Sales Operations Manager

Yezdi M. Wania

*** ******* **** ****, **** ***, Richmond Hill ON, L4C 0J9

Email: **********@*****.*** Cell: 647-***-****

PROFILE

** ***** ** *****-** and leadership experience in finance and operations

Proficient in Implementing the Sales Incentive Plan and supporting the sales function in achieving their weekly, monthly,

quarterly and annual targets

Proficient in developing business processes, providing comprehensive financial forecasting, budgeting and analysis

Track record for ensuring business controls, Managing the ISO audits, performing compliance testing ( SACA ) and

maintaining a strong internal controls posture in the organization

Strong interpersonal & communication skills with the ability to lead cross-functional teams within Finance and Operation

COMPENTENCIES and EXPERTISE

Thinking Horizontally Collaborative Influence Enabling Performance & Growth

Negotiation Embracing Challenge Problem Solving & Analysis

Strategy & Planning Business Process & Controls Client Partnering

LEXISNEXIS CANADA INC. Jan 2014 – Mar 2014

A leading global provider of information and technology solutions that enable professionals in Legal, Corporate, tax,

government, academic and non-profit organizations to make informed decisions and achieve better business results

Joined the company as the Sales Operations manager with the responsibility of providing operational support to the vice

president of sales and the sales directors, enabling them to achieve their revenue targets. Key accomplishments included:

Building processes and worksheets in order to capture the key opportunities and to support the Sales Leadership team to

achieve their weekly, monthly, quarterly and annual revenue targets.

Pipeline management on weekly, monthly and quarterly basis.

Flawless execution of weekly core cadence inputs and timely submission of the revenue forecast to the finance function on

weekly basis.

Complete understanding of the Sales force system.

INTERNATIONAL BUSINESS MACHINES (IBM) Aug 1995 – Sep 2013

Joined the company as a Financial Analyst and reached the Management level by consistently exceeding targets, improving

work processes and providing creative solutions.

MEA Operations Leader Feb 2012 to Sept 2013

Country Operations Manager Aug 2009 to Jan 2012

Business Partner Support, EMEA Operations Manager Nov 2006 to July 2009

Customer Fulfillment / Supply Chain Team Leader July 2003 to Oct 2006

MEA Sales Incentive Program Manager Aug 1999 to June 2003

Financial Analyst Aug 1995 to July 1999

Key Accomplishments:

Supported the Chief Financial Officer and Sales leadership team to consistently secure double -digit growth for consecutive

seven quarters by creating analysis models,

Leader of the Business Controls and Internal Audit function and responsible for carrying out ISO audits, compliance testing,

providing recommendations to improve and implement sales processes while maintaining a strong internal controls

posture.

Worked closely with the IBM Centre of Excellence (European HQ) to implement the new Account Receivable system for the

Country which subsequently enabled the country to over achieve the accounts Receivable Target ( Days sales outstanding )

by 10 days for over a 1000 customers and improve the Claims process for the country.

Resume of Yezdi M. Wania Page 1

Leader of the Sales Operations and Customer fulfillment function and responsible for finance and planning, budgeting,

treasury, pipeline management, weekly and monthly financial reviews, financial reporti ng and measurement of results

Successfully implemented the new sales Incentive plan for the region and worked closely with the IBM EMEA HQ to

successfully implement the new Incentive Planning Tool. Major contribution during this period was to establish a PROCESS

document for the countries which resulted in a smooth and successful running of day -to-day business and helped the

countries to over achieve their Sales Targets on an average by 10% year on year

Peoples Manager for the IBM BPSO team of 40+ team-members, of the order entry and validation function, within the IBM

Centre of Excellence, in Bratislava, Slovakia . Oversaw company’s transition to automated ordering system which

eliminated redundancies

Training Courses attended at IBM

Leadership & Team Work Train The Trainer Customer Credit Management

Breakthrough Thinking Coaching Workshop for Managers Developing & Delivering Powerful

and Team Leaders Presentations

Awards/Recognition received at IBM

Outstanding Performance 1996 For implementing the “new accounting system” and “yearend closing”

Award

Bravo Award 2000 For implementing the “incentive planning tool” for IBM Middle East Africa,

and for implementation of the “sales incentive plan” in eight Middle East

Africa countries

Top Contributor Award 2005 For achieving “strong financial results” and “account receivables targets”

Top Performer Award in 2010 For achieving “double digit growth” in five consecutive quarters

CEEMEA Region

GENERAL TYRE AND RUBBER COMPANY Sep 1992- July 1995

Worked in the capacity of Internal Audit Executive, reporting to the Director of Finance. I had a team of 4 persons working f or

me and I was responsible for carrying out the Internal Audit of the various functions / Business units of the company to ensu re

that:

The company’s rules and regulations were strictly followed and to provide independent assurance that the organization’s

risk management, governance and internal control processes are operating effectively.

A separation of duties matrix was in place along with the necessary key performance indicators.

Reporting on any weaknesses, risk management issues and internal controls deficiencies to the company leadership team

along with the necessary recommendations for improving the organization’s operations, in terms of both efficient and

effective performance.

ACADEMIC ACHIEVEMENTS

Intermediate Examination from the Institute of Chartered Accountants in 1987

Bachelor of Commerce from the University of Karachi. Major subjects were Accounting & Economics

CERTIFICATIONS

Member of the Institute of Internal Auditors. Currently in the process of achieving CIA certification.

COMPUTER SKILLS

Proficient in MS Office suite: Microsoft Excel, Word, PowerPoint and experience with Brio

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