Raymond T.

Kozikowski
8310 Merganser Drive
Ponte Vedra, Florida 32082
201.859.9823
rkb8ebda@westpost.net
Profile
A highly experienced leader with a unique combination of business and informatio
n technology skills who is especially adept at envisioning business possibilitie
s and realizing them through technology. Particularly effective at understanding
/ knowing the key business drivers and developing executive partnerships to del
iver the required systems. Proven executive who contributed significantly in ent
repreneurial startups as well as large cap, multi-national corporations. Extensi
ve experience with CRM and Enterprise solutions. U.S. Naval Academy grad promote
d to the rank of Captain and served 2 commanding officer tours of duty in the Na
vy Reserve.
Experience
President, Consultant - Orion Technology Group, Inc. - 9/2009 - current
* Genentech - Engaged as Program Manager to integrate the Roche Primary Care sal
es systems into the Genentech sales systems. 100+ resources assigned to the prog
ram. Annual savings expected $5,000,000.
Vice President - Commercial Operations Informatics, Forest Labs, Inc. - 2004 - 8
/2009
Recruited by the CIO to increase the value of information technology thereby imp
roving the performance of this $4.0 Billion, NYSE-listed, pharmaceutical company
specifically innovating and improving the commercial operations information sys
tems. Responsibilities include building the relationships and credibility of Inf
ormatics with the executive management team and setting the direction and provid
ing the leadership for the development and support of all of the information sys
tems required by the sales and marketing organization. Selected accomplishments
include:
* Promoted from Senior Director to Executive Director to VP and Officer within 4
years.
* Annual expense budget variance was less than 1% under budget each year. Develo
ped and managed extensive capital projects and budgets - delivered on time with
less than a 5% budget variance.
* Reorganized the department by recruiting IT professionals, clarifying roles an
d responsibilities, and introducing a customer-focused orientation. At the requ
est of senior management, added responsibility for elements of Sales Administrat
ion, previously managed by sales operations.
* Implemented a portfolio management process with commercial executives to joint
ly manage the IT project portfolio ensuring focus on the highest priority busine
ss objectives and eliminating waste.
* Implemented standards, processes, methodologies, productivity tools and skills
based performance management to ensuring project execution was successful and p
redictable.
* Developed and executed a comprehensive CRM strategy to better target selling m
essages to customers.
* Implemented the SAP CRM for a 2800 member sales force including SFA, SAP Busin
ess Warehouse, SAP portals, integration with SAP R/3, and infrastructure. Intro
duced and implemented tablet pc's, broadband and email to the sales force. Impl
emented a sample compliance system using SAP technology. Implemented a customer
master using Siperian software and integration with SAP CRM to create a platfor
m for and maintain a "single view of the customer". This high risk project span
ned one year included over 250 contractors and Forest employees and cost $25 mil
lion. It was delivered on time and on budget.
* Initiated the development of Commercial Intelligence and Marketing Resource Ma
nagement strategy and systems to proactively manage the Marketing program invest
ments.
* Recommended the transition of the special purpose sales force systems outsourc
ed help desk from a high cost, U.S. based service provider to a significantly lo
wer cost (approximately $2 million savings annually) off-shore supplier. Recomm
endation approved.
President, Consultant - Orion Technology Group, Inc. - 2001- 2004
Consultancy provided outsourced implementation of systems supporting the sales a
nd marketing processes of pharmaceutical companies. Selected accomplishments:
* Implemented Siebel sales force automation system including integration of sale
s data, on time and under budget for a $4 Billion pharmaceutical sales force imp
roving its productivity and reducing costs.
* Implemented consumer marketing campaign management and reporting, including an
initial campaign integrating direct mail, phone center, email and coupons, on t
ime and on budget.
* Initiated the RFP process for help desk and hardware services for a pharmaceut
ical sales force and negotiated the agreements. Managed the transition from the
prior service provider to the new.
* Led the technology organization directly supporting pharmaceutical contracts,
rebates, Medicaid administration, sales territory administration, sample adminis
tration call center and sales materials.
* Evaluated technology support requirements and solutions for convention partici
pation
* Managed the implementation of new desktop and laptop platforms for 2300 people
.
Vice President/General Manager, Consultant - RCM Technologies, Inc. - 1998 - 200
1
Sold Insight Consulting Group (see below), to RCM as its first Information Techn
ology outsourced "Solutions" business. After the sale, retained P&L responsibili
ty for technology solutions business unit. Improved the services, industries and
methods previously established in the following ways: narrowed industry focus t
o pharmaceuticals and insurance; added services including: wireless, mobile appl
ication outsourcing, Information Technology infrastructure outsourcing, and soft
ware testing and quality. Enhanced project delivery methods reducing the cost of
delivery to our customers while improving our profitability. Selected accomplis
hments:
* Selected, negotiated and implemented an ERP solution.
* Grew business unit by more than 30% average annually
* Grew profits by 75% average annually
* Exceeded 80% utilization
* Exceeded 60% gross margins
* Launched a wireless solutions business unit and landed a marquee customer and
major wireless carrier partnership in 5 months
President, Founder, Consultant, Partner - Insight Consulting Group (ICG) - 1990
- 1998
Established and built a technology-oriented, management consulting firm. Key ser
vices included: Information Technology strategic planning, business process reen
gineering consulting; developing n-tiered, distributed, client-server and thin-c
lient application outsourcing; focusing on e-business, sales force automation, w
eb development, data warehousing and validation of pharmaceutical R&D and manufa
cturing systems. Key industries included: Pharmaceuticals, Consumer Products, an
d Shipping/transportation. Selected key customers included Roche, BMS, Warner La
mbert, Pfizer, Bayer, Clinique, Estee Lauder, Liz Claiborne, Monet, MSC. Selecte
d accomplishments:
* Grew business from $0 to more than $3mm annually
* Exceeded 50% gross margins and 15% profit
* Negotiated the sale of the business to RCM Technologies, Inc.
* Increased customer base from 2 to more than 30
* Managed staff growth from 3 partners to 40 professionals
* Spun-off a software product business

