Debbie Hoffmann Email & Phone Number

Stamford, Ct, Us

Led global sales operations for eCommerce shipping, $130M business operating in 12 international markets with target of 25% revenue growth. Provided strategic and project support for small / mid-sized business (SMB) solutions, $1.3B business.• Established global pipeline and forecasting cadence process for 4 sales channels and 2 markets (retail partner sales, retail direct sales, office direct sales, and office inside sales), resulting in more accurate predictor of sales performance. Pipeline projections used by executive team to drive action planning• Revamped compensation plan for SaaS sales teams, driving in-year revenue and lifetime contract value• Implemented incentives that increased contribution from non-dedicated sales teams from 20% to 30%• Provided recommendation for integration of sales resources and processes of SaaS shipping company as part of due diligence process. Identified opportunities to reallocate PB resources and leverage target company sales process, improving retention and reducing selling costs• Developed annual go-to-market plan for SMB, driving 5% revenue growth and 10% reduction in selling costs• Led cross-functional team in creating a plan to minimize productivity impact attributable to launch of new business platforms for sales that reduced volume of manual re-entry of order information 50%

Stamford, Ct, Us

Oversaw sales operations for SMB solutions North America, $1.3B business with 3 sales channels (direct sales, inside sales, and dealer partner sales) and 1,500+ sales employees in 15+ unique sales roles. Led team of 9 direct reports located in US and Canada in finance, CRM / application support, compensation, and territory management roles.• Deployed multi-channel, go-to-market plan, resulting in $30M incremental revenue, 10% increase in mid-market market share, and 15% reduction in selling costs• Created standardized sales roles and compensation plans in inside sales, supporting channel growth from $55M to $130M• Implemented automated sales management reporting and compensation / incentives processes that provided transparency and fulfilled internal controls requirements• Leveraged US sales opportunity model for $70M Canada market that put more weight on new business and cross-sell opportunities• Established standardized sales support role with quantifiable business metrics used for performance management and merit pay. Provided training, tracking of results, and “best practice” sharing forum

Stamford, Ct, Us

Assigned annual sales quota targets for $500M sales organization. Encompassed 15+ sales roles, including sales representatives, management, product, and account specialists. Led team of 5 direct reports in finance, CRM /application support, and territory management roles• Created balanced scorecard for direct sales channel that measured KPIs for sales performance, customer retention, and structure effectiveness• Designed sales compensation and incentives to improve customer retention in lease portfolio, increasing retention from 55% to 65% over span of 3 years• Launched first automated pipeline management and CRM tools in partnership with IT that enabled sales management direct visibility to sales activity and predictive metrics• Automated and standardized sales reports, providing consistency and transparency of information

Stamford, Ct, Us

Developed annual revenue and expense budgets for $275M sales region. Led team of 3 direct reports in reporting and sales support roles. Facilitated weekly executive staff meeting. • Facilitated quarterly operating reviews for 12 sales offices in Northeast and Mid-Atlantic states that lowered controllable selling costs $2M• Implemented P&L forecasting and review cadence with sales directors, improving forecast accuracy by 10%• Selected to deliver financial training to all new sales managers at National Training Center. Created assessment process used for identifying high-potential managers

Bachelor’S Degree, French And German

Master’S Degree, French Language And Literature

Master Of Business Administration (M.B.A.), Business Administration, Management And Operations