Sales Management

ERIKA A. WENNERSTROM

** *** ****** ? Grafton, MA 01519

617-***-**** ? ********@*****.***

Financial Analysis and reporting ? Strategy ? Operations

PROFILE

Strategic, results driven leader with over 10 years of continuous

achievement utilizing financial analysis and optimizing operations to

create sustainable improvements in business results. Proven talent for

developing and guiding analytical professionals, leading cross functional

teams, uncovering business drivers and best practices, and creating

scalable and effective business processes. Articulate communicator and

effective presenter skilled in conveying complex concepts and achieving buy-

in. Core competencies include:

Strategic Planning Process Improvement Change Management

Financial Analysis Actionable Reporting Team Leadership

Quantitative Modeling Data Visualization Incentive Compensation

Budgeting & Forecasting Executive Presentations Sales Quota Management

EXPERIENCE

THE HANOVER INSURANCE GROUP Worcester, MA

Director, Financial Analysis 2007-Present

Lead Financial Analyst 2006-2007

. Perform root cause analysis to determine best practices and areas for

improvement in business development process and execution of market

consolidation opportunities.

. Lead analytic team in creation, delivery and maintenance of actionable,

insightful reporting, enabling performance improvements through

diagnostics and trend analysis.

. Develop and coordinate analytics, quantitative modeling, and forecasting

for key initiatives focused on increasing retention, improving margin,

and/or driving revenue, including comprehensive review of profit sharing

program, delivering revisions targeted to save $2.5M in profit sharing

expense, and development of performance criteria for new partner rewards

program.

. Accelerate channel performance and partnerships by developing and

driving adoption of tools and programs designed to improve channel

partner economics and operations.

. Key member of Salesforce.com implementation, serving as business owner

and administrator for Personal Insurance division and as primary

reporting and analytics strategist.

. Direct annual sales quota creation process at both the sales person and

channel partner level

. Construct analytical models allowing field sales management to optimize

territory alignments.

. Design annual sales incentive plan, driving alignment with strategy

through quantitative and qualitative analysis; Responsible for

calculation of quarterly incentive award payments.

. Build financial models to estimate benefits of sales programs and

initiatives.

. Train and support users on tool usage, including quantitative models,

goal setting methodologies and reporting, and communicate financial

rationale for implementing programs.

CMARKET, INC Cambridge, MA

Director of Analytics 2004-2006

. Identified business issues, developed analytic frameworks, conducted

analysis, formulated recommendations, and presented findings to senior

management and board, enabling strategic and tactical decision making at

the enterprise and functional level.

. Determined key business drivers; Created and oversaw maintenance of

reporting systems to track progress against key metrics.

. Completed comprehensive review of sales system, recommending a reduction

in sales force and re-engineering of sales processes and resulting in a

30% decrease in sales staff and a 70% average increase in sales.

. Headed task force which oversaw successful redesign of Salesforce.com

system. Provided ongoing strategic oversight and administration, focusing

on maintaining data integrity, improving analytics and streamlining sales

and marketing processes.

WORK IN PROGRESS Boston, MA

Strategy and Operations Intern Summer 2003

. Designed national and club-level processes for a start-up non-profit

organization focused on facilitating the college-to-work transition

through college-based clubs; Created resources to implement and support

operations.

. Participated in developing strategic plan for organization and

establishing key metrics by which to gauge success.

. Managed team of college interns, supervising project definition, planning

and execution.

BERNSTEIN INVESTMENT RESEARCH AND MANAGEMENT New York, NY

Private Client Associate

1999-

2002

. Provided client service to high net worth individuals and endowments

across various asset classes.

. Modeled projected investment portfolios using multiple investment

allocation and cash flow scenarios to determine optimal asset allocation.

. Analyzed quarterly and annual portfolio performance; Prepared written

guidance and articulated portfolio strategies and recommendations on

asset allocation strategy, tax-managed investing, and cash flow

management.

Sales Advisor Training Program Coordinator 2000-2002

. Collaborated to design and coordinated strategic initiative designed to

retain top entry-level talent by providing sales training to high

performing Private Client Associates.

. Supervised cross-functional team responsible for delivering training

modules and providing support and mentorship to program participants.

. Participated in identifying and evaluating program candidates and managed

hiring process.

. Evaluated efficacy of training program at regular intervals and presented

suggestions for restructuring to senior management.

Family Wealth Group Associate 1999-2000

. Performed research and analytics regarding concentrated stock positions,

stock options, asset allocation, and tax and estate strategy as part of

group addressing complex financial issues facing high net worth private

clients.

. Quantified results of proprietary analytical tools, providing metrics to

assess success rate of initiatives designed to increase assets under

management.

. Developed online library of resources for use by financial advisors firm-

wide in servicing the unique needs of high net worth clients.

FOOTSTOCK Wellesley,

MA

Manager 1997-

1998

. Managed daily operations of a specialty footwear boutique, including

hiring and training of personnel, inventory management, and

merchandising

Sales Associate

1994-1997

. Assisted in store operations and sold high end comfort footwear 40 hours

per week while attending college full time.

EDUCATION

THE UNIVERSITY OF CHICAGO BOOTH SCHOOL OF BUSINESS Chicago, IL

Master of Business Administration in Finance, Entrepreneurship and

Economics 2002-2004

. Co-chair of Net Impact (Students for Socially Responsible Business);

Member, Small Business Consulting Group; Selected as Career Advisor for

first year students

. Kauffman Entrepreneurship Internship participant - selected as one of two

high-potential social entrepreneurs

. GMAT: 720; GRE: Verbal 660, Quantitative 780, Analytical 790

WELLESLEY COLLEGE Wellesley, MA

Bachelor of Arts in English Literature 1993-1997

. GPA: 3.6/4.0; Cum Laude; First Year Distinction; Member of varsity field

hockey team

ADDITIONAL

. Participant in Hanover Financial Leadership Program

. United Way of Central Massachusetts volunteer, 2006 to present

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