Managing Director - Sales Operations
Dallas-Fort Worth, Texas, Us
• Successfully led team through multiple organizational changes, both during rapid growth and reductions in team size and structure. Combined the best practices and championed the seamless integration of Sales cultures during the American Airlines and US Airways merger, while representing the smaller acquired airline.• Collaborated with field sales teams globally to develop competitive programs, reports and analytics, revenue generating initiatives, policies and procedures, and continuous service improvement.• Ran multimillion dollar technology roadmap for global Sales organization, including day-to-day collaboration and resource prioritization with IT counterparts and third-party vendors.• Owned budgeting management and coordination between Finance and multiple Sales divisions for both operating and capital budgets.• Implemented new, highly flexible Corporate and Agency deal modeling and industry leading reporting systems covering over 8000 B2B relationships, which represented 50% of total company passenger revenue. New programs produced an increase of $40 million in net incremental revenue.• Developed tools and reporting, adopted by commercial units across the organization supporting market performance and business cycle analysis. Reported governance to deliver one version of truth in Sales KPIs.• Redesigned Sales data warehouse infrastructure which led to simplified and automated reporting, analysis and vendor payment systems, leading to a reduction of payment cycle by 50% and staff costs by 30%. Continually introduced new disparate data sources into reporting solutions. • Transitioned customer performance delivery from static, batch processed reports to daily online reporting, reducing report cycle delivery time by 90%.• Spearheaded Sales Incentive Compensation programs, with customized metrics across 30 countries.• Developed and implemented staffing model to optimize a 30% reduction in Sales team while maintaining existing customer base.
