Metric identification, data collection, comparing and contrasting, focused action and sustained improvement… these are the elements needed for the sales...
Author - Dr. Kevin Kramer
Kevin Kramer, Ph.D. is Head of Sales Analytics and Optimization at Aetna, providing Business Intelligence and analytic support across the Commercial Sector. His team supports an array of sales, marketing, business, and operational functions leveraging member data and statistical tools to achieve sustained competitive advantage.
Prior to Aetna, Dr. Kramer held several senior positions in retail banking. From 1993 – 2005, he was a Senior Executive Vice-President at MBNA America, the largest issuer of Affinity credit cards in the US. At MBNA, Dr. Kramer took the lead in building out a number of functions including market research, database marketing, internet marketing, Rewards Marketing, Customer/Account level profitability, and Customer Fulfillment (statements, correspondence, plastic issuance, etc.) Along the way, the areas he managed were significant contributors to the bottom line results of a broad range of business units in the US, Canada, and the UK.
Prior to MBNA, Dr. Kramer worked at Citibank Telemarketing Services (CTS) for three years, responsible for all IT, back office, and analytic functions at this 400 seat, two site, 24 X 7 operation. CTS sold a variety of credit card services, fee based services, and insurance products.
Dr. Kramer has held positions at General Motors, MarkeTech Systems, USAI, and Market Opinion Research, and as an independent consultant. He has managed a broad array of analytic based marketing projects for such varied clients as BCBS of Michigan, the Michigan State Lottery, Krogers, Continental Airlines, AAA, AIG, Chase, Marine Midland, SuperRx, PNC, National Senatorial, Gubernatorial, and Congressional Campaigns, and Sony.
Dr. Kramer graduated from Cornell University with a Bachelor of Science degree in Industrial and Labor Relations. He received a Masters of Arts from Johns Hopkins University, School for Advanced International Studies, and a Ph.D. in Political Science from the University of Michigan.
