Sales Operations Manager

Thomas H. May

***** ****** ****** *** *****, CA *2129 858-***-**** *******@*********.***

Dynamic Sales Operations and Sales Executive who creates value and meaningful change within high growth sales and service companies. Champion of transformational change in distributed sales organizations through the application of enabling, intelligent technologies.

Formulates and executes mission-critical strategies that lead teams through challenging start-ups, strategic pivots and operational turnarounds. Continually evaluates process and procedures to drive efficiencies, eliminate barriers to selling and drive profits through cost reductions. Business strategist and tactical leader who builds high performing cross functional support teams, drives new initiatives and develops creative solutions to complex problems.

Career summary

Orthopedic Media Group, Solana Beach, CA March 2015 – July 2015

Vice President Sales and Operations

Internet marketing start-up targeting Orthopedic Surgeon practices. Introduce SF.com CRM, hired inside sales team, authored Investor pitch deck for Sales Development. Developed Sales budgets, performance metrics and compensation plans. Entered into cross marketing agreement with ICJR, an Orthopaedic Surgeon Society with over 8000 member Surgeons to sell value added services and products.

Steren Electronics Group, San Diego, CA March 2013 – March 2014

National Sales Operations Manager

Delivered $2.5M top line revenue monthly through Commercial and Consumer sales channels.

Re-organized inside sales team, eliminated non-performing reps and hired new support staff

Terminated non-value adding Manufacturing Reps and re-contracted those remaining with goals and metrics.

Established margin controls for pricing and introduced tracking methodology for marketing programs enabling ROI reporting.

Instituted activity based metrics using SF.com CRM to evaluate ISR’s efficiencies tied back to quarterly MBO’s.

Marketstar, Inc., San Diego, CA June 2011 – June 2012

Account Manager – Sony NTSD

Leader of a team of 20 Brand Advocates and two Regional Managers supporting retail sell thru of Sony VAIO products.

Delivered $2M revenue at 100% target.

Evaluated existing product launch planning methodology and proposed enhanced timeline process that improved “on time” sales training and POP placements by 30%.

Palm, Inc., Sunnyvale, CA July 2009 – Oct 2010

Director Americas Sales Operations

Focused on providing strategy, training, reporting and process administration for both the Carrier Sell In team and field Sell Thru team consisting of seven Sales VP’s and four Regional Sales Directors.

Represented Sales for Americas Region in weekly S&OP and monthly Midterm DSB meetings.

Partnered with third party providers implementing a skills gap analysis and online training curriculum for selling capabilities improvement.

Working with cross functional team from Operations and Finance, developed a robust sales forecasting tool used in S&OP increasing forecast accuracy over 15% and decreasing E&O inventory over 20% in six months.

Designed a unified Executive dashboard in a summary and detail view of revenue, sell thru and headcount to plan resulting in closer monitoring of KPI’s for Executive management.

Black and Decker Company, Lake Forest, CA 2006 – 2009

National Sales Operations Manager

Recruited to develop the Sales Operations role for Kwikset/Weiser/Baldwin hardware field sales organization.

Led re-launch of Salesforce.com SFA tool into field sales and management organizations providing real time sales data, dashboards, critical reports and improved workflows resulting in process improvements and sales effectiveness.

Process redesign of free goods flows and approvals saved $400K in FY 2008 bottom line profit.

Drove cross functional team to redefine the Bid Management process saving $1M gross margin annually in discount abuse.

Key leader in driving new supply chain initiative from project plan to commercial launch. Target increase in operating income 20-25% and customer cost of goods reduction 30-50%

Openwave Systems, Inc., Redwood City, CA 2005 – 2006

Account Executive

Recruited to re-establish the broken relationship with Nokia and sell in the new version of embedded web browsing client to the CDMA products group.

Audited existing Nokia license agreement and uncovered $500K previously non-booked revenue. This resulted in critical upside booking in the fourth quarter.

Re-negotiated service contract at Savaje Technologies resulting in additional Professional Service revenues $250K per year over three year contract

Acted as SF.com subject matter expert and trainer for the Sales organization

Sony Financial Services, LLC, San Diego, CA 2003 – 2005

Sales Relationship Manager

Managed the relationship between Sony Financial Services, a captive finance company of Sony Electronics Inc. in partnership with Household Finance Corporation, and Sony’s e-Solutions company.

Created incentive and training programs for 150 call center reps to drive financing applications. As a result of this activity, Sony increased product financing by 39% in a one year period ($43.8M in 2005 vs $31.4M in 2004)

Enhanced the presence of financing options and price points on all e-Solutions web pages resulting in incremental up sell and cross sell, and reduced pressure to lower pricing. This produced saving 4-10% margins on financed products.

Wireless Knowledge Inc., San Diego, CA 1999 - 2003

Director of Global Sales Operations

Early stage, joint venture between Qualcomm and Microsoft developing wireless data services software and delivery of collaborative applications to mobile professionals via the Internet.

Launched and administered Salesforce.com Sales Force Automation tool in US / EMEA

Created all initial requirements documentation and training curriculum for field and inside sale teams in utilization of SF.com to track leads and manage the deal pipeline.

Managed 5 person inside sales team delivering $5M annual sales from 2000 – 2003 in SMB channel.

Designed initial CRM database in Access used to manage subscriptions prior to JD Edwards install.

Sony Electronics Inc., San Diego and Park Ridge, NJ 1985 - 1999

Various positions in Sales Operations of increasing responsibilities

National Sales Operations Manager- Sony Wireless Telecommunications ( San Diego 1997)

Sales Operations Manager - National Accounts Retail Sales and Premium and Incentive Teams

Branch Operations Manager – New York Sales Region

Manager of Corporate Pricing and Marketing Administration Systems.

EDUCATION, PROFESSIONAL DEVELOPMENT, MEMBERSHIP AFFLIATIONS

Bachelor of Arts, Franklin and Marshall College, Lancaster, PA

Miller Heiman Large Account Management Program and Strategic/Conceptual Selling courses

The Lincoln Leadership Institute at Gettysburg – The Wiley Group

Website: tom-may.branded.me

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