VP - Sales and Operations
Resume:
Millie Tarallo
Scotts Valley, CA 95066
Mobile No: 508-***-****
E-mail: **********@*****.***
Vice President - Sales and Operations
20+ years of consistent performance in delivering optimal results
Executive leader B2B sales and sales operations, delivering complex technology service solutions through software to small through enterprise companies. Distinguished 20+ year career reflects continual advancement, a depth of valuable and diversified leadership experience, and consistent achievements in driving innovative, scalable, and cost-effective sales and marketing strategies, programs, and initiatives producing dynamic business results with customer centric excellence. Deep experience navigating and working in and with enterprise matrix organizations. Entrepreneurial minded with deep experience in enterprise matrix organizations and building sales and operations teams from startup through scale.
Proven strengths in all aspects of customer success and the sales process, establishing multiple distribution channels, negotiating enterprise contracts and working in multiple customer segments and industries. Organized planner with exceptional capability in managing multiple, concurrently running projects. Effective communicator, negotiator, decision maker, tenaciously do what it takes to get the job done. Trustworthy, highly respected and interface positively and professionally at all levels.
AREAS OF PROFICIENCY
B2B Contract Sales
Small Team – ‘Start up environment’
Cross Functional Leadership
Inside and Outside Sales
‘Wear Many Hats’
SMB through Enterprise
Pipeline & Sales Cycle Management
Entrepreneur
Navigate A Matrix Structure
Data Science & Data Driven Decisions
Sales Enablement
P&L Management
KPI and ROI Measurement
Fast Pace Environments
Services Sales Solutions
Marketing Strategy & Demand Generation
CRM Expertise
Resources Optimization
Green Belt - Operational Excellence
Sales Budgeting
Continuous Improvement
CAREER ACHIEVEMENTS
Staples Business Advantage – B2B in Fortune 500
B2B consultative sales selling for complex service solutions through technology, small business thru enterprise segment
Successfully conceptualizing and implementing a go-to-market strategy and HR management of 200 sales and operations personnel to implement the strategy across various sales channels – B2B, B2C and dotcom/e-commerce solutions
Delivered 46% account sales growth over a period of six months in a declining market through marketing demand generation programs
Generating an annual revenue of $225M in SMB through Enterprise customer segments effected through multiple verticals including Healthcare, Retail, Automotive, and Manufacturing
Significantly increased new business development by 40% without any increment to sales team expenditure by creating and deploying a progressive multi-channel marketing selling plan
Accomplished 57% increase in sales growth across 3 years, generated a $95M pipeline for sales and achieved 115% of the targets set forth in the sales plan by developing comprehensive competitive strategies and plans
Augmented new business by 19% by successfully leading multiple cross-functional teams such as marketing and design across various functional outcomes such as implementing lead/demand generation, market share optimization, and Data Science predictive analytics with high ‘close/win’ probability target
Delivered a 30% increase in ERP implementation efficiencies through a combination of value stream mapping, exceptional customers experience and prompt closure of sales
Built and executed new e-commerce product application
Complex integrations of software for custom solution delivery
National Sales & Operations, Staples Inc
Accomplished 30+% sales growth across two consecutive years by launching new sales growth campaigns
Achieved the highest customer satisfaction score of 91% for three consecutive years owing to the development of robust data- driven strategy
Secured Team CARE Award across several years
Distinguished career spanning a long tenure encompassing multiple awards, sales accomplishments, collaborative outcomes, stupendous growth and new business development
Millie Tarallo Page Two
PROFESSIONAL WORK EXPERIENCE
Area Vice President, Sales & Operations (US & Canada Team), Staples Business Advantage, 2010 to 2018
Sales & Marketing Leader
Developed a single inside sales organization out of 3 separate business units, established and drove attainment of an aggressive first year plan (with KPIs), and brought data analytics and efficient new technologies into play
Exceptional leader spearheading a dynamic and highly skilled team of 200+
Consistently accomplish objectives through management and growth of sales pipeline and expediting sales cycle
Offer deep insights whilst consulting for sales compensation as well as vendor review, selection and deployment
Expanded market share by 3% by thoroughly evaluating market research trends and creating new GTM strategies which incorporated the competitive market analysis
Developed and deployed robust ‘Grow and Retain’ sales and marketing strategy, Learning and Development plans, KPI value metrics and scorecard reporting
Created strategy for software solution sales by efficiently directing discovery, analysis, solution design and implementation phases thereby resulting in seamlessly integration of purchasing platforms
Operations Leader
Successful sales enablement through 8+ years of CRM experience with Salesforce.com and expediting sales process improvement
Drive customer-centric behavior and organizational results by designing and executing incentive plans
Designed and implemented Sales Development Accountability with a series of measures including KPI performance metrics, quota planning, incentive plans, and business insights for predictive sales analysis
Essay a pivotal role as Leader in Learning and Development work streams by developing new and innovative training ideas and strategies
Experience in Distribution and warehousing includes administering warehousing, aging inventory control, shipping methods, and inventory turns
Team Leader
Excellent at nurturing teams constantly making endeavors to pay individual attention and resolve issues impeding performance
Demonstrate inspirational leadership and coaching skills in cultivating dynamic and passionate teams who collaborate seamlessly to accomplish organizational goals
Serve as a mentor enabling the career aspirations of each team member
Actively promote innovation and diversity thereby leveraging differences to discover innovative solutions
Proven expertise in leading cross-functional collaborative teams operating across different business ecosystems
Possess 10+ years of direct corporate office experience skillfully navigating the processes within a matrix Enterprise organization
Director of Field Sales & Execution, National, Retail, Staples Inc., 2005 to 2010
Essayed a vital role in new business product development and product line extension
Increased market share across 1500 retail outlets by developing and implementing new product launch and category retention
Created and deployed national pilots and roll out strategies on a continual basis to exceed financial targets
Implemented corporate strategy by guiding and training Regional Sales Management teams throughout the United States
OTHER WORK EXPERIENCE
Regional Sales & Services Manager, Staples Inc., 2004 to 2005
Strategic Account Executive - Walt Disney World, Eastman Kodak, 1998 to 2004
CERTIFICATION
Data Science: Data Insights, Massachusetts Institute of Technology
Six Sigma Green Belt
ACADEMIC CREDENTIALS
Masters Business Administration, Marketing & Organizational Behavior, Southern NH University
Bachelor of Science, Business Management & Marketing, Ithaca College
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