Tracy Valachovic, Mba Email & Phone Number

Rochester, NY, US

Rochester, New York Metropolitan Area

Rochester, New York, United States

• Driving the implementation & delivery of end-to-end sales compensation, leading a team of 12 direct & indirect reports to deliver accurate semi-monthly incentive payments to 500 direct & 500 indirect US sales.
• Analyze compensation trends to determine appropriate alignment with current plans and to assist with forecasting for future organizational needs.
• Facilitate development, delivery, organization & maintenance of 80+ monthly/annual complex incentive compensation bonus and commission plans using agreed upon business metrics (Gross Profit, Total Revenue, Signings.
• Extensive utilization of SQL, MS Access, & Excel to prepare financial models for incentive planning and forecasting.
• Leveraging strengths in business strategy, sales coverage, product portfolio, financials, data analytics, and systems to achieve desired business objectives.

Rochester, New York Area

• Provided key insights to President, US Sales & Senior Leadership for monthly “deep dives”. Insights were by product segment and sales channel providing analytical reports and presentations that drove operational.
• Strong analytical skill set that turns data into information into insights into actionable plans.
• Responsible for sales enablement support and business intelligence across the full product portfolio in all sales channels in North America.
• Utilized Tableau & Oracle Smart View to provide monthly business intelligence to senior management on sales outlooks, demand forecasts, post-sale performance, and business trends by sales channel and product segment.
• Provided data trending on key patterns, correlations, and indicators in support of primary objectives.

Rochester, New York, United States

• Led a cross functional team in intricate data mining to deliver quarterly sales playbooks deployed in Salesforce to 600 sales specialists and 100 sales managers providing profile tools to assist in prospecting with the.
• Data mining consisted of 21 plays for 7 sales types resulting in 3 “plays” per playbook focusing on growing revenue for current customers, customer retention & new business.
• Utilized competitive intelligence from Dun & Bradstreet, Harte-Hanks & AF Lewis.
• Developed post sales hydraulic dashboard exporting data from Salesforce and 4 financial systems into Excel. Dashboard show post-sales revenue & profitability.
• Provided sales enablement support across the full product portfolio in US for large enterprise customers.
• Implemented key programs, sales targeting, and sales contests to drive substantial profitable revenue growth.

Rochester, New York, United States

• Managed a team of 2 direct reports responsible for sales operations, program deployment, analytical support, and insights to drive business results.
• Provided key insights for monthly and quarterly VP, US Marketing operations review presentations.

Rochester, New York, United States

• Led a monthly sales/marketing advisory council to gather requirements, share successes, and improve effectiveness of direct marketing and customer event ROI.
• Managed $1.7M contract with Sigma Marketing and directed a team to design and utilize data analytics for direct mail campaigns, email campaigns, and customer events resulting in 5,000 leads and $20M annually for US.

Rochester, New York, United States

• Led a team of 4 direct reports to improve account and industry information, automate sales territory configuration processes, and pave the way for Xerox to transition from a solely geographic sales coverage model to a.
• Collaborated with outside vendor Sigma Marketing to develop and launch a new potential acquisition scoring system which drove efficiencies in sales territory assignments and enabled sales to more easily identify the.

Rochester, New York, United States

• Drove change by modifying the $1M contract with Dun & Bradstreet to improve the richness and accuracy of target market accounts and enabling a competitive advantage for US sales.
• Led a cross-functional team to integrate new competitive data sources such as Harte-Hanks, AFLewis, and UCC into CRM sales tool resulting in 20% revenue increase in new business.

Bachelor Of Science - Bs, Mechanical Engineering, Gpa 3.80

Activities and Societies: Football, Baseball, Sigma Chi Fraternity

Mba, Marketing / Information Systems, Gpa 3.60