Terry Wade Email & Phone Number

Cambridge, Massachusetts, United States

- Drive creation of business continuity plans and testing of the disaster recovery plans for IBM's Automation Software group.- Training of the Product's BCP Focals in IBM’s business continuity tools to ensure planning and testing can easily be managed by the Business Continuity Team.- Collaborate with over 30 product groups across development and support to put the policies in place, so that our customers experience no downtime or lag around IBM's service offerings.- Creation and streamlining of dashboards and reports for key business areas, which allow executive teams visibility to key data points in order to run their businesses efficiently

Boston, Massachusetts

- Responsible for maintaining the Service Console instance for the SevOne Support Team- Data analysis and dashboard/reporting around key support metrics, in order to give Leadership Team visibility- Collaborated with Global Support Leadership team to create and implement the Customer Success Manager Program- Work to enhance our customer community with key stakeholders to make sure our customer base is getting what they need- Built out the Knowledgebase Process and implemented it at the support level, so that customers can self serve when needed and created metrics around the process so that management can improve when needed.

Waltham, Ma

Manage the renewals sales pipelineIncreased Renewal Rate by 15% per Quarter closing $3M plus in renewal sales per quarter.Maintained and built relationships with our Channel Partners Collaborated with reseller-partners and sales teams to create customized quotes for renewalsChair bi-weekly meetings tracking renewal prospects and churn rateBuilt out reporting to enable a more streamlined process of managing renewalsTrain sales team on the renewals guidelines, SFDC, and the quoting tool

Westwood, Ma

• I was responsible for managing the Sales Operations of the America’s region in a global organization. My team consisted of 2 Analysts, and I partnered with 40 Sales Reps, as well as VARs in Canada and South America. My responsibilities included: - Implementing a collaborative sales operations strategy that facilitated rapid growth, resulting in Altium selling 5,000 new seats, and revenue growth of $23MM in FY16.- Conducting a deep dive analysis of sales and territories to identify trends, and proactively advising senior management of issues/trends to manage our business.- Creating incentive programs with Sales Management, designing dynamic dashboards, and reporting for Sales Executives and Sales Reps to manage business.- Chairing the Weekly Forecast Meeting with Sales Management, managing communication from headquarters to the sales teams, and ensuring that new selling tools and processes were implemented according to management’s vision.- Creating and implementing quarterly sales campaigns, as well as weekly email campaigns.- Proactively managing data through reporting, to ensure our SalesForce data is accurate.- Monitoring Renewal Rates of Sales Teams, so that the goal of achieving 85% renewal rate is met by all.- Implementing a Renewal program for customers based on subscriptions in Q4 that generated $3MM in Opportunities, of which $1.5MM closed.

Beverly, Massachusetts

• Managed 10 Analysts in the Sales Operations Department for Regional Accounts; indirectly managed 40 sales reps.• Lead in streamlining workflow between Sales and other departments, so that “Lean” processes • Implemented process to monitor sales reps and ensure the proper use of the CRM tool.• Created dynamic reporting using Business Intelligence.• Presented sales data at Executive Team meetings monthly and M-Team Meetings Bi-Weekly • Implemented order processing guidelines• Created a formal forecast process and improved profit margin based on analysis of pricing per category.• Created SQL Queries to verify data was accurate in the system• Trained all reps on operational aspects of their roles (CRM, Ordering, Pricing Strategy) • Co-ran Pipeline meetings with Sales reps to discuss current state of their opportunities and to make sure escalations could occur if needed.• Managed projects for new item launches and for Pricing and Margin checks

