Sales Manager

RAYMOND D. JOHNSON, JR.

acfj4t@r.postjobfree.com Mobile: 845-***-**** 127 Quaker Hill Rd Pawling, NY 12564

FINANCE EXECUTIVE

Versatile and results-oriented Finance Executive with 15+ years of experience combining financial operating expertise and

analytical insight to foster forward-thinking and cost-effective financial decision-making. Known for conducting focused

analysis and developing actionable strategies to ensure accurate and smooth financial management in fast paced environments.

Demonstrated ability to envision and implement financial initiatives ranging from top-level strategy development to bottoms up

process improvements. Accomplished career highlighted by ongoing promotion through a series of increasingly responsible

roles based on performance and results delivered.

Areas of Expertise:

TEAM LEADERSHIP FINANCIAL ANALYSIS MERGERS & ACQUISITIONS EXPENSE CONTROL BUDGETING INTERNATIONAL BUSINESS P&L MANAGEMENT

CHANGE MANAGEMENT FINANCIAL STATEMENT COST & BENEFIT ANALYSIS FORECASTING REPORTING INTERNAL CONTROLS GENERAL LEDGER

STRATEGIC PLANNING & EXECUTION CONSULTING

Proficient with MS Office, Hyperion, TM1, APEX and SQL

PROFESSIONAL EXPERIENCE

IBM – Somers, NY 1999

to Present

Fortune 20 company with more than $100B in annual revenue and more than 435K employees globally.

EXECUTIVE CONSULTANT: CORPORATE DEVELOPMENT - M&A INTEGRATIONS (2013 TO

PRESENT)

Senior advisor and coach to integration executives and deal teams. Provide guidance and direction focused on end to end deal

support, risk assessments, mitigation planning, and recovery planning as well as Executive enablement. Ensure speed and

certainty around acquisition integrations. I am a trusted advisor to the Executive and Integration leadership teams focused on

analyzing, managing and reporting performance and risk across IBM’s portfolio of acquisitions. Responsible for delivering the

CEO Quarterly Management report on the entire acquisition portfolio, monthly acquisition flash reports to the IBM CFO and

various analytics and reporting. Facilitate and drive process improvements during Due Diligence and Integration execution.

Develop, implement and lead improvements to IBM’s current M&A process. Deployed analytics to help lower risk, speed

integration execution and drive higher returns across the acquisition portfolio.

CFO OF SOFTWARE ACQUISITION INTEGRATIONS & CLOUD COMPUTING (2011

to 2013)

Drive seamless financial integration of Software acquisitions, both domestically and internationally. Manage, mentor and lead

team of 8 integration analysts and multiple cross-functional teams combining broad section of resources, including

Development, Product Mgmt., Sales, Product Marketing, Legal, HR, Finance, IT, and Facilities. Partner with Integration

Executives and Functional Leads to define integration plans and influence business leaders to make decisions in line with

financial objectives.

Prepare integration business cases for presentation to the IBM Deal Committee. Manage and deploy integration budgets in

excess of $180M. Set key performance measures and compile management reporting on monthly basis. Manage Acquisition

P&L though Transfer of Business. Facilitate team success in a fast-paced environment while steering end-to-end integration

activities through to completion.

Spearheaded successful integration of 11 acquisitions – with total enterprise value of $5.6B with all meeting or

surpassing financial and business objectives. Managed acquisition P&L’s, with all meeting or exceeding their profit

targets, significantly improving on the ROI to the corporation.

Enhanced spending controls, eliminating deficiencies and streamlined reporting. Implemented a new management

system around aged A/R, reducing balances from $8.9M to less than $70K in 4 months. Improved cash flow and allowed

for a $4.5M provision release. Established new balance sheet review processes releasing $1.7M of profit to the I&E.

Developed Software Group's integration best practices, laying foundation for a repeatable, and streamlined process.

Dramatically improved coordination and collaboration with acquired companies by building enablement modules to

provide guidance and simplicity for an extremely complex process.

RAYMOND D. JOHNSON acfj4t@r.postjobfree.com Mobile: 845-***-**** Page 2

WW SWG CFO OF SALES, MARKETING & DEVELOPER RELATIONS

(2010 to 2011)

Financial leadership role, steering financial management of World Wide Software group sales organization of 40K+ employees.

Led development and execution of annual budget that surpassed $4B. Collaborated with General Managers and executive teams

to contain expenses in line with budgets and forecasts. Provided leadership to six direct reports as well as the SWG Sales &

Distribution expense organization. Developed and oversaw efforts to meet targeted expense reductions and strategically shift

spend to maximize value. Translated key financial data into meaningful reports. Ensured audit readiness by reviewing control

reports, developing new reporting and addressing discrepancies.

Instrumental to transformation of SWG coverage model, heading finance team’s support of the deployment model and

sales incentive plans.

Set groundwork for strong financial planning, developing SG&A expense plan with clear targets to yield maximum

profit; improved seller productivity and created monthly reporting reviews and reporting packages.

Recognized by peers and Sr. executives as trusted business advisor and partner, gaining trust through strong

communications to easily secure buy-in for budget deployments.

Overhauled key components of WW Commissions reporting packages, including Geography review packages and

Profit Sharing Plan Quarterly reviews.

Elevated communications and ensured alignment with the CHQ Incentives & Commissions team, enhancing accrual

processes and measurement reporting reviews.

Boosted efficiency of sales force through effective financial planning and leadership of corporate-level initiatives;

contributing to overall improvements in incentives and compensation plans.

SR. FINANCE MANAGER: AMERICAS INCENTIVES & SPENDING CONSOLIDATION (2008

to 2010)

Challenged with revitalizing team of 13 business advisors, establishing customer trust and boosting team morale. Defined

communication structure for accrual process, monthly forecasts and accrual variance reports for both clients and executives.

Instilled emphasis on employee development, fostering creativity, innovation, and self-motivation. Restructured reporting to

provide more meaningful data and enable insightful analysis. Uncovered potential process improvements and drove efforts to

reduce complexity, provide clarity, simplify processes, and generate savings. Realigned team to eliminate duplicate workloads

leading to improved employee morale.

Rebuilt team and improved their ability to efficiently work cross-functionally with repeatable and accurate commission’s

accrual calculation process.

Captured $30M in bottom-line PTI savings with the lowest recorded IBM commission variance (0.18%)

Reduced incentives and commissions headcount by 28% worldwide through radical simplification and re-engineering

of the accrual process without sacrificing controls, while improving employee morale.

Cut cycle time for closing business controls reviews from four weeks down to less than one week.

ADDITIONAL EXPERIENCE

Sr. Acctg Manager: Hardware Consolidation Acctg, Sox & Revenue Recognition IBM (Oct 2005 to Feb 2008)

Accounting Manager: Main Frame & Server and PC, RSS &Print Divisions IBM (Feb 2004 to Oct 2005)

Team Lead: Americas HQ Income & Expense Accounting IBM (March 2003 Feb 2004)

Team Lead: EMEA HQ Income & Expense Accounting IBM (Sept 2002 to March 2003)

Hardware Accounting Analyst –Asia Pacific Headquarters Accounting IBM (Feb 1999 to Sept 2002)

Senior Accountant Stanley Marks & Co., LLP (1997 to 1999)

Senior Tax Accountant Arthur Andersen LLP (1994 to 1997)

E DUCATION & CREDENTIALS

Bachelor of Science (BS), Accounting – Mount Saint Mary College – Newburgh, NY

Certified Public Accountant – New York State

References: available upon request

Contact this candidate