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Sales Manager

Denver, CO
December 26, 2019

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Suzanne D. Adams

***** **** ******** ****** ● Lakewood, Colorado 80228


A broad financial and technical background with a history of achievement at driving revenue, project management; margin and profit growth; protecting profitability; performing pricing analyses; improving processes for financial reporting; analyzing and improving billing and collections processes; and implementing and managing IT initiatives. Industry experience spans roofing, office products, distribution, IT, and telecommunications. PROFESSIONAL EXPERIENCE

JOHNS MANVILLE Denver, Colorado NOV 2017 — PRESENT

- Account Manager

Manage pricing quotes, account management and margin protection for National, International, Private Label and Pacific Territory customers. Collaborates on projects with the North America sales divisions to gain profitable share while remaining industry competitive.

• Works closely with our National Account sales leaders to develop pricing programs for large, multi-job accounts, using profit and cost analysis.

• Created Private Label and International customer process and pricing models based on historical and current pricing and market trends.

• Created process model for ease of flow in reviewing and renewal of current National Accounts and organizing data for new Bids. Created new pricing tool to help manage customer pricing changes.

• Managed several different Territories within a year and a half as team was realigned STAPLES CORPORATION Broomfield, Colorado 2012 —NOV 2017

- Senior Pricing Analyst (promotion) MAR 2016 —NOV 2017 Led projects and initiatives for pricing, margin and profit growth for Diversity customers ranging from small to Enterprise businesses. Independently led pricing projects to support margin and profit growth initiatives.

• Point person on pricing team who worked with multiple Diversity partners and cross departmentally within Staples in new customer implementation, contract language and system changes.

• Cross- departmentally managed semi-annual pricing activities for our team, including tracking, communication and implementation.

• Led team on current account management, end to end project renewals, and training new associates.

- Pricing Analyst 2012 — MAR 2016

Managed pricing, margin and profit growth for Commercial and Diversity customers ranging from small to Enterprise businesses. Actively engaged in projects with the North America sales divisions to support high visibility pricing and profit analysis and ongoing profit initiatives.

• Worked with Diversity partners to onboard new customer base targeted at $300M in new revenue growth and renew existing contracts. Leading cross departmental strategy project sessions to determine best pricing and customer program based on in-depth profit and cost analyses.

• Proactively assumed responsibility for converting two multi-million-dollar accounts to new pricing logic, 3rd

-party systems and creating a new process for account migration. Led newly formed team in training and adaptation to new processes and systems. Became “go to” analyst through three team reorganizations.

• Selected for special projects such as new pricing tool UAT testing, Pricing Communication Committee team member and Internal Information Exchange presenter. SUZANNE D. ADAMS Page 2 of 2

TECH DATA CORPORATION Clearwater, Florida 2005 — 2012

- Profit Manager (promotion) 2011 — 2012

Led, managed and promoted margin and profit growth for 2 divisions: Sales Division with over 30,000 customers and a Product Marketing Division with over 75 data, networking and storage vendors. Worked closely with sales, product marketing and other business units to align business needs with balanced profit initiatives. Positioned both divisions to convert to new SAP platform.

• Identified critical pricing knowledge training gaps with sales team, then created and led training for over 80 sales representatives in Central America location.

• Drove year-over-year growth of Sales Division from 1.5% to 8.5% in 6 months through implementing targeted customer pricing initiatives. Concurrently, increased front-end goal attainment by 12 basis points quarter over quarter.

• Won award in Q3 for developing profit activities that directly contributed to closing the quarter with the highest FE% in four years, over 2.0%. Concurrently, achieved 8.5% year-over-year revenue growth.

- Associate Profit Manager 2009 — 2011

Planned and improved executive-level project initiatives to increase and protect profit dollars. Led team to incorporate new company metric of ROCE reporting into multiple reports and processes.

• Won award in Q3 for developing profit activities that directly contributed to closing the quarter with the highest FE% in four years, over 2.0%. Concurrently, achieved 8.5% year-over-year revenue growth.

• Supported Profit Managers by researching profit anomalies and creating presentations. Assisted with monthly reviews to enhance competitiveness in the market.

• Created and led cross-department training of profit initiatives.

- Analyst II 2005 — 2009

• Led project for major pricing overhaul initiative that completely restructured pricing recommendations to bring them in line with business objectives. Concurrently, slashed processing time 75%.

• Managed company-wide growth report initiative, creating new business processes. QWEST COMMUNICATIONS Denver, Colorado 2001 — 2005

- Senior Project Analyst (promotion) 2003 — 2005

Managed critical business projects from inception through implementation and served as primary liaison between IT and business clients. Created project plans, presented status to senior leadership, analyzed financial benefits, mitigated risks and issues, and managed costs within strict project timelines. Prevented potential multimillion- dollar lawsuits through timely implementation of legal and regulatory mandates. Saved company $10 million per year through initiating and executing new projects.

- Billing Systems Analyst 2001 — 2003

Created business requirements for billing and rating products and various federal tax projects, saving over $2 million in fines and costs. Recovered hidden revenue totaling over $600,000 per year. JATO COMMUNICATIONS CORP. Denver, Colorado 1999 — 2001

- Business Analyst

Created business requirements for current and future billing systems. Formulated business logic for data migration and product mapping. Created manual test case scenarios and performed user acceptance testing while working as integral part of billing system implementation team. Selected as primary business partner for design and implementation of new billing system for small start-up DSL company. EDUCATION

B.A., ENVIRONMENTAL SCIENCE University of Denver Denver, Colorado 1996 Minor: Human Communications

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