Sales Manager

Lisa VanDerlofske

775-***-**** Reno, Nevada

****.************@*****.***

QUALIFICATIONS

• Results driven Leader with experience in building / executing strategies, operational effectiveness, program management, change management, finance, eCommerce and Customer / Partner experience

• Internal Consulting experience; able to quickly analyze complex issues / recommend path for improvement

• Extensive experience driving consensus across diverse teams through quantitative and qualitative measures

• Led numerous implementations of cross-organizational, cross-functional, and cross-regional initiatives

• Collaborative team player with strong communication and relationship building skills

• Consistently builds high performing teams

WORK EXPERIENCE

TECHRECKONING, El Granda, CA

Consultant 2018 - Present

Advise companies on business model strategies, profitability optimization and operational effectiveness

HEWLETT PACKARD ENTERPRISE, Palo Alto, CA

Director of Configuration / Pricing / Quote Strategy and Operations 2015 – 2018

Led 200 person engineering team responsible for deploying and enabling new product configuration tool. Drove the definition and execution of the Global Configuration, Pricing, and Quoting strategy

• Defined plan, socialized and secured $25M in funding for state-of-the-art quoting / configuration tool strategy

• Acted as “go to” person for top 10 Sales Reps responsible for 40% of total revenue resolving issues and ensuring no impact to sales productivity and Customer / Partner experience during key Software integration

• Led Product Configuration Operations enabling annually $20B in global sales (70% of total HPE revenue)

• Led offshoring of roughly 100 engineers in less than 12 months on time and within budget; Reduced costs by $10M annually without business interruption

Built offshore staff into trusted advisers in end-to-end NPI process by establishing governance model and dashboard to track status and results

Shifted culture to focus on data and results by introducing “Truth-telling” norms

Enabled on-time delivery of next generation processor refresh which increased resource demand by 30% with development of demand/capacity model

• Restored / built strong Software stakeholder relationship resulting in $4M in cost synergies

• Scored in top quartile for all categories and earned greater than 95% score for Leadership, Quality, Ethics/Inclusion and Growth/Development in annual Employee Satisfaction survey

• Awarded the Inspirational Leader Speaker Recognition and Executive Development Coaching

HEWLETT PACKARD, Palo Alto, CA

Director, Americas Sales Operations Strategy and Planning 2012 – 2015

Responsible for strategy, operational effectiveness, Customer / Partner experience, financial and workforce planning for 1600 person Sales Operations organization in charge of process and capability design, deployment and day-to-day operations. Americas region generated $32B revenue annually

• Led 12 month, $107M Americas Sales Operations separation of Enterprise and PC and Printing companies (HPE/HPI split); Completed on time and within budget without business interruption

• Hit $100M annual budget target within one percent for eight quarters consecutively

• Shifted project prioritization to a return on investment approach, from first in first out process, while leading 30 person team to automate / streamline business processes improving Customer / Partner / Sales experience

100% of projects contained vetted and finance approved benefits

100% of Project Managers trained on how to calculate a benefit

• Managed Partner support vendor ensuring high service levels and negotiating 18% ($360K) annual cost reduction

• Developed robust dashboard which facilitated proactive management of functional areas including: quote, pricing, order management, product catalogues, e-commerce, and partner contracts functions

Reduced time to generate a quote from 6 to less than 4 hours for ~500 Sales people

Improved credibility with business partners by gaining adoption of dashboard from 5 Functional Execs

• Led merger of competing operation organizations resulting in a $10M operating expense savings

• Reduced resources by 50%while improving effectiveness by 30% when re-engineered order management training team

Senior Manager, eCommerce Strategy and Program Leadership 2009 – 2012

Built and managed Program Management office responsible for the new eCommerce platform development and deployment. Directed team of 6 project managers

• Secured $100M investment after devising eCommerce business plan and gaining roadmap alignment / sponsorship across a diverse group of stakeholders

• Drove consolidation of 3 e-Commerce group’s platform and processes impacting 1,500 staff in 140 countries after identifying 80% of requirements were in common

• Led on time / in budget tool rollout increasing eCommerce revenues from $10B to $16B in 4 years

• Defined and led governance structure to gain consensus on key decisions from Senior Leadership team

Business Planner and Program Manager, Direct Sales Operations 2007 – 2009

Responsible for developing and executing upon a cross functional, globally aligned process and tool capability roadmap optimizing return on investment and Customer / Partner experience

• Achieved $125M in Year One benefits after gained agreement on phased investment plan in 90 days

Facilitated 18 Senior Leaders to consensus on $25M investment for 3 year global roadmap

Removed emotions from decision-making by developing multi-variable tool scoring on key metrics

• Drove alignment on the org strategy and operations when served as the SVP of Global Sales Ops Chief of Staff

• Drove 50% reduction of IT as a % of revenue (1.8% to 0.9%) while maintaining business continuity as the leader of the IT Consolidation Program Management Office

• Elected by leadership to participate in the HP Engage High Potential Leadership Program

OTHER RELEVANT EXPERIENCE

Sales Business Planner and Program Manager, HP

Product Group Financial Analyst, HP

Senior Sales Operations Manager, Macy’s

EDUCATION

Innovation and Entrepreneurship Certification, Stanford University Palo Alto, CA

Master of Business Administration, San Francisco State University San Francisco, CA

Bachelor of Science in Biology, San Francisco State University San Francisco, CA

COMMUNITY

Co-Teacher for Webinar Series on Innovation and Entrepreneurship, Stanford University / Fundraiser Multiple

Sclerosis and Breast Cancer/ Northern California Beach Clean Up, Surfrider Foundation / Volunteer, Domestic

Violence Research Center

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