Collaboration of Salvatori Consulting LLC and vChief, to provide project-based and retained consulting services, focused on improving sales processes and performance, and designing new techniques and tools needed to scale sales and sales support departments:• Services: Project Management, Strategy, and Execution | Washington DC-metro and remote clients | Start-ups, high-growth SMBs.Sample Projects:• Business Plans: Assessed feasibility of opening a DC location for 3 separate national franchises.• Sales Implementation: Designed marketing and sales plan to improve sales of local start-up firm, DrinkMate (DC Metro).• Analytical Support: Developed analytical reports and KPIs for a major pharmaceutical firm in New Jersey.Current 2019 Projects:• Chief of Staff: Providing training, business and operational support and leadership to Maxton & Company in San Francisco, CA.• Strategic Planning: Developing a strategic plan to aid the expansion of an established engineering firm in The Bahamas.

The award-winning MG Residential team ranks in the top 1% of realtors nationwide, has brokered the sale of over $1B in residential real estate, and has helped over 2,400 families purchase their homes in the Washington, DC metro area. As the Sales Operations Director within the Residential team, I currently:• Provide management and training to the sales operations team to prepare for further geographical expansion• Oversee the lead sourcing, transactional and marketing and events teams• Review and update all existing operational systems and processesHighlights:• Process Transformation: Built a new sales and support process that can be utilized nationally. Replaced several legacy systems with a new comprehensive system (Brivity) integrating the various functions. Produced a manual including new processes for marketing, listing management, compliance/contracts and led the change management implementation. Result was the reduction of sales support overhead by 50%.• Project Management: Created a robust set of weekly and on demand dashboards breaking KPIs, results, forecasts and pipelines by team and agent. This required standardization of input in SalesForce and re-definition of job requirements for multiple stakeholders, including sales agents.

Led and coordinated a team of B2B Sales professionals, Sales Assistants and Managers, across 6 offices in North America, who are responsible for selling large volumes of customer returned, refurbished, excess and overstock merchandise from Fortune 500 clients• Sales Operations and Support: Constantly augmented processes and improved efficiency of team to avoid increases in staffing as quarterly sales volume grew during highest growth period of the department; improved the key metric of speed of order from 71% to 152%; more than doubled the size and content of the sales support training manual.• People Management: On-boarded and trained new sales professionals; hired and restructured sales support team. Led team meetings of people across 6 offices.• Customer Service: Cross-trained staff to handle complex customer service problems and improved resolution time by 66% during the first year.• Other Skills Utilized: Relationship Management ~ Training ~ KPIs & Dashboards ~ Sales Tool Design ~ Inventory Management ~ Marketing Collateral ~ SalesForce.com.

Start-up company in the import and distribution of wines and spirits.• Start-up/Entrepreneurial Experience: Co-founded and led a successful start-up venture in the wine importing/distribution business. Was responsible for all business aspects including, branding, accounting, inventory management, licensing and vendor relationships. Transformed the company from being an importer to including distribution growing local distribution revenue 10 fold in less than a month.• Other Skills Utilized: Change Management & Growth ~ Brand Management ~ Marketing and Sales ~ Partnerships ~ Vendor Management ~ Business Operations ~ Product Management.

Recruited by this $50M international marketing consulting firm in network and solutions expertise in the technology industry, and led over 20 consulting engagements for leading high-tech, software and telecom firms, from client sign-on to delivery. Designed end-to-end project plans and managed status progress and scope of work through frequent team and client communication. Created presentations and communicated with all levels of employees. Built highly quantitative financial planning and reporting models.• Sample clients: Microsoft, IBM, Sage Software, SAP, Symantec, Bell Canada.• Marketing Management Highlight - Market Research and Analytics: Engaged by Microsoft to review ways to improve the efficiency of the independent marketing efforts conducted by various subsidiaries. Designed and conducted qualitative and quantitative surveys for all offices. Documented and analyzed processes and identified individual office strengths and weaknesses. Designed a business case for a 3-year strategy to rationalize the marketing services from 40 global offices to 3 regional hubs. Reduced costs by 40% globally. Developed a business case for a 3-year strategy to rationalize the consolidation of a global high-tech firm’s marketing services across approximately 40 global offices into 3 regional marketing hubs to reduce costs improve efficiency by 40% globally.• Sales Management Highlight - Process Transformation/Change Management: Independently assessed a $500M division of a leading business software firm that had grown through multiple acquisitions. Led the design and implementation of a transformation of the entire structure and process. This included a customer-centric financial model combining 30 separate databases and financial sources; creation of a “generalist” role combining 10 product specialists to create a single source of contact for clients; and restructured the sales compensation system to reflect the entire product offering.

• Designed a process for quantifying the impact of managed care interventions on the company’s entire retail product portfolio in order to reduce the $1B spent on customer rebates annually.• Developed pricing and rebate recommendations to improve contracting strategies and tactics, and presented to 20+ key decision makers such as brand managers, marketing and finance.

Project Analyst (July 2000 - May 2002); Associate Director of Analytics (June 2002 - June 2003)Cannondale Associates, now a division of WPP, is a leading boutique consumer packaged goods marketing and sales consulting and software solutions firm.• Led cross-functional project teams from client sign-on to delivery.• Sample clients: PepsiCo, General Mills, Heineken USA, ConAgra Foods, Campbell Soup Company, Kraft.• Tools: Oracle, PL SQL, IRI, Nielsen, Planograms.• Other Skills Utilized: Intranet Management ~ Consumer Decision Trees ~ Software Development ~ Category Leadership Programs.