Cambridge, Ma

• Managed and supervised a staff of 18 Analysts in the Operations/Professional Services Department, working with C-Level Team to develop the company based on market trends.• Used SQL and basic Ruby to run queries against our databases to insure our data was accurate and populated correctly in our system.• Lead in streamlining the hiring process and HR process within the company.• Created an infrastructure within the company to enable operation team to collaborate with the client managers to ensure that clients’ needs are being met. • Created and managed the implementation process of new clients for our proprietary merchandising software. Streamlined the launch process of client’s solution from 120 days to 60 days.• Supervised and managed all aspects of client needs, from creative designs to day-to-day business needs.• Created strategic alliances for clients to perform site survey projects, managed the quality assurance on data gathered from these projects, and ensure timelines were met.• Responsible for creating training documents for proprietary merchandising software to leading the training of in-house staff and clients.• Managed implementation of major resets of clients’ practices and presented solutions to streamline marketing strategies.• Collaborated with senior management on a daily basis to present solutions, updates on current ongoing projects, and completion of projects by my operation team.• Key member of the Employee Relations Council that contributed to the culture and values of the company. Worked to develop the culture and values of the company.• Managed the process to create a singular code with the software developers to ensure our product could be more efficiently maintained. Worked with the product development/user experience team to help design the vision of our product as the company has altered its approach to a product focus.

Cambridge, Ma

• Created a strong and streamline workflow process for the company’s largest account. • Trained a team of analysts and managed their workload as well as daily responsibilities. • Worked directly with senior management of the client to build a more efficient and robust business relationship. • Doubled the accounts revenue from $2 million to upwards of $6 million.• Managed and maintained National Marketing Campaign for my client using one of the company’s proprietary software to ensure that the execution and completion for a satisfactory ROI. • Presented to client’s senior management on best practices and improvements on workflow and implemented those practices at the company.

• Worked cooperatively with the Outside-Sales team as well as inter-departmentally to track and develop our business. • Track national promotions using the CRM tool Seibel On-Demand. • Help maintain account records within both the CRM system and our internal SQL database. • Work with distributors to obtain and properly format their data .csv files, so that it can be loaded into the internal sales system. • Create PowerPoint presentations for Petco, Pet Valu, Pet Supplies Plus, and other smaller independent accounts by using the internal sales data as well as POS data. • Set up the Plan-o-gram database at our company by using ProSpace plan-o-gram software.

Customers: Stop & Shop, Big Y, Price Chopper, Bozzuto’s IncorporatedClients: White Wave Foods, Welch’s, and Minute Maid • Worked cooperatively with Acosta Clients and Customers to help develop and manage the Categories that Acosta is a player in at the accounts. • Pulled and analyzed syndicated data from AC Nielsen and IRI, as well as information from Ad-view to put together presentations for Planning Sessions, Business Reviews, and New Item Presentations. • Created Presentations and presented them to Category Managers during meetings between our Clients and Stop & Shop. • Performed Post Promotion Analysis and Sku Rankings to assist the Customer Managers in their meetings with the Clients when issues would arise with their products.

Customers: Stop & Shop, Dairy and Main Meals Categories• Worked independently offsite at Stop & Shop Headquarters with Category Managers and Buyers to ensure that plan-o-grams were maintained properly.• Created and placed new Items, plan-o-grams, tracked shipping, and managed the main meals desk, which consists of 22 categories. • Worked in-store setting up test sets and supervised section resets for the subcategories under Main Meals. • Worked with Acosta sales-staff to ensure that our products were placed and allocated the space that was negotiated in order to maximize sales.

Stop & Shop Team • Supported team of 13 in managing largest account in business center, including coordinating travel and organizing regional events with more than 100 attendees and budgets of up to $25,000. • Analyzed data for delivery volume profit margins and compiled results in Excel spreadsheet to track figures for multimillion-dollar accounts, facilitating team effort to maintain profitable volume growth.• Created new-item presentations, using Nielsen information to identify fluctuations in usage of product. • Presented sales information to executive-level management, incorporating marketing team's key selling points and projecting volume numbers for six months.• Tracked distribution activities to ensure products were being displayed and recommended product additions/deletions; reviewed advertisements to verify items were featured when scheduled.• Designed plan-o-grams in conjunction with Stop & Shop staff, using ProSpace software to create mockups of ready-to-eat cereal, Mexican, yogurt, and other categories for product placement in store aisle. • Originated top line report for growth and market share accounts that was later adopted for use by entire region; maintained all account statistics and price point information.