Sales Manager
Resume:
Vincent M. Malvarosa, MBA
Yorktown Heights, NY 10598 www.linkedin.com/in/vmalvarosa
**********@*****.***
Innovative Finance & Sales Operations Professional
Accomplished leader with proven success in leveraging technology and data to provide business insights,
spotlight trends, and improve profitability. Broad experience including budgeting and forecasting, due diligence,
compensation and incentive planning, e-commerce, and product analysis. Trusted advisor to business leadership
with the ability to work and lead across functions, translate strategy into action, communicate clearly, and
facilitate change. Diverse industry background including consumer products, publishing, and payments
industry.
Professional Experience
MASTERCARD WORLDWIDE- Purchase, NY
2012
Payments industry leader at the cutting edge of technology.
Director- Global Sales Effectiveness
Reporting to the Vice President of Sales Effectiveness, developed strategy and framework for content integration from
product and marketing teams to global Salesforce.com application, as well as overall communication strategy and budget
management. Position eliminated due to restructuring.
• Established process for onboarding of non-sales teams to global Salesforce.com. Created intake process, engaged
department heads in needs assessment, and established a first mover program to prioritize licensing of 1,800 users.
• Assumed administrative responsibility for $8 million overhead budget. Streamlined reporting, and achieved $400
thousand in cost savings by revising accruals process.
• Appointed department liaison with customer delivery group to manage migration of processes to Salesforce.com
platform. Responsible for communication planning, resource allocation, and achieving mandated deadlines.
QSP- A DIVISION OF TIME, INC. - Stamford, CT 2000
– 2012
QSP is the largest for profit school fundraising organization in North America.
Time Inc. acquired QSP in August 2008 from The Reader’s Digest Association.
Director of Sales Strategy and Finance – (2010 – 2012)
Promoted to Director, and reporting to COO with dotted line to Vice President of Sales. Provided strategic and analytic
support to sales organization, focusing primarily on improvements in performance measurement, structural changes,
succession planning, and optimizing incentive spending.
• Led Salesforce.com implementation across North America. Developed reporting dashboards, supervised user acceptance
testing, communications, training, and successful deployment of over 250 users.
• Developed commission models for new independent sales force, and redesign of existing sales force compensation.
• Launched new account sales initiative which generated $3.6 million in revenue over two years.
• Created succession planning process to evaluate vacated territories, maintain account assignments, and assess sales
manager profitability.
• Collaborated with Competitive Strategy Manager on annual $2.5 million sales incentive programs. Reduced costs by
25% by standardizing payouts, eliminating under-performing programs, and increasing reporting frequency.
Associate Director of Finance – Canada – (2008 – 2010)
Reporting to CFO North America and President of Canada- Successfully migrated operations from Canada to
headquarters. Led weekly transition meetings, established operational timelines in advance of selling season, performed
due diligence on potential acquisitions, and led conversion from Essbase to PeopleSoft accounting systems.
• P&L responsibility for $30 million Canadian business, with oversight of inventory obsolescence, product mix
forecasting, fixed selling, and overhead costs.
• Advised marketing team on pricing strategy for previously unprofitable Gift and Food product line. Improved
margins led to $100 thousand in increased profits.
• Worked with Human Resources to rewrite compensation plan for Canadian sales force.
Vincent M. Malvarosa **********@*****.*** Page 2
Associate Director - Finance and Sales Reporting – (2005-2008)
Finance lead for largest product line; centralized all product and financial reporting across the organization. One direct
report with responsibility for weekly reporting package, ad hoc analysis, and budget support.
• Managed budget process for $150 million product line. Coordinated revenue assumptions between sales and
marketing, provided line item P&L analysis, sales channel impact, and ROI for new initiatives.
• Led the creation of a web based sales forecasting and reporting system used by 350 person sales force and senior
management to track performance, highlight trends, and identify risks.
• Supervised daily and weekly reporting for all product lines. Streamlined processes to spotlight trends earlier in
selling season, and standardized reporting metrics for all levels of management.
Business Manager - Sales Strategy and Reporting – (2001 – 2005)
Marketing Analyst – Publisher Relations – (2000 – 2001)
Three direct reports- Responsible for territory management, sales awards, analysis of specialty markets, and new hires.
• Managed $1 million direct marketing program. Accountable for vendor relationships, contract negotiations, final
approval of all marketing materials, and creating program requirements and guidelines.
• Developed models to assess direct marketing campaigns, new product testing, and alternative sales channels as
member of cross-functional business development and testing team.
• Analyzed the effectiveness of e-commerce business initiatives and their effects on traditional sales channels.
• Created performance metrics in support of Vice President of Operations to evaluate processes and service levels of
third party vendor; resulting in a 20% decrease in processing time at no additional cost.
READER’S DIGEST ASSOCIATION – Pleasantville, NY
1999
Largest General interest Magazine in the world
Senior Financial Analyst - Global Books and Home Entertainment
Prepared and analyzed overhead expense budget for $200 million division- with responsibility for expense and currency
analysis as associated with expatriate employees. Departed after promotion to Marketing Analyst with QSP.
• Redesigned corporate allocations process and analyzed effectiveness of cost savings programs; leading to more
accurately assigned costs across divisions.
PEARSON LEARNING - White Plains, NY
1998
Leading publisher of textbooks and educational materials worldwide
Senior Financial Analyst - Supplementary Publishing Division
Reporting to Unit CFO- assumed day to day responsibility for budgets, reporting, and quarterly forecasts for $65 million
division, including product revenue, operating expenses, and cost savings from integration of new acquisitions.
• Re-engineered month end close and reporting process. Reduced close by 3 days and expanded reporting to include
daily sales updates, channel tracking, inventory analysis, and latest forecast.
• Produced customer and channel dashboard to monitor performance of targeted initiatives.
ELIZABETH ARDEN - New York, NY 1992
- 1997
Prestige Global Cosmetics and Fragrances
Financial Analyst - North America Duty Free – (1995 – 1997)
Sales Analyst - Sales Operations Support - (1992 – 1995)
Responsible for sales and marketing budget for $22 million international business unit. Expanded reporting to include
sales and profitability by customer and brand, and quantified currency impact for Canadian border customers.
• Teamed with sales and marketing to develop forecasts for national incentive programs. Quantified impact of
promotional items on sales, and tracked variance to forecast and profitability of programs.
Education – Certifications – Software
MBA, New York University, Finance and Marketing New York, NY
BA, State University of New York at Albany, Economics, Albany, NY
Six Sigma Green Belt; Salesforce.com; PeopleSoft; Hyperion Essbase, Advanced Microsoft Office
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