ADAM R. PAGANO

**** *********** ****** • SKIPPACK, PA 19473

MOBILE 267-***-**** • EMAIL ac3laz@r.postjobfree.com

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

Contact this candidate