Sales Management
Resume:
Dana Amelia Fota
***********@*****.***
Knoxville TN 37922
Professional Experience
Aug ‘09 – March ‘10, Loudon TN
IMCO Maremont
Business Analyst and Scheduler
• Improve Manufacturing scheduling operations
• Manage inventory levels
• Develop sales reports
Jun ‘04 – July ‘09, Knoxville TN
Jewelry Television
Jun ‘04 present Research and Modeling Analyst
• Develop forecasts and plans for the CEO and CFO
• Manage inventory levels
• Develop research studies for the Owners and Senior Management
• Developed Oracle data architecture and wrote the corresponding sql code for Jewelry Television
• Work with Finance people, Buyers, Show Planners to improve profitability and reduce costs
• Work with the CIO and the Business Development people to correctly choose IS packages, software, hardware, to
improve profitability and reduce costs
• Work with the COO to reduce the cost of operations
• Perform complex and in depth analyses, construct computer based models, and develop decision support systems
covering a wide range of operational areas including product performance, sales efficiency, customer profiling, and
program distribution
• Write computer code and utilize internet based display tools to perform analyses on large sets of data and to display the
results in a user friendly manner
• Provide a wide array of time sensitive analyses
• Work with the CIO for transferring the Call Center data from Symposium to Oracle
• Work with the operations people on optimizing shipping costs and operations, as well as call center operations
• Compile, interpret and present results
• Work with appropriate personnel to understand the decision support needs of key functional areas
• Develop, test, validate, document and implement decision support systems
• Train users on systems developed
• Participate in BI proofs of concept, test commercial information systems packages
• Develop simulation and optimization models
• Design information system projects and collaborate with the appropriate personnel for improving the quality of data
Mar ‘04 Aug ‘04, Maryville TN
Simulation Dynamics
Intern Research Analyst
• Researched inventory management, warehouse location, supply chain simulation and optimization
• Helped implement optimization into simulation
‘03 – ‘04, Knoxville TN
The University of Tennessee, College of Business
Graduate Teaching Assistant with Dr. Peggy Gilbert
• Assisted in teaching BA 101 Basic Business Applications (Excel, Access, Word, PowerPoint)
‘99 – ‘03, Bucharest Romania
Orange– Sales Support Department
Orange is the largest mobile telecommunication provider in Europe.
Financial Operations Administrator
• Used financial and statistical methods to support Indirect Sales and Indirect Procurement people in their financial
activities
• Managed contracts with special terms
• Participated in the process of ISO 2000 quality standards implementation
Education
Aug ‘03 – May ’05, Knoxville TN
The University of Tennessee Department of Statistics, Operations and Management Science
MS in Management Science
http://bus.utk.edu/soms_dev/
‘93 – ‘98, Bucharest Romania
Academy of Economic Studies
BS in Finance, Insurance, Banking and Stock Exchange
Major: Finance
Training
Micro Strategy specialists
Micro Strategy
Arcplan Dynasite specialists
Arcplan Dynasite
Accelerated Learning
Oracle 10G PL/SQL
Jewelry Television specialists
7 Habits of Highly Effective People
SAS Specialists
SAS JMP
Crown Agents, UK
Project Management
Orange Romania specialists
Microsoft Access
Oracle Applications Order Entry, Accounts Orange Romania consultants
Receivable, Customer Management
Orange Romania specialists
Essential features of products and services
Settlement Methods swift IBM Romania consultants
Chase Manhattan Bank
Payment characteristics
Computer Proficiency
• Microsoft Office (Excel, Access, Word, PowerPoint, Microsoft Project, Visio), PL / SQL, Oracle Applications (Order Entry,
Accounts Receivable, Customer Management), Crystal Reports, JDEdwards, Macromedia Coldfusion, MicroStrategy,
Extend, Excel VBA, Lindo, AMPL, Adobe In Design, Java Script
Honors and Awards
• Graduate Assistantship, The University of Tennessee, Knoxville
• Merit based Scholarship, Academy of Economic Studies, Bucharest
Research Interests
• Operations Management (inventory management, supply chain modeling)
• Financial Modeling
• Optimization and Simulation
Professional Memberships
Member of INFORMS (Institute for Operations Research and the Management Sciences) infors.org
Languages
English, Romanian and French
Projects
Forecasts and plans
I have developed cost, revenue, profit forecasts as well as inventory, merchandising plans for the CEO and CFO. For
forecasting I used a combination of moving averages and exponential smoothing. For costs forecasts I started off of 3 year
daily cost numbers (time series) and computed a 3 week rolling seasonality index for each day. The daily forecasts are
computed based on past 3 week results seasonally adjusted. I applied regression analysis to these results. My regression
takes into consideration as indirect factors: customer trends, economical expectations, quantity and quality of products in
inventory.
I have compared my results obtained with the method I developed with forecasts that are generated directly thru
commercial packages (like Excel Crystal Ball). I found my method to be more accurate.
My forecasts are in 6 8% variation to actual.
Based on the forecasts and considering an acceptable level of stock to sales, I have developed inventory plans minimizing
inventory costs.
Vendor Evaluation
For vendor evaluation I have done a dynamic model. The model evaluates vendors based on: profit, cost, turn (how fast
their products sell), delivery cycle time, market penetration, time the invoices need to be paid, volumes, as compared with
vendors selling similar products. I met with the VP of Merchandising and the buyers and presented the results. Some of the
vendors were cut off, the buying habits related to some vendors were adjusted, contracts were renegotiated. In order to
generate the efficiency criteria I have done data mining using pl/sql on Oracle 10G, statistical methods for determining
correlation coefficients. As statistical packages I have used SAS JMP and Excel as well as an extensive suite of BI tools
MicroStrategy, Crystal Reports, Cognos.
For cost cutting I have developed simulation and optimization models. I worked closely with the vendors, negotiating
contracts and following up on contracts with special terms.
Cost Analysis
My optimization and simulation models have helped the company cut down on several cost components in proportion of
up to 35%. The cost components I worked on are: IT software and hardware, operations (shipping, holding, warehousing
costs), finance (cost of capital associated with inventory, G&A costs salaries, telecom, office supplies etc), buying and
selling (market pricing analysis), marketing (ROI on investments in campaigns), call center operations costs. In my
search for cost and profit optimality, I have used advanced statistical techniques such as neural networks, simulated
annealing, evolutionary algorithms.
The research studies have saved the company: in call center operation $5 mil, in finance costs $12 mil, in IT software
and hardware $ 5mil.
Buyer Insight
For the buyers I have done research studies to help them choose an optimal product and vendor mix. For more than 3
years, 80% of their activity is performed off of the research and analyses I did to support their efforts.
Operations Management
For the operations people I have done research studies to help choose an optimal vendor management approach for
minimizing operational costs. Extend was used as a simulation and optimization package. We cut down the operations
costs 1.5 mil.
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