Manage the strategic and tactical aspects of Fortna’s sales operations process and tools including managing account planning, pipeline forecasting, measuring and guiding the effectiveness of the sales organization using Business Intelligence (BI) tools and driving accountability on overall sales growth strategies.Fortna®, The Distribution Experts®, a leading global automation, engineering services, and software company.

Lead the Sales Operations function as the business scaled from ~ 40 to 100+ Sales Professionals. Manged Sales Forecasting, Sales Planning, Sales Structure, and Incentives. Modernizing Medicine® and its affiliated companies empower physicians with suites of mobile, specialty-specific solutions that transform how healthcare information is created, consumed and utilized to increase practice efficiency and improve patient outcomes. Built for value-based healthcare, Modernizing Medicine’s data-driven, touch- and cloud-based products and services are programmed by a team that includes practicing physicians to meet the unique needs of dermatology, gastroenterology, ophthalmology, orthopedics, otolaryngology, pain management, plastic surgery and urology practices, as well as ambulatory surgery centers.

Hired to create a Sales Enablement team that expanded the scope of Sales Operations to include Sales Training, Sales Insight and Analytics, Sales and Marketing Alignment, and Strategic Account Planning. •Led the execution of a Sales Account Planning process for Strategic Accounts across a 500 person Sales Team. Program impacted KPIs, including Average Deal Size (+38%), Pipeline Quality (+200%) and Deal Cycle Time (+25-50% Improvement).•Drove the development and implementation of a Customer-Value-Segmentation selling program. Program was the highlight of a new Marketing and Sales alignment initiative. Program allowed sales to easily quantify, articulate and defend their solution’s financial impact. Pilot increased ASPs on Tier-1 deals 20%.•Re-engineered the quota setting process. Moved process from Excel to a Cloud Solution, decreased the business process time line from 6 months to 4 months while simultaneously reducing quota admin team by 25%.•Built and developed a 20+ person team, 1/3 of which were new to Equifax, 8 of which were new to Sales Enablement.

Earned promotion as a result of impressive sales operations management.; Direct Sales, Service, and Marketing for a $2 billion business unit including team leadership and strategy execution. Implement complex and significant change management initiatives.Led $11 million customer relations management multifunction investment review and established a bi-annual marketing campaign planning and execution process to drive sales by 20%.Designed and implemented internal and external customer portal services and apps adding an additional $10 million to the company’s $2 billion bottom line.Expanded e-commerce capability with various partners, achieved “Best-In-Class” by Amazon, and executed a 5-year Sales Force Effectiveness project targeting over 100,000 distributors.Optimized sales operations by establishing tools and processes to achieve effective segmentation of 300-person sales force.Improved timely delivery of leads and campaign accounts, streamlined training, and increased efficiency by separating Sales into Foodservice and Washroom Solutions.Achieved President’s Award in 2010 and Team Business Impact Award in 2009

Lead a 5 person Sales Operations team for a $2 billion sales organization made up of a 150 Distributor, National Accounts and Key Accounts sellers. Primary role was to coordinate the forecasting, monthly reporting and budgeting processes used within the sales organizationDrove the equitable assignment of quotas and ensured quotas were optimally allocated to all sales channels and resourcesOne of four individuals selected by the new BU President and SVP of Sales to lead a multi-year Sales Force Effectiveness (SFE) transformation strategic initiative that grew sales on High Margin SKUs from 7% to 20+% over 3 yearsHonored with Trail Blazer Award

Oversaw a $120 million Renewal Parts and Services business within the corporation.; Led managers and specialist in driving growth for new parts, repair services, and instrument calibration.Achieved 10% growth in parts services and a record 5% ASP realization in 2003 as a result of new service development including two “First-to-Market” offerings.Added $500,000 of new customer revenue in Q3 and 40 new customers in 2003 by launching new service awareness campaign and establishing better sales rewards.Realized $3 million in new business in 2003 by overhauling the calibration services new customer acquisition process.