Sales Manager

Steven J. Palm

619-***-****, **********@*****.***

www.linkedin.com/in/stevepalm1

PROFILE

Pricing Manager

Partners with Cross Functional Teams, Results Driven, Pace Setter, Change Agent, Financial Analysis

A resourceful and results-driven leader who is able to evaluate financial opportunities in an expedient manner, adapt

easily to change and align financial activities with strategic goals. A problem solver who is able to effectively partner

with managers across all disciplines to achieve business objectives. Extensive P&L expertise with the ability to

evaluate the profitability of various business opportunities. A highly organized and decisive leader with a proven

background of achievement.

• Skilled in partnering with sales to capture new business

• Experienced in pricing customer proposals and solutions

• Proficient in managing budgets and financial plans

• Expert in analyzing the profitability of business opportunities

• Able to lead cross-functional teams to make business decisions

• Experienced in supervising and mentoring staff

• Capable of negotiating price and payment terms

• Effective in addressing customer satisfaction issues

EXPERIENCE

Motorola, Inc.

Fortune 500 leading international electronic communications pioneer; designs and manufactures cellular phones,

radios, communications products. Split in two in 2011: Motorola Solutions; Motorola Mobility.

Motorola Solutions, Inc., Public Safety Applications Group, San Diego, CA, 2006-2012

$8-billion worldwide provider dominant in Telecommunications. 23,000 global employees. Public Safety Group was a

self-contained unit specializing in application software for CAD, Mobile and Records Systems for cities, counties, state

agencies and the federal government.

Pricing & Profitability Manager – “Public Safety Applications Group” (position eliminated August, 2012)

Reported to the VP Distribution. Drove pricing and profitability for a business with annual revenues of $55 million.

Also, directed all operations for the Proposal Center. Managed 4 Proposal Managers and a Pricing Specialist.

Evaluated proposal profitability; responded to RFPs. Collaborated with sales Account Managers to improve pricing

strategies for customer solutions. Partnered with Product Management to implement optimum pricing and provided

technical cost estimating. Made final pricing decisions on grassroots proposals and had authority to sign contracts.

• Partnered with Sales to develop bid and price strategies for customer solutions; Result: Captured 32 major

contracts totaling $48 million in a 2-year period.

• Implemented a new system using Salesforce.com to monitor status of customer proposals; Result: Enhanced

control of outstanding proposals while simultaneously increasing customer interface.

• Analyzed the profitability and cost figures of a bid for Palm Beach County, Florida, for a CAD and Records

System; Result: Won a $14-million competitive bid.

• Delivered 30 responses to competitive proposals in the $1-million to $30-million range while completing

350+ proposals under $1 million in one year.

Motorola, Inc., San Diego, CA, 1995-2006

Western Region Controller, January 2005-December 2006

Reported to the Division Director of Finance. Supervised 3 Finance Managers and 10 Credit Analysts. Worked

alongside Sales and Contract Managers to execute customer contracts and to analyze contract profitability. Managed

financial reporting activities and implemented new policies and procedures. Managed the commission process for the

sales team. Ensured customer orders were logged; worked with A/P and managed $30 million in A/R. Provided

technical cost estimates worked with warranty and overhead rates and had exposure to financial cost outlooks.

• Promoted to support the Director of Finance who was tasked with the consolidation of 3 US divisions into

one; Result: Consolidation successfully completed on schedule.

• Partnered with Senior Sales VP to manage a 24-state, $540-million Sales Plan and a $28-million Budget;

Result: Achieved Sales Plan and met budget goal.

• Following the consolidation hired and trained a new finance team; Result: Successfully partnered with Sales

to achieve budget, revenue and profitability goals.

• Authored new Credit and Collection Process; developed an incentive program for the credit team; Result:

Division achieved a receivable turnover of 1.9 weeks over an 18-month period.

• Worked with a task force to improve the Order Processing Cycle; Result: Reduced the cycle time for

booking orders by 25%, which in turn accelerated company revenues.

• Implemented two new financial systems and reviewed them for compliance with Sarbanes Oxley.

Senior Operations Controller, Western Division 1995-2004

Reported to the Division Director of Finance. Internally recruited to coordinate $25-million receivable balance and a

$24-million budget plan. Assisted two VPs of Sales with a $400-million Annual Sales Plan. Negotiated payment

terms on multimillion-dollar contracts and played an integral role in annual budget process. Directed monthly

receivable reviews with Sales. Managed credit and collection policies and worked with customer financing

organization to develop financing programs. Monitored expenses and budget performance, and approved all capital

expenditures. Managed the customer return process and performed financial analysis using NPV and IRR.

• Managed the billing process for a $50-million contract with the State of Arkansas for the purchase of a state-

wide radio communications system; Result: Yielded an A/R turnover of less than one week.

• Routinely traveled to company HQ to perform A/R reviews; Result: Resolved receivable problems.

• Worked closely with Division Quality and Customer Satisfaction Manager; Result: Resolved customer

satisfaction issues that were identified in receivable reviews.

• Selected as the Training Manager for the Company’s “Ethics Training Course;” Result: Trained 300 plus

employees.

• Designed and implemented innovative programs to reduce distribution costs; Result: Enabled the sales teams

to achieve their budget goals for 4 consecutive years.

• Instituted a self-audit program; implemented enhancements to internal controls; Result: Enabled the Division

to achieve a grade of “Excellent” on Audit Report from Corporate Internal Audit Department.

Controller for Pacific Area, Japan Pacific Division, 1992-1994

Internal Control Manager, Distribution Group, 1988-1992

Internal Audit Manager, Corporate Offices, 1982-1988

Ernst & Whinney (Ernst & Young), Chicago, IL 1980-1982

Big 8 public accounting firm.

Advanced Staff Accountant

• Worked as a CPA and completed audits of private and publicly-held companies.

• Passed CPA exam on first sitting.

EDUCATION / TRAINING / MEMBERSHIPS

University of Illinois, Urbana-Champaign, Illinois

• Master of Accounting Science

• Bachelor of Science in Accounting

Certified Public Accountant – Registered in the State of Illinois

Chartered Global Management Accountant and Adjunct Faculty Member for National University

Member, American Institute of Certified Public Accountants (AICPA) and CTEC Preparer

Digital Six Sigma Training and Sarbanes Oxley Training

Proficient in Microsoft Office – Access, Excel, Outlook, PowerPoint and Word

Experience with Oracle-Hyperion, QuickBooks and SalesForce.com

Contact this candidate