Terry Ackerman Email and Phone Number
Contact: muhlgrad03@yahoo.com; Cell: 848-352-6494 I’m a highly accomplished, multi-faceted senior commercial executive with an entrepreneurial mindset and extensive global experience in developing and implementing transformational commercial and go-to market strategies designed to propel revenue, optimize processes, drive sales, and enable rapid, sustainable organizational growth. I leverage robust business, analytics, and technology acumen within commercial operations, GTM operations, and global sales leadership to improve processes, performance, and efficiency. I translate big picture strategy, develop innovative solutions to complex business challenges, act as a pivotal change agent, align processes to company vision, and unite people and teams behind a shared purpose. I cultivate trusted business partnerships and stakeholder relationships at all levels, from customers to C-Suite executives. As an influential, visionary leader, I build high-performing, empowered teams focused on achieving the organization's goals and objectives. Core Competencies:Global Sales & GTM Strategy / Channel Management / Commercial Transformations / Lead to Cash Transformation Leader / CRM / CPQ / Pricing Transformation / Employee Development / Process Improvement / Global Team Leadership / Revenue Growth & Expansion / Commercial Excellence / P&L Ownership A few highlights:• I Orchestrated and program managed an $76M front office transformation designed to support the global CRM. Streamlined 7 CRMs into one cohesive CRM. Standardized all operations processes. Provided monthly update to C-Suite as well BoD updates.• Implemented a global Deal Desk powered by Oracle CPQ to improve deal and pricing visibility and control. Developed standardized singular list pricing resulting in an estimated +13% price impact and Reducing transaction times by 42%.• Lead and transformed a globally fragmented sales organization to develop a solution selling framework within Fintech/SaaS which drove 8% growth yr 1, and 11% yr 2. ✉ LET’S CONNECT!I’m always interested in expanding the network of my professional acquaintances and welcome thoughts or questions about my work.
Integra Testing Services, Llc
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General ManagerIntegra Testing Services, Llc Nov 2024 - Present
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Senior Director Global Sales OperationsUl Oct 2018 - Sep 2024Northbrook, Illinois, UsProvides executive leadership across a global team across 5 direct reports. Responsible for all commercial operations and technologies. Applies a balance of revenue operations and outside sales leadership to drive overall revenue, performance, and organic growth. Implemented a tiered account strategy globally. Standardized tools, sales process, sales operations, and approach across all 9 industry verticals within Testing, Inspection, Certification; including HVAC, Appliances, Medical Device, and Power and Controls.• Implemented a global commercial go-to-market strategy inclusive of an Account Management practice combined with direct sales teams globally which resulted in an 8% organic growth rate within top tier customers.• Orchestrated and program managed an $76M front office transformation designed to support the global CRM. Streamlined 7 CRMs into one cohesive CRM. Standardized all operations processes. Provided monthly update to C-Suite as well BoD updates.• Implemented a global Deal Desk powered by Oracle CPQ to improve deal and pricing visibility and control. Developed standardized singular list pricing resulting in an estimated +13% price impact and Reducing transaction times by 42%.• Developed and implemented solution-based sales plays and sales incentive strategies resulting in Improved cross sell performance by 16% YoY.• Optimized annual sales planning process inclusive of territory and quota optimization and incentive planning resulting in 1200 incentivized employes receiving quotas and incentive plans on time for the first time.• Developed and implemented a market share index utilizing external data sources resulting in the ability to identify weakening markets. End result was a turnaround in the NA medical device market and an improved growth rate of 7% YoY.• Aligned Marketing channel with centralized LDR/SDR function improving MQL conversion rates by 48%. -
Global Sales Operations ManagerUl Identity Management & Security Sep 2017 - Aug 2018Northbrook, Illinois, UsI brought structure and stability to the $90M commercial global sales organization (FinTech and Cyber Security). During this time, I reorganized the entire infrastructure and strategic approach. I built and managed sales teams totaling 48 sales professionals worldwide and served as an instrumental member of the global sales leadership team. I oversaw all aspects of Lead to Order Process, Sales Enablement, and Sales Compensation.Highlights of my accomplishments include:• Transformed fragmented sales organization into solution selling team driving an increase of 8% organic revenue. • Developed and delivered solution sales content and training within the first 5 months; enabling the solution selling strategy.• Implemented and optimized Quota, Incentive and compensation programs.• Implemented data/analytics and KPI’s driving both revenue and forecast accuracy. Achieved 95% forecast accuracy within 6 months.
