ADAM R. PAGANO
**** *********** ****** • SKIPPACK, PA 19473
MOBILE 267-***-**** • EMAIL ****.******@*****.***
EXPERIENCE
Director of Sales & Operations Finance, Voya Financial, Inc., West Chester, PA August 2015 – present
Lead the Sales & Operations forecast and planning process, develop models for multiple operating segments totaling $3B in annual sales, and partner with Sales, Product, and Operational leaders to ensure accuracy and gain alignment
Create and maintain KPI dashboards partnering with Sales and Operational leadership to set targets that ensure achievement of financial goals
Develop Sales coverage and compensation models to align Sales territories and targets with business unit objectives - facilitated the integration of two Sales organizations driving $10M in cost savings
Partner with Actuary, Pricing, and Sales teams to ensure accuracy of volume and expense assumptions built into product pricing IRR models – in the process identified compensation error saving over $3M annually
Partner with IT and business segment leaders to develop automated data marts to drive greater efficiency, accuracy, and standardization in Sales and Operational reporting across the organization
Perform in depth analysis of business results and present recommendations for revenue and margin improvements in Business Unit Performance Dialogue
Director of Sales Operations, Knoll, Inc., East Greenville, PA February 2015 – August 2015
Created and maintained statistical Sales forecast model for $800M operating segment utilizing CRM (SalesForce.com) pipeline data and partnering with Sales leaders to ensure accuracy and accountability
Built and maintained automated sales and expense reporting process including executive dashboards and drill down variance analysis, presented actionable findings in monthly executive business reviews
Developed geographic market share model to drive enhanced go-to-market strategy and plan targeted geographic expansion initiatives in partnership with Sales and Marketing leaders
Drove continuous improvement of CRM (SalesForce.com) utilization, data, and reporting - successfully integrated the customer quotation process and implemented lead generation tools to drive accelerated growth through new customer acquisition
Director of Sales Operations, Dorman Products, Inc., Colmar, PA March 2011 – February 2015
Led the P&L forecast and monthly review process for multiple operating segments totaling $1B in annual sales partnering with division Sales leaders to drive consensus and develop executive summary of key business drivers and trends
Managed US pricing & rebate structure, providing analytical support for negotiation of annual contracts and ensured achievement of revenue and profitability goals
Developed automated customer loyalty program driving over $150 Million in new product sales, provided training and program support to Sales team
Built and trained Sales team on tactical sales tools which identified cross-sell and up-sell opportunities at the customer, product line, and SKU levels
Created SQL Server database to facilitate opportunity data mining and historical pricing and margin analysis
Manager of Sales Analysis, Dorman Products, Inc., Colmar, PA March 2010 – March 2011
Developed automated performance and profitability reporting at the product and customer levels including executive summary calling out top drivers, risks, and opportunities
Created competitive analysis tools for the Sales team highlighting ROI and technical product advantages integrated into formal customer presentations - drove $25M in incremental sales
Provided analytical support to re-align US Sales territories and bring several externally supported regions in house to drive increased performance and maximize profitable growth
Analyzed and managed customer pricing and rebate structures providing recommendations to increase retention and accelerate growth while improving gross margins
Sr. Financial Analyst FP&A, Dun & Bradstreet, Inc., Short Hills, NJ December 2007 – March 2010
Developed revenue model for $650M business segment which analyzed historical trends and forecasted new customer acquisition, retention, cross-sell, and up-sell by Sales channel and product line
Leveraged CRM (SalesForce.com) pipeline data to forecast Sales and set targets by customer and product line to drive achievement of business unit objectives
Analyzed performance vs. Plan and Latest Estimates by channel and product line providing recommendations for improvement
Created and updated Management Discussion & Analysis and Investor Relations materials providing analysis of key business trends
Sr. Marketing Analyst FP&A, Caesars Entertainment Corp., Atlantic City, NJ June 2006 – December 2007
Developed revenue build model based on historical performance trends to help senior Marketing leaders plan future event and promotion calendars and achieve monthly revenue targets
Created automated post-event/promotion analyses, including customer demographic and behavior segmentation, providing recommendations to test/control and maximize ROI
Built strategic financial and operational business models, identified optimal levels of product and labor mix
Trained analysts and developed procedures for all key marketing and financial analyses
Sr. Sales Analyst, John Hardy, New York, NY September 2005 – June 2006
Planned, forecasted, and analyzed US sales by region and product line providing insight to senior leaders
Created territory Sales budgets and performed variance analysis highlighting actionable items
Performed retail sell-through and inventory analysis which facilitated the production planning process
Researched ERP system replacements and coordinated executive demonstrations with external vendors
Sales Analyst, Becton Dickinson & Co., Franklin Lakes, NJ April 2002-September 2005
Forecasted US sales by region and product line for $500 Million annual sales division
Created detailed coverage model to facilitate territory realignment and sales objective setting
SAP Super User: provided end user training and certification on system functionality and data governance
Six Sigma Greenbelt: team lead on cross-functional Shelf Life Scrap Reduction project
EDUCATION
Villanova School of Business, Villanova, PA September 2010 – May 2014
Masters of Business Administration in Finance
Johns Hopkins University, Baltimore, MD September 1997 – May 2001
Bachelor of Arts in Economics
Johns Hopkins Football - NCAA Division III (1997-01)
COMPUTER SKILLS
MS Excel, Visual Basic, MS Access, SalesForce.com, SQL, SQL Server, Tableau, SAP & SAP BW (Super User), Cognos, TM1, Business Objects, Live Office, Microsoft Dynamics, Hyperion, Oracle, Essbase, MS PowerPoint, MS Word, MS Visio, MS Outlook