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Manager Sales

somers, NY, 10505
August 05, 2012

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Salvatore C. Pennino


* ********* ***** ******* *****, New York 10505 Home 914-***-****

Career Summary.

Experienced finance and business operations professional with a track record of increasing revenue and margin, providing accurate and timely forecasts as well as structuring deals and financial modeling for sales in support of District and Regional managers.

Professional Experience

Hewlett Packard Corporation

District Business Manager BCS-West Region & Federal Gov’t 2010-Pres.

*Support West Regional Director and 5 District Managers

*Develop installed base transition strategies through QTTR/TCO analyses for

migration to next generation HP products and competitive takeouts

*Provide margin and gap to goal analysis for DM’s and RM

*Manage the OMNI funds process and approval for all DM’s

*Provide detailed analysis for Regional Director on Pipeline management

*Work with DM’s to develop sales initiatives to increase pipeline while

optimizing revenue and margin to retire older BCS products at customers

*Provide special reporting for DM’s by product, rep, channel, revenue

*Develop a three and six month forecast for installed base contracts expiring by

account along with potential revenue

Sr. Program Finance Manager, SIP TSG NA 1993-2010

* Developed pricing and financial strategy for the largest HP SIP win totaling, in

excess of 500M and continue as the primary finance focus through delivery,

exceeding projected margins.

* Developed and implemented strategies for projects across the

Commercial and Public Sector Groups in the 100M+ range that have allowed

HP to become the incumbent in many accounts providing a pull through for

other lines of business

* Provided financial support on projects in developing P&L's, Project Financial

Modeling, Cash Flow analysis and Investment Analysis

* Provided risk assessment evaluation, distribution strategies, financing strategies

and cost estimations to meet business plans

* Analyzed project financials for senior management, project teams and cross-

functional groups, providing reports and recommendations

* Developed and presented project related financial presentations for upper


* Provided Ad Hoc reporting and analysis for upper management

* Taught Project Financial Management for PM's PMP certification

* Certified in Project Finance

District Business Operations Manager 1988-1993

* Managed a district in excess of 150 million dollars per year

* Increased gross revenue 31% in the first twelve months

* Increased net operating revenue 48% over 18 months

* Grew the New York District into the most profitable district in the U.S.

* Developed integrated business operating plans by optimizing revenue by product, service,

channel and portfolio

* Managed direct and cross functional employees

* Managed the consistent execution of U.S. business policies and procedures

* Developed and implemented corporate marketing and product strategies as well as

competitive analysis

Operations Consultant 1983-1988

* Implemented sales and revenue plans for the district

* Performed monthly product and revenue forecasts

* Provided direction to sales and cross functional groups on business strategies

* Provided tactical support on all project business from financial, operational and policy


Allied Signal Corporation

International Analyst 1981-1983

* Analyzed and evaluated foreign economic and political activities for South America,

Caribbean, Central American and Pacific Rim countries

* Substantially reduced Allied Signal's exposure in Mexico, months before the massive

devaluation of the Peso saving millions of dollars

* Established new guidelines for sales into the Caribbean and Central America which increased

revenue 28% in the first twelve months

* Participated in the establishment and development of regional offices in South America for the

Fibers and Plastics Division

Solinger Corporation

Corporate Credit Manager 1979-1981

* Managed both the domestic and international receivable base in excess of 25 million dollars

per year

* Decreased DSO 25 days within the first year

* Increased cash flow through the automation of systems and

reporting along with the elimination of duplicative processes

* Improved and streamlined corporate credit policies in order to more effectively manage risk

* Managed a staff of five analysts


* B.A. Management; City University of New York

* M.B.A. Finance; St. Johns University

* Quickbooks Certified

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