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Sales Manager

Manchester, New Hampshire, United States
May 17, 2018

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Van F. Gray

*** ******* ***. - ***. *** * Manchester, NH 03104 * 603-***-**** *


An enthusiastic team player with the eagerness to accept new responsibilities and can work well under pressure. Proven ability to successfully analyze an organization's critical billing and collection requirements, identify deficiencies and potential opportunities, and develop innovative and cost-effective solutions for enhancing systems, increasing cash flow, report writing and improving customer service relations.

A Business Manager Professional with diverse added value:

•Successful operation of a strong renewal team to achieve targeted on-time renewal rate and revenue goals

•The proven ability to maintain strong relationships with a large, demanding customer base.

•Experience supporting the Sales organizations with business analytics to aide in decision making process related to sales contract negotiation.

•Enhanced and re-created credit policies and procedures that eventually reduced the amount of bad debt write-offs and DSO’s by improving the credit worthy customer base at the front end.


•Purchasing & Inventory Management Expertise

•Billing, Sales Tax & Sales Order Analysis

•Confident Negotiations Skills with Vendors

• Credit & Collections Expertise

•Time Management, Meeting Critical Deadlines

•New Start-up Operations

•Work Flow & Scheduling Control

• Budgeting & Cost Containment

•Renewal (Retention) Management

•Customer & Reseller Development

•Strong MS Word, Excel, PowerPoint, Outlook and Project

•Strong Great Plains (Microsoft Dynamics), Salesforce and Salesforce Apttus Quoting & Contract Management module and QuickBooks

Professional Experience

Randstad Professionals - Entegee, Inc. and Mettler-Toledo Woburn, Massachusetts

September 2016 – Present

Accounts Receivable Specialist

• Responsible for collections and billing disputes for a manufacturing company and a temporay agency.

• General ledger entries, working with customers to resolve disputes..

• Data clean-up & cash applications and analysis and heavy use of Excel.

• Working with customer service and sales department to resolve billing disputes and to get resolution.

• Creating debits and credits and entering in ERP system once approved by management.

Accountemps Manchester, New Hampshire & Nashua, New Hampshire

April 2016 – June 2016

Staff Accountant

• Responsible for sales tax returns for a manufacturing company on a temporary assignment.

• General ledger entries, working with states on tax filings.

• Data clean-up & analysis and heavy use of Excel.

The Weather Channel (KBW Financial Services) $120 Million Software Company in Andover, Massachusetts

April 2015 – July 2015

Lead Sales Tax and Billing Accountant (temporary assignment)

• Subject matter expert for billing processes and related data sources.

• Enter and maintain all customer contract and contact information in billing system (PeopleSoft).

• Distribute customer invoices on a weekly basis.

• Prepare month-end revenue accruals for unbilled revenue.

• Responsible for performing monthly internal billing audits to provide assurance that future billing schedules are accurate.

• Maintain credit card information in billing system for recurring payments.

• Responsible for all Sales and Use tax filings both monthly and quarterly.

• Responsible for the accuracy of the Sales Tax tables by state.

• Assist Credit and Collections as needed with questions on customer invoices.

• Process all credits due to customer cancellations and contract changes.

• Respond to all customer inquiries regarding billing questions and changes.

• Assist Manager with special projects and with interim and annual audits.

Imprivata, Inc., $80 Million Software Company in Lexington, Massachusetts

November 2008 – April 2014

Renewals Manager

• Work through escalated issues and liaise with a variety of internal teams including, Sales, Services and Finance to provide a route of escalation to resolve Customer Support issues.

• Preparation and presentation of management reports including retention and VSOE analysis.

• Evaluate and propose system improvements to drive efficiencies and shorten the contract renewal process.

• Identify areas for process or service improvements; contribute to creation of business requirements for resolution.

•Ability to track and process data in Great Plains, Salesforce and Apttus quoting tool and create billing and post revenue recognition.

•Provide oversight and manage implementation of Salesforce Apttus quoting & contract management modules.

•Understanding of sales tax rules & regulations in order to make sure proper sales tax applied to invoice as well as maintain Great Plains customer files. Filed all sales tax returns years 1 & 2 and became the go to person for all sales tax related issues.

Glowpoint, Inc. $60 Million Telecommunication Company in Hillside, New Jersey

July 2004 – June 2008

Accounts Receivable & Billing Manager

• Spearheaded the successful transition of the training and hiring of new A/R & Billing staff after the relocation of the finance department to New Jersey.

•Worked with engineering to successfully implement a new billing system in-house that saved $60K annually in outsourcing cost.

•Provide upper management with monthly reports and analysis in regards to customer DSO.

•Oversee the collection of past-due accounts; ensure adherence to contract billing policies; credit policies; provide summaries of monthly billing and reconciliation’s.

•Ensured compliance with state, and local tax laws and regulations as they relate to telecommunication taxes, excise taxes, sale & use taxes, Gross Receipts Taxes, Federal/State USF and other transaction based taxes.

•Received the President’s award for “Most Valuable Person” in December 2007.


Bachelor of Business Administration

S.U.N.Y., Utica, New York

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