Sales Management

Click here for Resume in Microsoft Word

RICHARD F. GOLDHOFF

925-***-**** ****@********.***

Global Sales Operations - Business Operations - Program Management

Delivers high value business and technology solutions in high pressure, extreme quality,

and high growth multi-national situations.

Expert at applying technology to business critical needs via a rare blend of leadership,

operations, sales, technology, and finance skills.

Builds, develops and manages standardized, optimized, cross-functional processes and

information management.

Extremely adept at developing new programs and implementing operational plans, processes

and systems.

Key Strengths

Sales Operations / Sales Support

Program and Project Management (PMO)

CRM - Salesforce.com (SFDC) and Siebel

Quote-to-Cash Operations

Post-Merger Integrations

Performance Management

Automating and Optimizing Key Processes

Strategic Business Planning

MBA

Strong People Leadership Skills

Career Experience & Performance Highlights

SmartVenturesLP

Castro Valley, CA and Plano, TX

Sales Strategy and Salesforce.com (SFDC) Advisor (Aug 2011 - Present)

Sales Strategy, Sales Alignment, Sales Compensation and Quota, Sales Efficiency and

Effectiveness.

Salesforce.com (SFDC) global program management, strategy, implementation, roll-out

including user adoption and training, partner implementation, lead tracking and

assignment, configuration and quoting, pricebooks, roles, territory alignment, process

mapping.

Sales compensation strategy and program development.

MobileCast Media

San Mateo, CA

Strategy and Process Consultant (Feb 2011 - Aug 2011)

Consulted on current mobile app projects, developing long-term lifecycle development

process for continued success.

Consulted on company direction and strategy in mobile app and podcast services to large

and medium sized enterprises.

NetApp Corporation

Sunnyvale, CA

Senior Director Global Sales Support Operations (2009 - 2010)

Managed global operating teams (50+ people) performing Sales support, configuration,

quoting, pricing and order management functions.

Re-formulated silo-ed teams into a global organization instilling teamwork, best

practices, support, communication, backup and training.

Managed the smoothest Sales and Operations global fiscal year end in the history of the

company, processing the highest volume of revenue and orders with the least number of

incidences.

Developed and implemented a global Deal Management workflow system, which included real-

time deal status, escalation management, audit trail and document repository.

Standardized Service Level Agreemements (SLA), roles/responsibilities, process framework,

support model and metrics.

Core council member of company-wide transformational initiative to renew all quote-to-

cash processes and systems.

Hewlett Packard Corporation

Cupertino, CA

HP Software - Director WW Sales Operations and Program Management Office (2007 - 2009)

Implemented and managed the HPSW Global PMO, which included the most crucial business

process improvement programs. FY08 Quick Wins programs totaling $5 million cost, resulting

in $25 million benefit. FY09 programs totaling $13 million cost and $129 million benefit.

Implemented Lean Sigma as the standard methodology for managing projects. This

responsibility included owning and managing the IT Plan of Record (IT POR) for HP

Software.

Developed and implemented a standardized sales forecasting process and tool to all global

regions, resulting in forecast accuracy increasing from mid-70% to over 90%.

Created, built and rolled out a global Deal Management workflow system, which included

real-time deal status, escalation management, audit trail and document repository ($1B+ in

annual revenue deals managed).

Managed the post-merger integration of acquired company's Sales and Sales Operations

people, processes, policies, systems and information. Acquired companies include Opsware,

SPI Dynamics, Tower Software, and EDS. Managed Salesforce.com (SFDC) systems during

integration period.

SUN MICROSYSTEMS, INC.

Menlo Park, CA

Director, Global Business Systems Sun Microsystems Global Financial Services (2003 -

2006)

Built, implemented and managed a global Lease Management System deployed across all

regions, covering a pipeline of 500+ in-process contracts with total potential value of

over $100 Million.

Implemented and managed a global Asset Management System for both internal management of

assets and external customer management of leasing contracts and underlying assets. The

system holds 3+ years of contract information, representing a portfolio of over $1

Billion, and contributed an incremental $25+ million in new sales.

Created and managed production rollout of a global automated lease quoting system, which

included a monthly payment price quotes for all configuration available in 50+ countries

with associated languages and currencies.

Built and managed all reporting systems and processes for the division, including

capabilities for financial reporting, accounting reporting, performance reporting,

Sarbanes-Oxley reporting, and regulatory reporting.

Drove the Financial Services global forecast, consolidation and reporting process.

COMMERCE ONE CORPORATION

Pleasanton, CA

Director of Customer Program Management (2001 - 2002)

Spearheaded the company s first customer beta-testing program for all product lines. This

improved rollout efficiency by 33% and reduced critical software bugs to nearly zero

before general release.

Built customer alliances with the top 20 customers for evaluation, testing and feedback

for all products.

Achieved vastly improved customer confidence in our products producing faster upgrade

rate and increased revenue.

ZOHO CORPORATION (eMarketplace for hotel industry)

Sunnyvale, CA

Director of Global Operations (2000 - 2001)

Organized, registered and setup the company in London and Brussels, including the

development of the business plan, revenue model, expense model, capital structure, cash

flow requirements, organizational design and hiring plan.

Led US-based product development team which internationalized the software system.

Built alliances with vendors and suppliers of goods, as well as multi-level strategic

partnerships with customers.

FEDEX CORPORATION

Memphis, TN

Managing Director, Sales Technology (1998 - 2000)

Built and managed the corporate, web-based Sales Force Automation (CRM) system.

Managed both technical and business planning staffs, totaling 80 employees.

Brought sales applications to production and rollout via PC/laptop, Web and PDA to the

entire mobile sales force.

Directed all systems for Sales Planning, Sales Performance Reporting, and Sales

Compensation.

FEDEX CORPORATION

Brussels, Belgium

Managing Director, Customer Technology Europe, Middle East and Africa (1996 - 1998)

Led professional services team for implementing system integrations of logistics

operations in 30+ major acocunts.

Developed and managed Software Engineering, Product Marketing, Project Management,

Technical Support and Professional Service staffs, totaling 78 employees in 13 countries.

Launched FedEx interNetShip in over 10 countries including local language interfaces.

Grew the base of connected customers from 1,800 to over 5,000 by expanding coverage and

adding new products.

Increased automated package volume from 8% to over 42%, representing $200 million annual

revenue.

FEDEX CORPORATIONInternational Manager, Customer Automation (1993 - 1996) Brussels, Belgium

Regional Manager, Customer Automation (1990 - 1993)

Chicago, IL

Financial Analyst and Senior Financial Analyst, Sales (1987-1990)

Chicago, IL

Education

Master of Business Administration (MBA), University of Texas at Austin

BS Chemical Engineering with Honors, University of Texas at Austin

Updated 09 Jan 2012

Click here for Resume in Microsoft Word

BACK

Contact this candidate