Business Intelligence Revenue Cycle

RICHARD FEDERICO

(***) *** – **** ***********@*****.*** https://www.linkedin.com/in/rich-federico-4605901

PROFESSIONAL SUMMARY

Experienced professional with several years of quantifiable accomplishments within diversified industries including: Consumer Goods Manufacturing & Packaging, Software, Life Insurance, Medical Devices, and Investment/Custodial Banking. Possess the unique ability to blend “big picture” thinking into plan development and execution of plan.

TECHNICAL SKILLS

Sales Operations/Analysis/Planning

Analytical KPI Formation/Business Intelligence

BI, Data Mining & Forecasting Tools: MicroSoft Office (Excel, VBA, Word, PowerPoint), Google Analytics, SAS, MicroStrategy, Hyperion, Tableau, PowerBI, Cognos, SQL, DOMO, Clari, Looker Studio

Reporting Process Redesign

Project Management

CRM & ERP Tools: Salesforce, MicroSoft Dynamics 365, MARS – SalesFocus, Oracle Business Suite, JD Edwards, NetSuite, LOGON, Redshift

PROFESSIONAL EXPERIENCE

Consensus Cloud Solutions Remote Jan 2024 – Present

Sales & Revenue Analyst

·Drive and maintain monthly bookings and rolling revenue forecasts and provide actual vs. budget metrics.

·Assess and track key performance indicators and perform varied analysis to construct comprehensive forecasting models.

·Analyze demand trends for pipelines, segmentation, leads, and forecasting to improve go-to-market results.

·Consult with sales management regarding territory alignments, targets, and account activity plans.

·Create and manage bookings to revenue flow of opportunities. Improve closed/won ratios.

·Bolster partnerships with cross functional teams to understand business processes and reporting needs to create best-in-class solutions.

·Synthesize large amounts of data, develop insights, and compelling presentations to provide actionable and easily understood recommendations to all levels of business leadership.

·Enhance reporting, dashboards, and business intelligence tools. Streamline sales reporting/analytics deliverables across multiple business units.

Black Diamond Group Woburn, MA Feb 2023 – Sep 2023

Business Intelligence & Analytics Lead

·Leveraged data analytics tools to produce executive and operational reporting. Delivered efficiencies and capabilities to optimize resources. Slashed reporting redundancies by 50%.

·Established and tracked KPI’s, service based metrices, and dashboards. Considered a variety of presentation options for effective ‘story telling’ behind the results.

·Analyzed historical financial data, cost structures, and industry trends to provide informed recommendations.

·Transcribed business requirements into scalable and repeatable technical solutions.

·Worked with databases to put collected data into a meaningful structure and format for later analysis. This task involved considering business requirements, relationships between data, and benefits and limitations of database technologies.

·Teamed up with ERP implementation members to validate data, test and troubleshoot issues, identified business critical reporting, as well as established master data hierarchy requirements alongside business stakeholders.

·Categorized and prioritized solutions and communicated status updates to business stakeholders and management.

·Provided user system/report training support, including the creation of training documentation or tools.

Acquia, Inc. Boston, MA Dec 2021 – Nov 2022

Sales Analytics Manager – Global Sales Operations

·Prepared and distributed sales forecasting and analysis for global enterprise.

·Conducted/Managed weekly forecast call with Regional Territory Managers and Chief Revenue Officer.

·Created strong relationships with senior leadership and championed sales strategy and planning initiatives.

·Integrated systems/process with new acquisitions and software upgrades. UAT of Salesforce Lightning enhancement.

·Collaborated cross functionally to ensure data process owners and systems provided accurate information necessary for business decisions.

·Identified abnormalities and trends in data sets and suggested solutions to senior management based on findings.

·Mentored junior analysts on projects and business initiatives.

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Optimizely Nashua, NH May 2021 – Nov 2021

Sales Analytics Manager – North America

·Executed sales planning and reporting for senior leadership.

·Procured data insights for trend and pipeline analysis.

·Streamlined sales reporting/analytics deliverables across multiple business units.

·Enhanced and tracked weekly KPI’s for sales management.

Liberty Mutual/Protective Insurance Portsmouth, NH Jun 2012 – May 2021

Senior Analyst – Sales Planning, Analytics, and Reporting

·Team leader and subject matter expert of distribution channels with ~$2B in annual sales.

·Accountable for execution of monthly operational results, analysis, and reporting deliverables.

·Improved and implemented up-to-date Business Intelligence tools and metrics to foster robust analytics. Successfully implemented new BI platform and increased operational reporting efficiencies.

·Researched and developed standard reports or models to draw conclusions about trends, variances against plan and business performance; presented information with consideration of a variety of audiences (executive leadership, senior management, and external clients).

·Cross-geography collaboration with an array of departments such as: Marketing, Client Services, Sales Training, Internal and External Wholesalers to coordinate sales activities and programs to ensure customer expectations are met.

·Delivered actionable, data driven insights and recommendations to senior leadership to align with sales distribution channel objectives.

·Managed seasonal/annual forecasting process and account planning deliverables with sales leadership; provided insight and support with decision making efforts.

·Executed monthly operational results, analysis, and reporting deliverables. Prepared sales results commentary for senior leadership.

Hologic, Inc. Bedford, MA Feb 2009 – Jun 2012

Senior Sales Operations Analyst

·Analyzed and communicated operational results regarding the health of the North American medical imaging division.

·Managed sales forecasting process, pipeline disbursement, win/loss, and sales metric reporting.

·Territory examination of sales productivity and goal/quota attainments.

·Constructed variable compensation plans for 37 Account Managers, 18 Specialists, and 6 Regional Directors.

·Partnered with FP&A to establish appropriate objectives and reconcile order bookings for commission payments.

·Supported Sales and Marketing with gross margin, product analysis and key performance indicators.

·Aligned corporate fiscal revenue projections with annual sales plans and initiatives.

·Effectively managed projects for business process improvements and operational efficiencies.

The Timberland Company Stratham, NH Jun 2002 – Dec 2008

Sales Operations Planning Analyst

·Performed root-cause dissection of footwear & apparel lines of business and provided succinct reporting to management.

·Tied forecasts to financial operating plans and set quarterly targets for revenue tracking.

·Executed seasonal sales forecasts by SKU and integrated buy readiness with weekly demand planning signal.

·Engaged inter-departmental business units on maintaining a clean order bookings pool and identified risks.

·Streamlined reporting efficiencies via automation and implemented ad hoc reporting and analysis as required.

·Maintained Performance Management metrics and analysis for weekly executive reporting.

·Investigated metrics with poor performance and communicated resolutions to management.

·Identified sales trends and increased the precision of weekly buys and minimized excess inventory.

·Realized Supply/Demand match inconsistencies and worked with business units on resolution.

·Managed the Point of Sale (POS)/Retail Sell-Through Project (phase I completed in 90 days).

·Tested and analyzed Cognos Powerplay cube – client version - prior to moving into production environment.

·Evaluated opportunities and established processes for garnering sales, inventory, and pricing data.

·Developed weekly management sell-through reporting.

EDUCATION

Bachelor of Arts - Economics University of Massachusetts - Boston, MA

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