Sales Manager

Location:

Stone Mountain, GA

Posted:

January 08, 2021

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Resume:

Oscar N. Okwu

*** ********** ***** ******** *******, GA 30002 404-***-**** **********@*****.*** Professional Profile

Seasoned analyst with extensive experience using information to develop strategies and profitability. Strong experience in analytics analysis and using market research to support sales. Well-versed in gathering and analyzing data and migrating it to a strategic plan. CORE COMPETENCIES

Competitor, Market and Customer Analysis Metrics Creation and Tracking Story Telling through Data Balanced Scorecards

Analytics Based Strategy Creation Sales Support

Business Case Development Financial Modeling

Departmental Budgeting and Forecasting SQL

Workbench Strategic Planning

Oracle/Essbase/Access Excel (Macros, Vlookup, Pivot Tables) Salesforce.com Pricing Methodologies (Conjoint Analysis, Van Westendorp) PROFESSIONAL EXPERIENCE

Conduent Business Solutions Atlanta, GA 05/20–11/20 Sales Insights and Analytics Consultant

Developed an analytical framework for decision making regarding sales opportunity valuation, account prioritization, and territory deployment. Partnered with BU Sales Leadership, Sales Finance, and other functional areas within Sales Operations to identify market opportunities and drive how Conduent executes sales strategy. Helped develop and refine account potential modeling tools to help determine optimal customer coverage, informing headcount planning. Led sales territory design process, making recommendations for optimal territory structure across sales roles. Created structure where account potential valuation is incorporated into sales quota setting decisions

Accomplishment:

Drove Territory Optimization/Balanced Territories Initiative to balance workload and sales opportunities, develop defined and equitable territories, and create organizational efficiency. Improved overall territory optimization by 20%

Norfolk Southern Atlanta, GA 12/19-05/20

Market Manager

Determining potential market opportunities for NS, using data analysis to drive optimal business outcomes for NS, executing marketing plans to meet revenue growth targets for assigned customers, assisting in leading price and contract negotiations with assigned customers, using industry knowledge to contribute to the development of volume, revenue and price per unit forecasts, providing insight of business conditions in assigned markets in order to set competitive pricing.

Independent Consultant Atlanta, GA 05/19-12/19

Providing the following to small companies: consumer insight analysis, metrics analysis, financial modeling, pricing analysis, growth strategy, business/strategic planning, financial analysis, profit and loss variance analysis, and budgeting and forecasting.

Equifax Atlanta, GA 10/16–12/18

Manager, Marketing Business Intelligence

Supported Global Pricing Organization by defining metrics, refining and prioritizing reporting and building predictive capabilities. Analyzed fluctuation in customer usage as related to price. Engage executive leadership to advise on guidance/direction based on independent data analysis. Oscar N. Okwu

938 Nottingham Drive Avondale Estates, GA 30002 404-***-**** **********@*****.*** Accomplishment:

Created dashboards compiling data from varied sources into one snapshot providing vertical leaders with views of their business with goal of providing insight to drive better business decisions. InterContinental Hotels Group Atlanta, GA 06/15–8/16 Senior Manager, Sales Operations and Planning

Completed annual plan and budget for $4B Americas Sales organization. Performed monthly variance analysis. Created, tracked, and analyzed monthly achievement of target metrics. Submitted monthly snapshots to aid sales team in identifying their monthly attainment of goals. Delivered pricing targets through decomposition of components included in rate. Analyzed operating, forecast and plan information for issues regarding trends with potential negative results versus target and presented findings to senior management. Accomplishments:

Led account transfer project that began as a result of Act2Win, Americas transformation project. InterContinental Hotels Group Atlanta, GA 03/11–06/15 Manager, Sales Analytics

Developed metrics to aid Mid Market Account Program team in targeting potential accounts as well as increasing revenue from current customers. Identify and analyze trends in hotel performance and implement necessary action plans to maximize efficiency for the MMAP team. Attended account reviews with sales team to counsel team on how to use the reports, provide additional information to clients, and get idea of what the customer finds beneficial. Accomplishments:

Built reporting and analysis structure for MMAP (program saw 180% revenue increase from 2012 to 2014).

Developed monthly reports providing actionable insight for senior executives.

