Sales Manager

Hetal Patel

901-***-**** * *********@*****.***

PROFESSIONAL EXPERIENCE

Medtronic Spinal and Biologics – Memphis, TN

September 2008 - Present

Finance Manager, Marketing, Revenue Analytics & GCP

June 2011 – Present

• Oversee the development of comprehensive new product financial models that support the global

commercialization process (GCP). Develop a unique methodology for each financial model that

correctly assesses all the costs and benefits to ensure that each investment opportunity is properly

evaluated.

• Analyze and interpret revenue and market trends. Forecast future business growth to align with the

general economic outlook. Oversee revenue forecasting, AOP revenue planning for the $2+ billion

U.S. Spinal and Biologics product portfolio. Oversee the development of revenue analysis that

provides the executive management team with clear insights into the key performance drivers of

revenue, risks, and opportunities. Manage the successful development and deployment of several

Spotfire revenue analytics dashboards that gave the marketing team easy and quick access to key

product level revenue trends and performance metrics.

• Implemented a new 6 quarter revenue forecast process that improved forecasting accuracy by

incorporating several key metrics such as new product launch schedules and inventory build

estimates to the product line estimates.

• Provide financial direction and guidance to the six product marketing leads. Oversee the

development of analyses that helps them make better financial trade off decisions and improve

profitability. Direct month end, quarter end, year end, and AOP planning for the entire marketing

organization that is comprised of eight marketing VPs and 100+ employees.

• Manage, develop, coach, and mentor my staff of 6 team members and ensure that the financial

models and analyses that they develop are accurate, timely, efficient and effective. I successfully

recruited and on boarded 2 of my 6 team members.

Financial Consultant, Biologics Sales

September 2010 – May 2011

• As the sales compensation and reporting integration lead for the Osteotech acquisition, I led a cross-

functional team whose objective was to develop tools to help the Medtronic sales force successfully

cover the Osteotech product portfolio starting Day 1 of the completed acquisition. Analyzed the

Osteotech customer listing of 2500+ customers and identified any overlap then strategically assign

all unique accounts to a sales representative. Worked with the sales leadership team to determine the

sales commission structure for the newly acquired portfolio that impacted 17 of the 30 total

compensation plans and modified existing commission payment software to and paid sales

commissions on the newly acquired portfolio effective Day 1. Incorporated sales data of the newly

acquired product portfolio into all existing sales reporting and created new sales reports as needed.

Developed and rolled out quota targets for the newly acquired portfolio of products.

• Provided financial direction and guidance to the Vice President of Biologics Sales and his sales

leadership team. Evaluated territory and account level sales trends for opportunities to optimize

account level strategies. Collaborated with Vice President of Biologics and Vice President of Spine

Sales to develop an effective quota methodology for the Biologics product portfolio.

• Collaborated with VP of Sales and HR on sales force performance and compensation strategies.

Conducted sales compensation plan modeling and sensitivity analysis to determine sales

commission rate structure. Direct month end, quarter end, year end, and AOP planning for Biologics

Sales. Managed the financial analysts that provided cost center management support to Bio Sales.

Principal Financial Analyst, Sales Finance

August 2009 – August 2010

• As project lead for the sales annual operating plan, oversaw all aspects of the sales budget process

including coordinating and planning responsibilities of AOP team members to ensure appropriate

allocation of budget dollars to the 150 sales cost centers in accordance with the company’s annual

objectives and standards. Developed and managed the multi-million sales commission expense

forecasting model.

• Served as project lead for setting Sales Quota for 1200+ direct and indirect field sales employees for

product portfolio that totaled $2+ billion in annual US sales. Collaborated with sales and finance

management to develop an effective quota methodology. Taught and mentored team members on

how to set quota for their assigned products.

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• Served as a member of the Sales Awards Program Committee, which establishes the sales awards

criteria and performance metrics of the 600+ annual sales awards. Oversaw that sales performance

awards calculations were calculated accurately by teaching and mentoring team members on how to

develop the models/databases that determined the winners. Implemented a rigorous dual audit

process to ensure that the correct winners were recognized.

• Conducted sales compensation plan modeling and sensitivity analysis including an analysis of

various sales representative compensation plan structures that affect 300+ field sales employees and

account for 25%+ of the total annual commissions expense. Applied qualitative and quantitative

factors and skills to arrive at meaningful conclusions and recommendations.

Senior Financial Analyst, Sales Finance

September 2008 – July 2009

• Interfaced with sales and finance management to develop an effective quota methodology for two

product lines that accounted for $400+ million in annual revenue. Coordinated the roll out of quota

targets to the sales organization.

