Sales Management

Robert J. Musgraves

***** ***** **. *** *, Del Mar, CA 92014

404-***-**** ? ****************@*****.***

Summary of Qualifications

. Skilled professional with a diverse background in accounting, finance,

sales and operations support, information systems and strategic

planning

. Strong track record of process development and problem solving

. Excellent communicator that performs well in a fast paced, team

environment

. Ability to interact with all levels of management and cross functional

associates

Proven Areas of Expertise

. Financial Planning, Reporting & Analysis

. Financial & Operating Modeling

. Management & SEC Reporting

. SOX Compliance & Process Documentation

. Contract Management & Negotiations

. Project Management

. System Implementations

. Data Mining & Ad Hoc Analysis

. Database Development

. Sales & Operations Planning and Support

. Compensation Plan Development & Mgmt

. Marketing & Competitive Analysis

Software Expertise

. MS Excel

. MS Access

. MS PowerPoint

. MS Word

. Visual Basic Programming

. SAP

. COGNOS Reporting

. Business Objects

. Oracle Crystal Ball

Professional Experience

ResMed Corporation San Diego, CA July 2010 -

February 2011

Manager - Sales Pricing and Analysis

. Manage a professional staff of two Pricing Specialists responsible for

the administration, execution and compliance of pricing and

promotional activities.

. Perform profitability analysis on sales promotions and steward results

to Sales Management.

. Perform pricing analysis in the support of new product introductions.

. Act as the primary contact for Oracle Consulting in the enhancement of

Financial Reporting and the implementation of the ResMed Online Store.

. Perform ad hoc financial analysis at the request of Sales Management

The Coca-Cola Company March 2001 -

June 2010

Senior Strategic Analyst - Coca-Cola North America Retail Sales

Atlanta, GA February 2008 - June 2010

. Strategic development and implementation of Incidence Based Pricing

program resulting in participation of the top six bottling partners in

the US market, accounting for 92% of US volume sales

- Interacted with Coke Legal for contract development

- Developed presentation materials and prepared historical

financial analysis in order to support negotiations with

business partners.

. Developed training materials and scenario modeling in order to educate

internal stake holders on Incidence Pricing.

. Developed and implemented reporting routines in order to steward

program information back to senior management.

. Worked with internal and external auditors to ensure proper controls

are in place.

. Subject matter expert for the implementation of Incidence Pricing

program in the Canadian market.

Financial Services Manager - Coca-Cola North America Headquarters

Atlanta, GA July 2005 - February 2008

. Led Business planning and forecasting processes for the North American

business unit with annual volume sales of 6 billion cases and

Operating Income of $2 billion which included

- Consolidating financial results for seven operating units within

North America

- Using clear and consistent communication of deadlines and

expectations to key financial personnel

- Preparing Dashboard Reports and Monthly Reporting Packages for

presentation to Senior Management

- Performing Brand Contribution Reporting and Market Share

Analysis

- Preparing quarterly and annual SEC reporting and press releases

. Led the business planning and forecasting work stream of the Coca-Cola

North America SAP implementation.

. Developed and implemented a reporting database used to create brand

level P&Ls as well as a parallel reporting tool during the SAP

implementation.

. Key contact to North America supply chain organization for demand

planning of product ingredients.

Principal Financial Analyst - Coca-Cola North America Foodservice Dallas,

TX March 2001 - July 2005

. Provided financial leadership to a Sales and Operations team of

thirty professionals supporting customers in the Central and Western

US.

. Led the business planning, forecasting, and reporting process for an

expense budget of $30 million and capital budget of $80 million.

. Performed financial and operational analysis for use in customer

contract negotiations.

. Performed ad hoc financial and operational analysis in order to

address management and customer concerns.

McAfee Dallas, TX March 1999 - March 2001

Senior Financial Analyst

. Performed day to day financial and operational support functions for

the North American inside sales team.

. Primary liaison between sales management and the finance organization

in the establishment of sales goals, revenue forecasting, and the

development of sales models and compensation plans.

. Participated in the development and implementation of sales rebate

programs for McAfee's channel sales partners.

. Developed forecasting models for use in three year revenue projections

and planning.

. Developed a sales reporting database for use in the calculation of

monthly and quarterly sales commissions. Managed a professional staff

of two in the reconciliation and payment of commissions for a sales

force of 150+ sales representatives and sales engineers.

Paging Network, Inc. Dallas, TX Sept 1998 -

March 1999

Senior Operations Analyst

. Developed and implemented policies and procedures in order to increase

the efficiency of financial and operational functions on regional and

corporate levels.

. Reviewed and evaluated the financial and operational functions of

regional offices located nationwide for efficiency and compliance with

company policies.

. Investigated and documented fraudulent activity.

Horizon Health Corporation Dallas, TX Jan 1996 - Sept

1998

Regional and Senior Accountant

. Performed the accounting functions for psychiatric and physical

rehabilitation units located in hospitals nationwide, including

quarterly and yearly GL close, preparation and analysis of financial

statements, monthly invoicing and collections, contract interpretation

and implementation, and SEC Reporting.

. Upon promotion, trained and managed a professional staff of two.

. Primary liaison with Chief Operating Officer and Regional Vice

President for day to day issues and special projects.

. Responsible for documenting the purchase, as well as the

capitalization and depreciation of all capital equipment

purchased by Horizon and all subsidiaries.

Education

Southeast Missouri State University Cape Girardeau, Missouri

BSBA - Accounting

December 1995

Executive MBA Candidate

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