M ike gutmacher

**** *. ****** #**** *******, I L 60605

847-***-**** acgfd0@r.postjobfree.com

Experience

****-******* *** * ** I T Chicago, I L

Consultant – Sales Force Effectiveness

• Assessed and redesigned sales incentive plans for numerous companies with revenue between

$500M and $50B by consulting with executive teams, sales, finance, and HR leaders to

i mprove clients’ sales, profitability and sales force engagement.

• Improved effectiveness and reduced turnover in Fortune 500 sales organization by

i mplementing revised organization structure, roles and responsibilities, and interview

p rocesses.

• Conducted customer segmentation and sales force organization transformation (which

i ncluded determining the size of sales force, the capabilities of sales team, and the accounts

assigned) for $2B company to better align salespeople with customers and reverse declining

sales trend.

• Managed four-year relationship for a large health insurance provider which included

assessing and redesigning sales incentive plans and training staff on sales compensation best

p ractices.

• Improved quota setting and forecasting process at multiple clients to ensure alignment with

best practices.

• Created numerous financial models based on new incentive plan design to forecast risk under

multiple salesperson performance scenarios, and understand impact on incumbents at an

i ndividual level.

• Published two articles on acgfd0@r.postjobfree.com about sales compensation philosophy and

motivation.

2008 Allstate Financial Northbrook, I L

MBA Intern – Innovation & Strategy

• Responsible for managing the work stream that leveraged existing and conducted

new research to uncover unarticulated consumer insights for company’s

“ Reinventing Retirement” project.

2005-2007 Walmart.com B urlingame, CA

Associate Marketing Manager

• Directed multi-million dollar marketing campaign for the Photo division which

a ided in 40% revenue growth for the division over two years.

• Analyzed consumer demographics to promote new music destination site, Wal-Mart

Soundcheck™, which acquired over one million new customers in target

demographic in first three months.

2004-2005 Grey San Francisco San Francisco, CA

Advertising Agency, division of WPP

Senior Account Executive

• Led cross functional team that created direct marketing campaigns for a financial

services company to t r igger consumer usage of banking products. Exceeded

response rate expectations by 15%.

2002-2004 The Sunflower GrouP Chicago, I L

Marketing Services Company, privately owned

Director of Sales

• Consulted and managed relationships with clients to develop new promotional

p rograms to improve the ROI of their in-store marketing efforts which resulted in

exceeding my sales target by 20%.

2000-2002 news america marketing Chicago, I L

Marketing Services Company, division of News Corporation

Account Director (2002), Account Associate (2001), Account Coordinator (2000)

• Solved clients’ marketing objectives by designing online promotional programs

to meet their return on investment objectives which resulted in surpassing my sales

t arget by 40%.

EDUCATION

2007-2009 Kellogg School of Management Evanston, IL

Northwestern University

Master of Business Administration degree, June 2009

• Concentrations: Analytical Consulting, Management and Organizations,

M anagement and Strategy, and Marketing

1996-2000 Indiana UniversiTy B loomington, IN

BACHE LOR OF SCIENCE DEGREE I N MARKET I NG, MAY 2000

• Selected as Teaching Assistant for Database Marketing and Analysis of Marketing

Data classes

Contact this candidate