Sales Manager

Elaine Fairs

Email: *********@********.***

Address: **** ******* ***

City: Auburn

State: CA

Zip: 95603

Country: USA

Phone: 916-***-****

Skill Level: Management

Salary Range: $130,000

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

Elaine Fairs

1248 Vintage Way,

Auburn, CA 95603

Cell: 916-***-****

*********@********.***

Executive Summary

A proven and decisive high energy, results-oriented leader with keen intellect on complex sales operational issues, versatile and enthusiastic with a diverse international background and demonstrated ability to drive organization change, improve operational performance, and increase customer satisfaction while maximizing revenue and reducing costs. Proven leader with experience in region and global field operations, corporate and major account sales readiness, reporting and analytics, Sales Process and tools, enablement, sales training, global bid management process and tool design/deployment, order processing, sales strategy, marketing operations, renewal management, Total Customer Experience and M&A. Extensive experience managing global, cross-cultural program teams including off-shore resources.

Core Qualifications

Capable of inspiring individuals and teams to deliver exceptional results beyond expectations.

Customer centric approach to problem solving and program creation.

Effective coach, mentor and manager who produces results.

Proven ability to create a strategic vision level, and transition into tactical execution details.

Exceptional ability to interact with clients, delivery organizations and other leaders to provide superior, cost effective and efficient solutions to meet strategies and objectives.

Highly personable and able to work at all levels of the organization.

Very capable of leading cross functional teams to deliver complex, high profile/visible implementation projects and programs with tight deadlines A hands-on leader capable of managing all levels of budgets.

Subject Matter Expert with strong field sales experience and skills in global business operations; sales tool development; bid management processes; project & program management with innovative ideas and exceptional problem solver with a "get it done" attitude.

Highly regarded leader in the areas of Leadership; Performance Management,

Resource Management, Project & Program Management; Sales productivity and profitability.

Passion towards solving challenges with positive can do attitude.

Comfortable in a matrix reporting structure and managing through change.

Excellent interpersonal, communication and organizational skills.

Experience in :

Developing and building executive support for large scale, complex processes and programs; proven ability to influence stakeholder, project vision and execute on strategy.

Aligning key stakeholders in establishing new global functions and processes.

Translating customer requirements into viable programs/solutions.

Excel in defining and implementing policies, procedures and operational systems driven by business need that boost productivity, efficiency and quality of operations. Process oriented, results driven, accountable and trustworthy.

Managing multiple projects and leading teams in cross-functional, concerted efforts.

Resolution of issues affecting pursuit operational and readiness activities.

Defining and deploying new operational functions in a dynamic environment in support of sales team productivity and to work in a collaborative manner which is cross discipline, cross functional and global.

Working in a fast paced, deadline driven, customer centric environment.

Professional Experience

Global Consulting Sales Readiness Manager

February 2011- June 2012

Hewlett Packard - Roseville, California

Activities supported TS Consulting Sales growth of ~ 30% by increasing Sales Rep productivity by 3 hours per week per sales rep.

Reduced the amount of time a sales rep spent searching for information by developing a sales tool to bring together sales information into one place, provide sales guidance and structured to follow the sales process; thereby reducing the amount of time a sales rep spent searching for information by 5 hours per week per sales rep.

Increased new hire sales rep productivity by 6 months by leading the development of new hire sales onboarding program additional benefits of the program included reduced attrition rate and increased customer satisfaction.

Created 3 major sales productivity tools within a year - improving sales rep productivity: customer problem playbook; sales mapping tool; customer experience narrative.

Global Business Center Manager HP Networking

July 2007 to January 2011

Hewlett Packard - Roseville, California

Responsible for driving the global standardization of Field and Sales Operations across all geographies. Accountable for all core Sales Operations disciplines, including reporting/analytics, forecasting, business planning, CRM design/utilization, Global Accounts, global deal desks. Also provides guidance on strategic field development and productivity enablers and ensuring effective execution.

Managed a team of 15 people located in USA, Europe and Asia Pacific responsible for supporting the HP Networking sales force.

