Sales Compensation / Sales Operations Analyst

ROBERT J. MARIANI 585-***-**** **********@*****.***

PROFESSIONAL SUMMARY

A business professional with in-depth experience in sales operations, sales compensation, promotions, quota development, business analytics, and program management. Strong business acumen and ability to learn. Experienced self-starter used to working in a fast paced, dynamic environment. I take tremendous pride in my ability to solve problems, work with team members to enable solutions, and help drive business results.

KEY ATTRIBUTES

Program management Action Oriented/Results Driven Problem Solving/Analytical Skills Advanced MS Access and Excel Skills Management of Multiple Priorities Team Focused Strong Communication Skills Organizational Skills/Detail Oriented Process Improvement Strong Work Ethic

PROFESSIONAL EXPERIENCE

HCL TECHNOLOGIES, Webster, NY

2021-Present Sales Operations Analyst

Working closely with Xerox’s US Enterprise Unit Sales Operations VP, Head of Field Marketing US Enterprise, Sales Enablement team members and field VPs.

Account Coverage – Annual and Ongoing

-Analyze user and Salesforce accounts to ensure correct alignment and accuracy.

-Prepare data and recommendations for upcoming year including parsing the data by each Sales VP’s teams and territories.

-Work directly with VPs and Client Managers to validate account records/establishment alignment and submit necessary changes to the Coverage team.

-Inspect for timely alignment of new Reps to appropriate sales territories and ensure that Open Territory Coverage forms are up to date with Commissions as per Sales SM/VP direction.

-Development and management of the Annual Master Coverage File which includes a current and future strength of territories views.

Salesforce Reporting

-Understand requestor requirements pertaining to reporting/dashboard and determine the best solution.

-Validate with requestor, roll out reporting/dashboard, and train users if needed.

-Provide bi-weekly Databook that includes in-depth, account coverage, performance tracking, and opportunity tracking for both services and equipment.

-Helped set up and maintain a PowerBI dashboard to track pipeline health and communicate aged opportunities in need of updates to the sales field

-generate customized reports and dashboards in Salesforce to produce business insights for Sales and Finance leadership.

Salesforce New Product Development / Einstein Analytics

-Work with Sales Enablement to research and test new functionality and reporting.

-Validate solution fit and usability.

-Work with Sales Ops leadership to execute the solution.

Sales Management Process

-Research and analyze strategies or solutions which could help streamline process.

-Use Databook, Einstein Analytics, and Salesforce reports/dashboards to monitor.

XEROX CORPORATION / HCL TECHNOLOGIES, Webster, NY

2014-2021 Commissions Program Manager, Incentive Delivery, North America

Set up and accurately delivered over $78.0M in annual sales incentives over 90 US based Compensation Plans for over 1000 Sales Reps.

Primary IT liaison for Commission system and reporting requirements.

Defined product offering groups to support sales coverage across all sales positions.

Developed and communicated an annual Commissions processing calendar.

Conducted bi-monthly Commissions reasonability reviews before releasing incentive payments to payroll.

Produced monthly performance and earnings reports.

Developed and mapped compensation metric elements to reporting summaries.

Worked with cross-functional teams on SPIFFS/Promotions to help drive strategic company initiatives and growth.

Provided ad-hoc reporting as requested by Sales Operations or the Sales Field.

Worked with team members in helping identify compensation issues and formulating potential solutions.

2011-2014 Sales Coverage Analyst, US Enterprise

Supported sales enablement and configuration across a full product portfolio (office, production, services) in US Enterprise.

Provided support for key programs, sales targeting, and sales contests to drive profitable revenue growth.

Worked with large, complex data sets to provide sales territory profiles to help balance territory strengths.

Provided subject matter expertise to annual sales coverage deployment.

Supported senior management operations review presentations as required.

2004-2010 Sales Operations Program Manager, (NAAO) Xerox Corporation

Developed, tested, and allocated Sales quota for the US Agents and NAAO internal sales representatives.

Developed the structure and metrics of compensation plans including the expensing to fall within target incentive guidelines.

Worked on cross functional teams to develop the NAAO current year revenue plan at the National, Regional, and sales rep levels.

2001-2003 Commissions Manager, Xerox Engineering Systems

Developed, implemented, and maintained the XES Compensation plans within an Oracle platform.

Produced monthly field reporting including Orders per Rep and Sales Analyzer regional reports.

Led the transition of Wide Format compensation data from Oracle to Legacy.

Collected and calculated Direct and Indirect sales orders on a monthly basis for Commissions processing.

EDUCATION & PROFESSIONAL DEVELOPMENT

Bachelor of Business Administration (Marketing), St Bonaventure University

Certification: Lean Six Sigma Green Belt

Strong PC skills including MS Access, Excel, Word, PowerPoint, Salesforce (CRM), Tableau and Data Warehouse

OUTSIDE ACTIVITIES

Coach, RHAA youth baseball

Golf, Fitness, Gardening, Home Projects, Being a Dog Dad

Volunteer work – United Way Day of Caring, Operation Food Basket

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