Scott Dugger Email & Phone Number

Richardson, Tx

Dallas, Texas

Dallas, Texas

Post-acquisition continuation of Telcordia Technologies positions described below. Developed analytic tools to improve insight into business unit global opportunity pipeline; led business unit effort to improve commercial tools for pipeline management and reporting. Accomplishments:• Developed and implemented new approach to capture more accurate and complete view of opportunity pipeline, integrating data from multiple sources and analyzing results to address omissions and data gaps in corporate Customer Relationship Management (CRM) sales funnel tool and publishing a monthly compiled view of the pipeline. Built customized reports segmenting the pipeline by product and product line (key functionality not available with existing tools).• Led remapping of $1.8B of business reported in CRM tools by collaborating with regions to address required corrections, identifying over $1B in previously missing opportunities.• Developed alternate and additional corporate Key Performance Indices (KPIs) with focus on improving funnel performance measures as well as highlighting select areas for improvement of funnel information.• Led rollout of new Business Intelligence (BI) software for the BUSS business unit:o Defined system requirements specific to the BUSS business unito Developed standard BI reporting objects measuring pipeline strength and identifying deficiencieso Designed and delivered training for BUSS staff on use of tools (Excel data cube, Power View)• Developed and published monthly analyses of the business unit pipeline for each of the ten regions and four solution areas, including:o Pipeline strength and required win rates to achieve targets and forecastso Recurring revenue pipeline metricso Close rate, pipeline replenishment and pipeline trendso Opportunity variance summary identifying and analyzing major changes month-over-montho Variances in CRM tools requiring correction by the sales team

Dallas, Texas

Developed and published enterprise-wide forecast and sales analyses providing corporate officers with concise view of the business:• Weekly inspect the business reports depicting current quarter and year-to-date results, forecast and pipeline for corporation and each business unit, identifying and analyzing significant changes from prior report• Monthly major account reviews depicting direct and channel sales, forecast, pipeline and product penetration for select key and territory accounts• Quarterly forecasts aggregating committed business for prior quarter(s) with remaining forecast and upside opportunities by order type, classification and channelSupported sale and integration activities preceding Ericsson’s January 2013 acquisition of Telcordia:• Compiled historical sales data for data warehouse• Mapped Telcordia account and business data to Ericsson's geographic reporting structure• Compiled sales activity for monthly business updates to Ericsson

Dallas, Texas

Managed support for U.S. and Latin American account teams with increasing territorial responsibilities and multiple promotions during position tenure.• Developed and administered sales quotas ranging from $100M - $180M• Forecasted individual and team attainment against sales quota and corporate objectives• Supported development and preparation of account plans, proposals and contracts• Tracked, analyzed and reported sales and revenue• Developed and delivered account reviews and ad hoc presentations to all levels of management• Managed Business Analyst and office support staff, facilities, procurement and budget• Managed annual sponsorship of Byron Nelson golf tournament, hosting customers at on-course venue

Dallas, Texas

Structured custom industry and company marketing and performance data models for all levels of management; designed and implemented monthly geographic market share performance analyses, buying group rebate reporting, and targeted direct mail program; directed migration of key corporate databases from SQL mainframe environment to client/server access.

Dallas, Texas

Facilitated general operation and supervision of over two hundred 7-Eleven retail gasoline outlets through extensive communication with corporate personnel, contractors and franchise owners; managed gasoline volume and gross profit at 7-Eleven stores through determination and implementation of pricing strategy; directed Price Coordinator staff activities; performed analyses of retail gasoline industry.