Dean Taylor Email and Phone Number

Joined HME to utilize my Commercial experience to lead and expand a core Sales Operations team for the Hospitality & Specialty Communications (HSC) Business Group. Focused on delivering consistent sales growth via the design of a data-driven sales execution model, critical analytics & reporting, metrics definition and problem-solving. ~ Growing sales force efficiency through go-to-market planning, sales process improvements, and systems enhancements while building insightful data reporting sales tools to support a global sales team~ Partnered with Corporate leadership to identify gaps, develop alternatives and deploy solutions to improving market traction and increase HSC revenue~ Acquired, transformed and leveraged disparate data into a clean, reliable and efficient functioning data sources supporting key insights and measures~ Defined and managed key performance indicators (KPI's) for the global sales, service, and marketing organizations ~ Leading the vision & re-launch of the Microsoft Dynamics 365 CRM application by vetting current structures and delivering effective solutions to long-standing restrictions to usage~ Vetted, acquired and deployed the SPIFF Commission Management SaaS application (Acquired by Salesforce - 2024)~ Identified, performed due diligence and adopted sales technologies across multiple sales channels that boosted efficiency and effectiveness~ Established financial strategies, annual\monthly budgets, detailed product forecasts and operating metrics for the Sales Organization~ Developed an in-depth quota methodology aligned directly to company financial targets designed to optimize revenue across the 4 Commercial Sales channels~ Re-introduced Process Documentation methodologies with a focus on critical needs, gap closure and revenue sensitive controls~ Collaborated cross-functionally and vertically throughout a fast-paced organization

Recruited to lead innovation across the Sales Organization, refine or replace inefficient processes and improve revenue generation success. Transitioned the team to a data-driven and visually oriented culture utilizing key measures and tactical reporting. ~ Actively led and motivated a team of 18 Sales Operations professionals in effectively managing the revenue operations, contract development, analytics and sales support functions essential to an annual $300M booking effort.~ Developed insightful metrics and KPI’s to drive a comprehensive revenue strategy for the MICE Sales Team, improvements in pipeline wins, increased seller contribution and more timely resolution of inbound Leads~ Successfully led group business operations, P&L Management, annual\quarterly budgeting, contract negotiations, annual revenue forecasts, key partnerships, and vendor agreements~ Provided strategic direction and logistics analytics in the effort to rebook over $375M in 2020\2021 Pandemic-cancelled events & meetings gaining an incremental 13% improvement to bookings revenue~ Created mission-critical analytics and logistics supporting the due diligence process and $6B sale of the Venetian Property to Private Equity (Apollo Global Management and VICI Properties)~ Partnered with Senior Leadership, Human Resources and Finance to design and implement motivational & effective sales compensation programs, dynamic calculators, and improved transparency~ Directed support, enhancements and new deployments for the sales technology stack including MS Dynamics, Dunn&Bradstreet, LinkedIn Navigator, Lead ingest platforms and other critical tools~ Deployed continuous improvement methodologies to design & update sales processes, workflows, standard operating procedures, policies and playbooks~ Successfully proposed, developed and deployed a Data Warehouse supporting the MICE organization leading to greatly improved accuracy in analytics & reporting

Recruited to develop a new Sales Operations team and build partnerships with portfolio EVPs, Brand Sales, and Shared Services to drive optimized sales processes, sales coaching and training, reporting dashboards, and compensation programs. ~ Focused on developing a robust Revenue Pipeline, redesigning ineffective Sales Compensation plans, and partnering with brand leaders to build strategies to reverse negative revenue trends in customer engagement~ Improved seller motivation and revenue traction across the Event Sales teams through the re-design of over 85 Sales Incentive Compensation programs to progress pay on monthly production achievement vs end-of-event reconciliations~ Successfully deployed a pilot booking strategy utilizing minimum call\email KPI’s and Go-To-Market customer strategies to counter declining revenue trends, ultimately delivering a 5% event-to-event revenue improvement in the first pass~ Designed a new data structure and leveraged our shared services teams to deploy customer segmentation attributes enabling sales & corporate leadership to quickly analyze revenue forecasts, progress-to-goal, and market traction~ Developed key sales analytics to identify critical sales opportunities and deployment of corrective actions~ Partnered with our CIO and IT team to create a major integration update to the Salesforce.com CRM platform, including a transition to the Lightning platform. Delivered Salesforce.com sales team training and presented several sales engagement\enablement SaaS tool options to executive leadership for technical road map planning.