Led the development of a cross business sales initiative working with executive sales management in the Personal Systems Group to influence support of our strategic business need. The initiative enabled easy engagement in direct sales; increased our engagement with previously unavailable premier accounts purchasing directly from HP and increasing bottom line revenue. (~100M in FY09)

Led the development and deployment of a WW Sales Force Productivity Initiative charted with saving the ProCurve Networking BU $75M; across 4 key programs ranging from developing a sales new hire onboarding program; to analyzing Sales Rrepresentative time spent in the big deal pricing process.

Developed new sales onboarding methodology which realized an NPV of $16M over three years.

Redefined WW big deal pricing process - estimated NPV $7.4M.

Co-developed the roadmap of capabilities to enable ProCurve's Global Account Management program which resulted in saving 5000+ hours of SR time in FY09.

Client Engagement Manager

November 2005 to June 2007

Hewlett Packard - Roseville, California

Accountable for translating function prioritized needs into learning and development solutions that enable business growth, revenue and profit objectives.

In support of >1500 employees led development of strategic alignment of work to business priorities with VPs of 3 HP business units.

Created and executed against strategic development plans.

Managed annual budget planning process.

Led business transformation activities across sales, HR, supply chain.

Business Development Planning Manager WW Customer Support

January 2003 to January 2005

Hewlett Packard - Roseville, California

Responsible for providing global leadership that impacts business results for Hewlett Packard's installed base business.

Led development and execution of global cross functional marketing strategies and POR for global customers.

Global responsibility for sales readiness - processes, programs and tools that enable IB sales reps to sell effectively. Developed customer profile tool which supported sales growth of 30%.

Created contract assistance tool for sales which improved sales turnaround time by 5 hours a week; increased quality of responses and improved customer satisfaction.

Improved global sales collaboration and eliminated barriers inhibiting sales opportunities by creating and governing a global sales forum. Reduced time to respond from 48 hours to 8 hours.

Global Marketing and Operations Program Manager

January 2001 to January 2003

Hewlett Packard - Palo Alto, California

Designed and governed the use of the first Business Management system (using the balanced scorecard methodology) for an $8 billion dollar business unit.

Identified key business processes, including budgeting, planning; performance tracking and feedback analysis to support business critical projects. Recognized by EVP for efforts and contributions to business growth.

led implementation of first Marketing Skills Assessment program for WW marketing organization. Enabled targeted training development for marketing personnel in support of greater understanding of sales needs.

Director - HP Services Global and Enterprise Business Operations Strategic Planning and Design

January 1999 to January 2003

Hewlett Packard - Roseville, California

Increased global sales efficiency and deal management execution by developing globally consistent processes, tools and infrastructure and by providing expertise to execute global deals with maximum operational efficiency which in turn improved sales productivity and business unit profitability.

Key accomplishments include:

Defined and deployed Global Business Center business operations team - activities included profiling the roles and responsibilities for the 28 positions, and staffing the largest team in the group within a short 3 month time period.

Reduce bid cycle time; improved proposal quality; improved globally consistent tools and infrastructure. One major accomplishment was driving improvement in business decisions made by the bid desks.

Supported cross-functional sales teams to assemble and propose complex solutions for named corporate account customers.

Contributed to development of winning proposals in excess of >$100M over 5 year period

Identified and documented Global deal business process across the sales cycle which resulted in decreased proposal turnaround time from >5+ days to

Developed and deployed global programs and processes to support enterprise customer needs.

Created self-paced, web-based sales training program for HP sales representatives that became a core part of sales training which dramatically reduced sales rep calls to the sales development team, calculates country costs, and assess available technical resources by region and skill set, etc.

Successfully implemented Customer Performance Analysis reporting tool on time and under budget. Previous attempts to implement this reporting capability were unsuccessful.

Identified issues adversely affecting Total Customer Experience and developed programs and processes to address these issues. Published Plan of Record to track results in TCE improvement.

Developed and implemented Customer Profile tool which was a critical HP Enterprise Business initiative which resulted in improved ease of use; a consistent customer experience; efficient use of resources and more surgical application of marketing campaigns to improve success with upselling. This project resulted in significant additional HPTS revenues

Responsible for building marketing programs to increase growth for $8b installed base business.

Created and managed the Global Business Operations Council. The council offered governance to prioritize investments and action in support of global customers.

Education

Educated in the UK

Business Administration

Affiliations

Sales Enablement Leader Exchange

Sales Enablement and Transformation

Sales Productivity Management

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