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Sales Operations ManagerUl Identity Management & Security Feb 2017 - Sep 2017Northbrook, Illinois, UsRecruited to lead a 15-member global sales team responsible for $45M AR within the SaaS eLMS and courseware space. Shifted sales team mindset to a standardized solution based/collaborative sales process. Introduced and monitored KPIs and performance metrics.• Lead and turned around the global sales team’s performance within 1 year, improving from 9.5% behind sales target to 108% of goal. • Implemented standardized, solution-based SaaS sales process; trained on selling behaviors directly impacting performance.• Improved ARR by 9% by implementing multi-year deal incentive structure.• Maximized renewal rates from 85% to 97% in 6 months, through the implementation of a customer success team.
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Manager Sales Force EffectivenessOlympus Corporation Of The Americas 2014 - 2017Center Valley, Pennsylvania, UsPivoted to take ownership of a team of 12 direct reports across North and Latin America and the $3.5B medical device organization. As sales operations leader, drove strategy focused on global CRM, sales processes, KPIs, analytics, tools, and technologies to fuel significant revenue and business growth. • Course corrected a struggling project in the South American market. Led a major business turnaround and overcame complex challenges within the delivery side. Increased revenue by 15% the following year.• Implemented regional wide standardized KPI’s to drive prospecting and performance, inclusive of calls to HCP’s, procedure volume which resulted in a 12% increase in sales executives meeting target.• Led major enterprise projects to implement Salesforce.com and Apttus CPQ to optimize operations and sales efforts.• Industry leading speaker in the areas of sales effectiveness and enablement and leveraging technology to drive improved performance. Dreamforce 2015 Accelerate 2016 Dreamforce 2016http://apttus.com/customers/apttus-customer-olympus/ -
Sales Operations ManagerOlympus Corporation Of The Americas 2008 - 2014Center Valley, Pennsylvania, UsKey business manager within a Professional Sales organization focused on driving overall business and sales team efficiencies, through tools, analytics and sales team coaching. Key Focus/Results:Commercial Business Manager OEM SalesBusiness Manager for South American Sales Turnaround Project resulting in improved revenue 15% annuallyDeveloped and implemented key sales strategies and supporting KPI's Sales Effectiveness Metrics Sales Compensation planning and management Sales territory managementProject Managed Sales Force Automation Project Managed full Sales Mobility initiative. Inclusive of IOS device platformImproved Cross-functional engagement between BU and other Corporate functionsInternal Sales Leader for Field Sales Directors/ManagersMiller Heiman trained
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Senior Operations AnalystRodale, Inc 2005 - 2007Project Management and cost containment initiatives. Key Focus/results:International Project ManagementNegotiated vendor contractsProject Managed International RFQ and Vendor transitionBudget management--annual developmentRolling cost forecasting planning $100k in spend; Contract Planning
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Director Regional OperationsRustic Exteriors, Inc. 2000 - 2005• Owned P&L for Stone and Stucco installation and resale; grew revenue in 24 months from $1.6M to $3.2m• Oversaw 50 field employees and 15 subcontractors to cover a 50-mile radius.• Implemented standardize business processes around job costing, estimating, Inventory management, scheduling.
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Corrosion And Airframe SpecialistUnited States Air Force May 1992 - Jun 1996Randolph Afb, Tx, UsAirframe repair and Paint on A-10, C-130 and F-16 aircraft. Lead bulkhead repair team on all C-130H models.
Terry Ackerman Education Details
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Muhlenberg CollegeBusiness Administration -
University Of ChicagoUl Global Leadership Development Program
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Ul UniversityGlobal Leadership Progam
Frequently Asked Questions about Terry Ackerman
What company does Terry Ackerman work for?
Terry Ackerman works for Integra Testing Services, Llc
What is Terry Ackerman's role at the current company?
Terry Ackerman's current role is General Management | P&L | Revenue Operations | SaaS, Fintech, TIC, Industrial| USAF Veteran | GTM Strategy | Transformation and Change management | Revenue Growth | M&A Integration | Pricing and Agreements.
What schools did Terry Ackerman attend?
Terry Ackerman attended Muhlenberg College, University Of Chicago, Ul University.
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