Competitive Intelligence, Market Analysis, Sales Enablement
Resume:
Penny M. Moran
Strategy Leader: Sales Enablement Competitive Intelligence
Industry Trend Analysis Strategic Planning
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linkedin.com/in/pennymoranmba
Proven track record of creating functional groups from the ground up earning credibility and buy-in with Sr. leadership.
Collaborative consultant - Experience working across matrix organizations supporting executive, sales, and product leaders.
Strategic, analytical, detail-oriented, and organized - Proven success in analyzing disparate data/trends and delivering insights. PROFESSIONAL EXPERIENCE
Director of Sales Enablement 2018 - Present BenefitMall, Benefits and Payroll Divisions, Dallas, TX Act as a strategic orchestrator by collaborating cross-functionally to increase sales results and productivity by providing content, training, and process improvements for the Sales teams along the customer’s buying journey.
• Developed and implemented Sales Advisory Councils in two businesses driving execution on key initiatives addressing Sales’ biggest go-to-market challenges.
• Collaborated with Sales Leaders to redefine sales process from selling a point payroll product to an integrated HCM hire-to-retire solution.
• Proactively influenced design of Sales kick-off agendas to drive inspiration, goal alignment, and accountability with front-line sellers and their managers. Strategic Planning Consultant 2013-2017 Gothic Investment Management, LLC, Addison, TX
Provided thought leadership to various SMB strategies and operating plans.
• Consulted start-up wealth management firm on processes, organization, and considerations in selecting client technology to ensure proper data security.
• Advised print company management of levers to increase profitability based on detailed margin analysis of product portfolio.
Sr. Manager, Competitive/Market Intelligence 2004-2013 Intuit, Inc., Accounting Professionals Division, Plano, TX Influenced business strategy by delivering timely, actionable strategic insights through research & analysis of the competitive landscape and industry trends.
• Created the new function from the ground up establishing it as a credible and invaluable part of the business known for sound judgment, passion, and ethics.
• Awarded Outstanding Leadership Award for competitive insights newsletter.
• Selected by leadership multiple years as Competitive SME for short-term cross- functional growth team initiatives influencing business strategy.
• Program managed intelligence project plan as key input to annual strategic plan process, with key strategic insights shared at the highest level of the company. Strategic Market Intelligence Manager 1998-2004 Nortel Networks, Wireless Networks, Richardson, TX Enabled key leaders to make effective business decisions through research and analysis of the $40B+ wireless infrastructure equipment global market.
• Performed quarterly market share analysis and acted as liaison to Investor Relations to support SEC 10-Q and 10-K corporate report filings.
• Conducted competitive & market analysis as an input to executive presentations to strategic customers and market analysts.
• Highlighted market opportunities through customer analysis of projected wallet share of their investment forecast budgets for >50 mobile operators. Global Financial Planning & Analysis Manager 1994-1998 Nortel Networks, Wireless Networks, Richardson, TX SKILLS
Executive presentations to key decision
makers
Sales training
Synthesis of multiple data sources to get to
evidence based conclusions
“Storytelling” ability to effectively articulate
insights and recommendations
Relationship building with internal and
external intelligence sources
Key intelligence topics to drive research plan
Knowledge sharing platforms and portals
Power BI reporting
Microsoft Office Suite
LEADERSHIP ATTRIBUTES
Selected by management for “High Potential
Leader I & II” internal corporate training
Frequently requested as company-wide
competitive intelligence expert to hire and
train other division colleagues
Nominated by executive sponsor as Co-
Chairperson of Intuit Women’s Network Plano
EDUCATION
M.B.A., International Management
University of Texas at Dallas, School of Mgmt.
B.S. Finance, High Honors
University of Illinois at Urbana-Champaign,
College of Business
Society of Competitive Intelligence
Professionals (SCIP) Member
Certificate, Sales Enablement
Sales Enablement Society Dallas; Women in
Sales Enablement (WiSE) Dallas
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