPERATIONS
§ Leased space, built an operational infrastructure, hired technical and sales personnel and grew this start-up’s revenues from $150K/month to $1MM/month within three years. Oversaw a staff of 45 plus all plant operations and logistics.
§ Configured, delivered and installed hundreds of PCs and servers, while managing customer relationships.
§ Worked intensively with IBM Corp. as their Preferred Reseller; responding jointly to RFQs and GSA contracts.
§ Managed two subsidiary service companies specializing in printer supplies and mainframe room maintenance.
EDUCATION
DUKE UNIVERSITY FUQUA SCHOOL OF BUSINESS - Durham, NC
Master of Business Administration, May 1994 – Concentration in marketing & operations.
DARTMOUTH COLLEGE - Hanover, NH
Graduated with Academic Honors, June 1988; Awarded Bachelor’s Degree in Neurobiology (Honors Thesis Published).