Managing Director, Business Process Reengineering - Management Dynamics, Inc. -

1988 - 1990
Developed the BPR practice including Business Development, Methodology Developme
nt, Client Management, Project Management and Consulting. Selected accomplishmen
ts:
* Sold and managed the 2 largest consulting engagements in the firm's history
* Generated more than $3,000,000 over 2 years in billing
Vice President, Sales - Education Credit Corporation - 1987 - 1988
Responsibilities included building educational loan volume through nationwide di
rect and telemarketing sales. Responsibilities included hiring, training and le
ading sales force. Selected accomplishments:
* Increased loan volume from $100,000 per week to $1 Million per week
* Increased higher educational institutions providing loans from 13 to 150
* Increased loan acceptance rate from 19% to 43%
AVP/GM, Technology Services Outsourcing Division, CSX Corporation - 1983 - 1987
Division provided loan-servicing outsourcing and loan-servicing Application Serv
ice Provider services. Grew client base from 1 bank and 1 secondary market to 20
financial institutions, 3 secondary markets, 4 State Governments and the Federa
l Government. Staff grew from 40 employees to more than 290. Full P & L responsi
bilities included: Sales, Marketing, Accounting, Operations and Systems. Selecte
d accomplishments:
* Promoted from Director to AVP
* Grew revenue and profit - 1200%
* Exceeded 30% pretax margins
* Established 3 new markets and 7 new product/service offerings
Marketing Manager - Service Bureau Company, Control Data Corporation (CDC) - 197
9 - 1983
Conceived, sold and implemented software solutions to business managers and exec
utives of Fortune 1000 companies enabling them to access better information on w
hich to base business decisions through Application Service Provider service. P
romoted rapidly from new hire with revenue responsibility of $400,000/yr. to Mar
keting Manager with 15 marketing and systems representatives and total revenue e
xceeding $9mm. Selected accomplishments:
* Rapid progression (3 yrs) from entry-level Marketing Representative to Marketi
ng Manager
* Achieved President's Club - top 1% of all sales people
* Achieved 2 100% clubs for quota attainment
U.S. Navy / Navy Reserve - 1974 - 1996
Naval Aviator. Held various leadership positions throughout a 22 year career on
active duty and in the Reserves culminating in 2 Commanding Officer positions an
d promotion to the rank of Captain. Hand selected for the 2nd Command because th
e unit was failing to meet it readiness requirements and required a turnaround.
I received the Navy Commendation Medal for both of my command tours of duty.
Avocational Activities:
Soccer Coach E License, US Swimming Official, Exercise, Cycling, Golf (sort of),
Skiing
Education:
B. S. - U. S. Naval Academy, Annapolis Maryland
Cum Laude, graduated in top 20% of class, member of heavy weight crew team, sele
cted 1 of 36 company commanders from a class of 1000.
M. A. Business Management - Central Michigan University (GPA 3.84/4.0).
Received graduate degree attending school on weekends while on active duty in th
e Navy