Created reports for sales team identifying challenges and opportunities within their portfolio of accounts. Designed forecasting model used to estimate monthly production. InterContinental Hotels Group Atlanta, GA 07/10–02/11 Manager, Finance & Business Support (Contract Position) Supported separate groups within marketing by providing P&L, ROI, and various adhoc analyses. Accomplishment:

Developed forecasting model used by Revenue Management Services group to project new client hotels, required headcount to service hotels, and associated revenue and costs. Independent Consultant Atlanta, GA 05/08-05/12

Orange Business Services (Division of France Telecom) Atlanta, GA 02/02-01/08 Senior Analytics Manager/FP&A Manager 06/06-01/08

Collected, monitored and analyzed customer/market conditions and trends, competitor data, and cost/price position. Developed annual forecasts and long range plans for 3 separate global teams, each bringing in over $100M in revenue. Researched and analyzed customer and business information to develop an understanding of the industry and competitive environment and developed strategy based on this data. Worked with the sales group and commercial team to devise solutions where the sale could be made without bringing risk to the company’s financials. Revenue, cost, and trend reporting, analysis and forecasting, and root cause analysis. Developed key performance indicators and tracked and communicated performance against KPI forecasts. Established benchmarks. Oscar N. Okwu

938 Nottingham Drive Avondale Estates, GA 30002 404-***-**** **********@*****.*** Developed scenario planning models using field data and metrics in order to build KPI forecasts and ultimately increase sales. Analyzed statistics and used findings in developing strategy. Accomplishments:

Analysis of customer needs, Orange and competition’s product offerings and strategic plan developed from analysis resulted in additional forecasted $1M in revenue over term of contract.

Campaign and post campaign analysis, measuring the effectiveness of marketing advertising campaigns.

Creating and tracking project analytics that served as early indications of failure to meet service level agreements expected to bring $1.5M to bottom line over full contract term.

Devising ways to increase revenue and cut costs to attain margin improvement.

Analyzed feasibility and potential value add of projects thru NPV and ROI analysis. Financial Planning & Analysis Manager 01/04-06/06

Responsibilities included performed analyses, such as monthly variance, trend, and performance metric. Also provided financial modeling, strategic planning, budgeting and forecasting of expenses, validation of costs, and financial analysis for 2 divisions with combined annual budget slightly over $100M. Accomplishment:

Performed resource optimization and restructuring analysis plan resulting in savings of $7m. Senior Operations Analyst/Project Manager 02/02-01/04 Budgeting, forecasting, business case creation and expense analysis for company’s customer service organization. Created a productivity model, based on KPIs I developed, I then used to forecast costs. SouthStar Energy Services Atlanta, GA 07/01–02/02 Senior Market Analyst

Drove research and analysis of markets’ profit potential, as well as market, competitor, and customer trends and profitability in order to develop forecasts and company strategic plan. Analyzed market share of industry leaders, researching penetration, pricing, position, and top plans purchased. Information was used to make recommendations to sales force.

Accomplishment:

Pricing and margin analysis resulting in forecasted additional $1 million of revenue for 2002-2003. Lumen Consulting Atlanta, GA 02/98-01/01

Senior Consultant and Head of Research 03/99-01/01 Overall responsibilities included providing financial and variance analysis with plans to prevent shortfalls, ROI evaluation, predictive modeling, budgeting and forecasting, strategic and operations planning, and business process reengineering. Performed industry research, competitive benchmarking, market analysis, learning best practices, and strategies used in devising long term growth, analytics forecasts, and marketing plans for start-up clients. Accomplishments:

Created balanced scorecard for clients. Through my evangelizing it as a key piece in performance measurement, scorecards became a standard part of all the firm’s client portfolios.

Recruiting agency client with underperforming regional offices needed to improve margins to secure financing. Researched markets of its offices, analyzing presence of competitors and, where available, competitor pay structure and portfolio of customers. The client decided on how to reconfigure offices and modify compensation. Client secured financing and attained $2 million in savings. Consultant 02/98-03/99

Developed and analyzed detailed financial models and reported findings to clients and senior consultants EDUCATION

University of Connecticut Storrs, Ct. Bachelor of Arts

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