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).
• 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.
• 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.
• Developed annual go-to-market plan for SMB, driving 5% revenue growth and 10% reduction in selling costs

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.
• 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.
• 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