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Manager Sales

Coatesville, Pennsylvania, 19320, United States
October 15, 2016

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Robert D. Beck

** **** ******

East Fallowfield, PA 19320

(H) 610-***-****

(cell) 610-***-****


Professional with diversified financial, operational and business management experience with a unique blend of leadership, strategic, operational and interpersonal skills. A straightforward communicator and aggressive problem-solver in a multi-task environment. Major strengths in:

Financial Planning & Analysis, Financial Modeling and Vendor Relationships

Budget and Reforecast Analysis

Continual process improvement of operational and financial functions

Manage group of cross functional internal and external relationships and have lead a team of up to twelve professionals at multiple levels


Communications Test Design, Inc., West Chester, PA November 2015 to May 2016

Leading global company providing logistics, repair and engineering services in the communications industry.

Data Analyst:

Member of Project Management team supporting a customer with $20 million revenue and interacting with fourteen repair sites and senior executives

oResponsible for all analysis in the team involving hundreds of thousands of lines of data from multiple databases including WIP, OTD, backlog, inventory and P&L

oFrequent analysis and reporting presented to corporate executives and site managers

hibu, Inc. (previously Yellowbook until 2012), King of Prussia, PA 2002 to 2015

Leading telephone directory publisher with previously over $2.1 billion in revenue and over 1,000 titles

distributed to over 85.5 million homes and businesses.

Senior Manager – Manufacturing/Publishing Budgets: (July 2009 to March 2015)

Managed the relationships, budgets, forecasting, logistics and process improvements with hibu’s paper, printing and freight vendors reporting to AVP of Manufacturing

Financial Management: Manufacturing budgets, forecasts, profitability analysis, expense analysis and ad hoc reporting using advanced and complex Excel modeling.

oImport and export financial data in SAP and part of a SAP conversion team July to August 2014.

oPreviously used Lawson and DIAD (telephone directory industry specific software) prior to the SAP conversion.

Cash Analysis and forecasting: Developed Processes and models to analyze and forecast cash receipts, recoveries and deposits.

Duties and responsibilities while manager have expanded to the level of a senior manager

Manager – Publishing Budgets: (June 2005 to June 2009)

Manage the relationships, budgets, forecasting, logistics and process improvements with Yellowbook’s paper, printing and freight vendors reporting to Director of Manufacturing


oManage up to a $270+ million cost center, operational issues/processes and vendor relationships with regular interaction with VP of Production & Manufacturing, other Yellowbook managers and several vendor contacts (staff to upper management)

oEnhanced the budget / reforecast model to be automatically and accurately updated without further manipulation than the data entry and instantly provides detailed financial and non-financial data used in scheduled and ad hoc reporting and analysis used both internally and externally

oManage the team of three Analysts, an Associate Manager and coordinators in their

areas of responsibility and ensure the cross training of the overall budget / reforecast


oWork closely with the vendors to work through contractual and process issues and continually improve the inter-company working relationships

Leadership and Relationship Management

oSupervised employees grew from one exempt and one non-exempt employee to four exempt and four non-exempt employees (indirectly through lower level managers and directly)

oBudgeting Analyst(s) (direct reports) review, process and update the reforecast based on invoices received form the printer

oMentor employees to help define and work towards career goals

oWork directly with the printer on proposed product enhancements and adjustments in conjunction with Yellowbook’s internal Marketing Department

oWork directly with freight carriers on contractual updates and issues

oWork directly with paper vendors regarding contractual compliance and quality reviews

Financial Management

oReconciled paper inventory (maximum level of 62.5 million pounds, $22.6 million located in up to nine different locations) for the first time in the company’s history

oDeveloped monthly inventory reconciliation process

oDeveloped process for continual paper management and analysis

oDeveloped process to reconcile physical inventory with book inventory for the first time in Yellowbook’s history

oDeveloped detailed paper allocation forecast model forecasting up to 15 months out

oRestructured the freight rates to allow for:

Immediate forecasting and ad hoc analysis

Determine the preferred plant to produce each directory

Analyze and forecast the cost of fuel impact

oAcquired PC Miler (mileage calculation software) and incorporated into the models and invoice analysis

oDeveloped freight cost tracking file which automatically updates the live forecast

oEnhanced the Reforecast model to allow live analysis and forecasts

Operational Management

oWork closely with paper mills ensuring timely delivery of paper and resolve issues

oDeveloped weekly summary invoicing with each of the three paper vendors

oThree non-exempt Manufacturing Coordinators who submit print orders to the printer and ensure all necessary data is received by the printer to produce the directories

oDeveloped weekly summary invoicing process for both freight carriers managed by an analyst

oDeveloped process managed by an analyst to minimize freight disruptions between the printer locations and the local distribution warehouses

Financial Analyst II: (September 2002 to May 2005)

Provided Financial analysis support in the form of revenue and cost analysis and forecasting for half the sales force representing 400 directory titles ($1 billion in sales), Sales Planning, Sales Training and National Sales

Involved in Sarbanes Oxley process and control implementation

Streamlined Weekly reporting with automatic updating metrics and various ad hoc reporting in Excel

Created new budget files in Excel which automatically calculated various costs and rolled up over one hundred cost centers

SOFTMART, Downingtown, PA 1995 to 2001

Privately held global reseller of software, hardware and IT services

Manager of Financial Analysis: (July 1999 to October 2001)

Managed a staff consisting of a Business Analyst, Marketing Accountant and an eight person Accounts Payable Department

Created various financial models, many were interactive and provided real-time iterations

Managed and monitored ad hoc and scheduled financial projects, reporting and workload to increase the efficiency of Accounts Payable, Marketing Accounting and Finance

Lead and involved with various inter-departmental projects to ensure a smooth and efficient conclusion

Expanded duties from the Financial Analyst position

Financial Analyst: (November 1997 to June 1999)

Developed new commission and bonus plans to match a constantly changing business environment

Responsible for compiling and analyzing pro forma budget

Forecast and analyze profitability of current and potential business opportunities by conferring with involved personnel and creating useful Excel spreadsheets

Estimate and track back end revenue to more accurately reflect actual revenue

Interact with senior executives regarding a variety of issues on a daily basis, acting as a liaison between various departments and upper management

License Sales Analyst: (May 1997 to October 1997)

Fixed Asset Accountant: (March 1997 to April 1997)

Credit Analyst: (December 1995 to February 1997)

oInventory Management: Interim position (October 1996 to December 1996)


Collector, August 1994 to December 1995


Police Officer, August 1987 to August 1994


Saint Joseph’s University, Philadelphia, PA

Master of Business Administration in Finance: January 1998

Temple University, Philadelphia, PA

Bachelor of Arts, Criminal Justice: August 1990

Software Skills

Excel (advanced formulas, financial modeling), Lawson, SAP, proficient in other MS applications


Volunteer: Plumpton Park Zoo, YMCA Stride coach, Scouting

Hobby Farming


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