Sales Project Manager

Mitchell Hopson

317-***-**** . *******@*******.***

SUMMARY OF QUALIFICATIONS

Experienced financial professional with a successful record of leading

strategic planning, price modeling, financial forecasting, business

development, process improvement and international expansion initiatives

that have directly led to increased revenues and/or decreased expenses.

Progressive supervisory responsibilities for direct reports and project

team objectives. Solid working knowledge of budgets and accounting

principles. Proficient in developing dynamic financial models. Results

driven, analytical individual with strong project management,

communication, critical thinking, problem solving, time management and team

building skills.

PROFESSIONAL EXPERIENCE

GlobalLogic, Inc., McLean, Virginia

01/09 - Present

Director of Financial Planning & Analysis and Sales Operations

. Manage the FP&A and Sales Operations groups for a global software product

R&D and advisory services firm

. Lead annual business plan, monthly financial forecast and weekly

operational metrics reporting processes

. Provide senior management with ongoing analysis comparing financial

performance, business risks & opportunities and industry trends to

corporate objectives using financial analytical tools, reports and

metrics

. Support the global sales organization by developing strategic pricing

models, reviewing client contracts, managing commission awards,

standardizing reports & metrics and performing revenue & expense analysis

. Head new client approval process that analyzes & evaluates firms'

financial positions and credit exposures

. Prepare quarterly profitability comparisons, revenue & resource analysis

and industry metrics for BoD meetings

. Provide technical & strategic support, develop & recommend solutions and

present options for special projects

Key Accomplishments:

. Successfully reengineered the budgeting & forecasting processes to

increase report standardization, reduced consolidation cycle times and

enhanced trend analysis on revenue, gross margin, SG&A and headcount

. Established the Sales Operations' revenue reporting process, productivity

metrics and quota planning analysis that have led to increased revenues,

decreased COS and improved communication between Sales & Finance

. Developed comprehensive market analysis and pricing models to determine

potential revenue and profitability of new business and strategic account

expansion opportunities at the business unit and geography levels

. Effectively developed and presented comprehensive business cases that

analyze the financial & operational implications of pursuing new internal

initiatives, external vendors and M&A opportunities to senior management

. Improved the strategic revenue backlog and pipeline projections process

to increase accuracy and predictability

. Developed financial control policies and procedures to improve

organizational accountability and productivity

. Increased the number of FP&A and Sales Operations resources and enhanced

departmental expertise

Deloitte Consulting LLP, McLean, Virginia

08/07 - 12/08

Senior Consultant

. Managed engagement deliverables, project team productivity and day-to-day

client relationships & interactions

. Provided subject matter expertise based on prior experiences in budgeting

& forecasting, business process analysis, performance management, cost

reduction, business development and industry benchmarking

. Analyzed clients' core business expertise & challenges against current

process gaps & limitations to effectively develop and execute project

work plans, client interviews, quality deliverables and final

recommendations

. Developed processes for clients to effectively comply with DAR, FAR and

SOX regulations

Key Accomplishments:

. Managed projects in Bio-tech & Life Sciences, Financial Services,

IT/Software and US Government sectors

. Project manager for a major cost reduction initiative to systematically

reduce costs by 40% over a 3 year period

. Developed strategic planning process, analytics models and

recommendations roadmap for client to achieve a marked reduction in cycle

time 15%, increase in process accuracy 5% and reduction in process costs

$30K

. Conducted profitability analysis on client's key product & service

offerings, project results improved rates 20%

. Developed a comprehensive business case analyzing client's strategic M&A

targets, estimated value $250M

. Led financial forecasting analysis and benchmarking project that

successfully identified process improvement opportunities such as 15

month rolling forecast, scenario planning and cost driver analysis for

the client

Mitchell Hopson *******@*******.***

Page 2

The Aspen Institute, Washington, DC

09/06 - 12/06

Nonprofit Sector and Philanthropy Programs - William Randolph Hearst

Research Fellow

Key Accomplishments:

. Developed analysis on business & regulatory challenges confronting hybrid

for-profit/nonprofit organizations

. Conducted strategy forum to unite key players in hybrid for-

profit/nonprofit community to share best practices

. Developed project analysis and distributed research findings to donor

community and key stakeholders

Eli Lilly and Company, Indianapolis, Indiana

04/00 - 08/05

Senior Financial Analyst

. Led the financial planning, forecasting and reporting activities for a

U.S. based $1.0B business unit

. Performed financial & analytical reviews with an emphasis on monitoring

strategic objectives & value creation

. Managed, analyzed and presented business unit's financial statements &

dashboard, operational metrics, business risks & opportunities and

resource allocations to leadership team during Monthly Strategic Meetings

. Managed revenue & expense forecasts and reporting guidelines for

strategic JV/alliance relationships

. Supervised junior staff members responsible for monthly financial close

and analysis processes

Key Accomplishments:

. Successfully achieved financial forecasting and reporting targets for

three years by providing business units with in-depth and timely

financial analysis that focused on each sections' key business drivers

and metrics

. Improved business unit's financial results and reports by implementing a

standardized process & schedule for month-end close & consolidation

activities, accounting & accrual entries and expense & resource

allocations

. Led cross functional team that reengineered annual business plans process

by reducing cycle time by one month, redesigned financial templates,

improved budget & allocation models and providing training sessions

. Developed market analysis and internal resource requirements in the areas

of pricing, sales, marketing and medical support to successfully

transition pre-launched compounds to post-launched commercial products

. Developed and presented strategic JV/alliance business case results and

recommendations to management

Asian Operations Financial Analyst

. Performed financial planning, forecasting and reporting responsibilities

and activities for international affiliates

. Published financial analysis and provided recommendations to Asian

Operations management team

Key Accomplishments:

. Surpassed profitability targets by developing effective financial &

headcount metrics at the affiliate level

. Created and presented financial results and operational trends to

regional & affiliate management teams

. Developed financial models, analysis and decision support materials to

Asian Operations management team

. Provided on-site business plan training and materials for international

affiliates' finance & management teams

PT Pfizer Indonesia Tbk, Jakarta, Indonesia

05/98 - 05/99

Finance Associate

Key Accomplishments:

. Conducted a major competitor intelligence campaign that benchmarked

leading industry sales & marketing capabilities and strategies in the

domestic market by surveying more than 1,000 nationwide stakeholders

. Developed strategic recommendations to optimize product pricing strategy

and reduce sales & marketing costs

Shanghai Institute of Foreign Trade (SIFT), Shanghai, China

08/96 - 08/97

Associate Foreign Professor

Key Accomplishments:

. Taught Strategic Management, Salesmanship and Business English courses to

200+ college level students

. Developed the Business Case Competition Club for Economic, Business and

International Trade students

PROFESSIONAL SKILLS

Microsoft Office Suite, SAP, Oracle, Hyperion, PeopleSoft and

Salesforce.com

Conversational Mandarin Chinese

EDUCATION

MS - International Affairs; Georgetown University, Washington, DC

2008

MBA - Finance; Florida A&M University, Tallahassee, FL

1999

BS - Business Administration; Florida A&M University, Tallahassee, FL

1996[pic]

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