• Conducted sales compensation plan modeling and analytics including SPIFFs, sales commission

ROI analysis for the 250+ sales employees. Applied qualitative and quantitative factors and skills to

arrive at meaningful conclusions and recommendations.

• As the sales Auto Allowance program manager, spearheaded a multi-tiered project that required

working closely with cross-functional teams. Successfully implemented changes to the program that

resulted in bottom line profitability and had minimal impact to the sales field employees.

• Collaborated with Sales Operations on the sales performance awards program. Developed a

database that calculated the sales awards winners and performed routine sales awards reporting.

Bank of America (formerly LaSalle Bank) - Troy, MI

July 2004 – August 2008

Client Manager, Asset Based Lending

July 2007– August 2008

• Administered and serviced 12+ asset based credit facilities that individually ranged in size up to

$30 million and totaled $250+ million. Led a cross functional team consisting of legal counsel,

consultants, junior client managers, underwriters, and appraisers to properly address any deficiencies

in the credit facilities. Successfully cross-sold the banks products and services to existing

customers.

• Negotiated credit renewals and properly addressed credit loan facility amendments, loan

covenant defaults, and acquisitions and mergers.

• Captured negative trends in client performance by closely monitoring collateral position and

analyzing financial performance of the assigned credit facilities. Addressed any deficiencies and

initiated a swift response to protect the bank’s collateral and loan exposure.

Junior Client Manager, Asset Based Lending

April 2007 – June 2007

• Prepared Loan Committee Presentations (LCP’s) in conjunction with client managers by

conducting financial analysis, collateral analysis, and background research. Coordinated loan

documentation process and sarbanes oxley certification.

• Assisted senior client managers with special monitoring and analysis of troubled credits in their

loan portfolio. Led a cross functional team consisting of auditors, portfolio analysts, and collateral

analysts to properly evaluate portfolio risk. Reviewed audits and appraisals. Assisted with the cross-

selling of bank products and services to existing customers.

• Calculated loan covenant metrics (debt service, tangible net worth, capital expenditure, etc.).

Prepared and analyzed bank specific loan structure reports to determine client profitability.

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Auditor

September 2006 – March 2007

• Performed on-site engagements of existing commercial and asset-based borrowers to determine

adequacy of loan collateral and validity of accounting systems and records. Identified any areas of

potential exposure by testing collateral (AR, Inventory, etc.) and analyzing financial reports (P&L,

Balance Sheet) for validity and accuracy.

• Documented results of the engagement through clear and concise audit reports that highlighted areas

of exposure and made comprehensive recommendations when necessary.

Portfolio Analyst, Asset Based Lending

September 2005 – August 2006

• Conducted new client orientation. Performed risk analysis for each borrower by conducting in-depth

collateral trend analysis of dilution, turnover, sales volume, cash collections, customer concentration

changes, and other pertinent collateral changes.

• Mentored and trained Collateral Analysts on applications, policies, and processes.

Collateral Analyst, Asset Based Lending

July 2004 – August 2005

• Monitored and processed all collateral and financial information used to support asset based

loan facilities.

• Reconciled daily postings of collateral increases and decreases and performed computation of

ineligible receivables and inventory as required. Prepared month end trend analysis summaries and

reconciliations of loan and collateral.

NorthStar Institute(formerly CLC, Inc) – Madison Heights, MI

October 1999 – February 2002

Financial Services Manager

February 2001 – February 2002

• Managed a team of financial services advisors. Oversaw financial aid processing, reporting,

and disbursement of federal and state financial aid.

• Implemented financial assistance programs for students who did not qualify for federal

assistance.

Assistant Finance Manager

May 2000 – January 2001

• Managed the business office staff and distribution of workload.

• Maintained accounts receivables trial balance as well as instituted a new plan for collection of

delinquent accounts that reduced past due accounts by 25%. Reviewed delinquent accounts for

possible write-offs.

• Maintained and balanced accounts payable.

Financial Services Advisor

October 1999 – April 2000

• Advised students and parents on all financial aid matters

• Conducted verification of student financial aid loan applications in accordance with federal

accreditation regulations.

EDUCATION

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University Of Michigan - Bachelor of Science in Economics & Biology

Oakland University - Coursework: financial and cost accounting

COMPUTER SOFTWARE KNOWLEDGE

Business Objects, Spotfire, Essbase, Cognos, GFS, SAP, Clarity, Windows & Microsoft Office 2010

AWARDS AND RECOGNITION

Medtronic Spinal & Biologics – Infinity Award – given to Sales Compensation Finance Team for long-term

improvements to operation excellence and reducing overall costs and improving customer satisfaction.

Recognized in 2010.

LaSalle Bank – The Key Link Award – for excellence as the key link in the operational risk management

process. Received in 2005.

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