Led and developed a Commercial Center of Excellence team of 5 sales operations managers and 5 contractors while delivering best-in-class brand and sales analytics, sales training, data warehouse operations, consulting services, and reporting platforms.~ Represented the reporting and analytics function for a $10M+ project focused on completely revising the corporate data architecture for all brands. Conducted live working sessions across the organization regarding report format, data structure and process. Delivered project on time with increased data consistency and reduced downtime due to errors~ Delivered a vastly improved reporting process through the implementation of a new reporting platform, Tableau, and the alignment of sales analysts to analyze/report on current market and refined data reporting needs by business unit~ Developed cross-functional partnerships across the Field Sales, Marketing, data acquisition, master data, brand support, business analytics, incentive compensation, territory alignment, and Sales force size and structure teams~ Successfully led and delivered a cross-functional data integration project on time/within budget. Onboarded Symphony Managed Market data including Acquisition, Data Onboarding and Processing, Field Reporting and Analytics via IBM Cognos. ~ Consulted on design, management, administration, and training support for the Brand & Sales leaders for purchased data sets: IQVIA (Quintiles/IMS), DDD, Specialty Pharmaceutical and Payer Managed Networks~ Leveraged expertise in field systems solutions with platforms such as Salesforce.com (Veeva), Informatica, Customer Master (Master Data Management solutions), IBM Cognos, TIBCO Spotfire, and Micro-strategies.

Self-employed Sales Operations and Small Business consulting. Developed robust business plans for start-up, acquisition and expansion efforts. Created effective Financial Analysis & KPI formats, Demand & Opportunity Forecasting templates and recommended various alternatives for SaaS-based Sales Force Automation applications~ Provided key support for several new business initiatives, including consulting, business plan development and facility lease negotiations~ Created numerous business proposals supporting a variety of category-specific improvement plans

Directed California and China-based sales operations teams consisting of sales operations analysts, logistics analysts, and supply chain analysts. Developed and implemented analytics. Improved CRM (Salesforce) application.~ Established Vendor Managed Inventory (VMI) programs and production support initiatives with IBM, HP, and Dell customers including Global Hub establishment, manufacturing site communications and production builds.~ Identified critical revenue risk related to sales team qualifications for the top 10-15 accounts after overhauling the revenue planning models while incorporating inventory, order demand reporting summaries, and metrics. ~ Effectively managed a successful Global Sales Commission Program incorporating multiple components and earnings levels

Led the sales operations and distribution sales organizations. Managed 7 direct reports with indirect management of 9 order entry staff located in our global sales offices. Engaged Distribution Sales Channel executives to promote and sell-thru inventory in the channel. Collaborated with senior executives to derive and provide revenue opportunity strategies, analytics and quarterly earnings. Partnered with our CIO in leading several project teams.~ Directed and optimized a $20M Global Distribution Channel Sales effort by managing business support levels, contracts, pricing, customer issues, stock rotations, and sales team engagements.~ Successfully led several project initiatives to deploy Oracle On-Demand CRM, SAP Business Intelligence, BW Integrated Planning modules, and a host of in-house developed applications.~ Increased annual distribution channel revenue by over $500,000 through reduced margins and the launch of a lower-cost, US distributor.~ Achieved a $1M OPEX reduction by re-engineering the North American distribution sales, global sales operations, sales training and trade show teams based on intensive data analysis and expense optimization decisions~ Consistently achieved a plus 95% accurate annual sales incentive & commissions budget due to a well-designed, predictable and highly effective sales incentive program~ Company was acquired by MACOM Technology Solutions