Manager/Director - Sales Operations

Hal B. Marty

**** ** ****’s Rd, Lafayette, Ca ***49

Cell: 925-***-**** Email: ***.*****@*******.***

Director of Sales Operations

Business professional with a proven track record of 25+ years of contributing to the advanced performance

and profitability of companies operating in highly competitive and technical markets. Able to leverage expertise and broad based business experience in sales and sales operations management to align all aspects of a companies’ day-to-day operations with their business goals and objectives. Initiate continuous process improvements to maximize efficiency and profitability. Build and spearhead top-performing teams, providing strategic guidance, training, and support needed to ensure both internal and external customer satisfaction. Core competencies and transferable skills include:

Sales and Sales Operations Management CRM Design and Implementation Call Center Management Education and Training Design and Delivery Strategic Planning Process Improvement Crisis Management Coaching & Mentoring Risk Management SaaS and Startup Experience

PROFESSIONAL EXPERIENCE

Current Employment

Teachscape, Inc., San Francisco, CA

Manager, Sales and Sales Operations, Inside Sales Division

Manage all aspects of the Inside Sales Team including training, scheduling, process design, pipeline management and quota attainment. Assist in the rollout and support of marketing campaigns lead generation, lead qualification and sales. Provide accurate forecasts based upon partner participation and lead generation.

Operational Highlights:

• Established system infrastructure to accurately capture data needed for optimal forecasting, lead management, staffing, and service levels.

• Developed and implemented cross-functional workflows within SalesForce CRM to improve processes and day-to-day sales operations.

• Managed and trained Inside Sales Team during the transition to the marketing and sales of new products and services.

• Met or exceeded partner’s qualified lead quota requirements resulting in the accelerated payout of large multi-year contract.

• Designed, implemented and now maintain sales dashboards, reports and trend analysis used by the VP of Sales and the VP of Product Management.

Previous Employment

MegaPath, Inc., Pleasanton, CA

Director, Sales Operations

Directed, planned and coordinated all day-to-day activities for Company’s sales operations department. Administered the sales compensation plan including setting quotas, designing spiffs, reporting quota attainment and resolving disputes. Reviewed, approved and tracked all special design and discount pricing requests. Compiled and reviewed monthly revenue data and reported results to senior management. Championed continuous process improvements to maximize efficiency and profitability. Provided strategic guidance and support to the sales operation team in supporting the sales process.

Operational Highlights:

• Recruited by Company to lead the effort to redesign and update SalesForce.com Customer Relationship Management System.

• Designed and implemented Request for Proposal process with version controlled document templates, pricing discounting and non-standard contract approval.

• Designed and managed lead distribution and metrics for Call Center.

• Played key role in managing the project to replace the web-based product configuration and pricing sales tool.

• Developed, implemented and enforced sales channels rules of engagement.

• Championed an initiative to benchmark, consolidate, select and merge back-end operating systems.

• Rewrote sales compensation plans and territory assignments to better align sales activities with company goals.

Arraycomm, Inc.

Senior Manager, Sales and Business Operations

During 10 years of employment that included multiple promotions and increasing responsibilities and duties, established budgets, allocated resources and managed the day-to-day activities of business operations, sales operations, quality assurance and safety.

Operational Highlights:

• Led the initiative to define “best practice” sales processes and strategies and then designed and implemented the SalesForce.com Customer Relationship Management system.

• Spearheaded the formation of the Canadian Branch Office. Start-up tasks included site selection, lease negotiations, space planning, equipment and furniture procurement, communications and data network design and installation as well as the hiring of support personnel.

• Designed custom applications to support document controls and Trade Show lead follow-up activities.

• Designed and implemented business systems for facilities, procurement, and travel that resulted in reduced costs, greater reliability, and increased accountability.

• Coordinated the Sales Team Weekly Strategic Account meeting. Worked directly with senior management, tracked and insured critical task completion and reported results to Company CEO.

• Acted as key corporate liaison for International Branch Operations.

Mt. Diablo Unified School District, Concord, CA

Lead Instructor, On Track Program, Adults with Disabilities

• Developed curriculum, designed lesson plans and delivered classroom instruction to 30 special needs students.

• Communicated On Track Program status to Board of Director’s and represented the On Track program to community outreach programs and support services.

RELEVANT MANAGEMENT EXPERIENCE

Siemens Communications, San Jose, CA

Business Systems Analyst

• Led a Call Center team that supported Siemens’ national sales group responsible for annual sales of $150 million. Provided real-time expert advice for the configuration and pricing of complex communications equipment.

• As a key contributor on a cross-functional team of system engineers and software developers, championed the needs of the sales team in the design, testing and implementation of a PC based configuration and pricing tool.

• Partnered with the Education Department in the design and delivery of live videoconference training program. This program, delivered to 22 branch offices, resulted in a 33% reduction in configuration and pricing errors.

TelPlus/IBM – ROLM, San Jose, CA

Sales Representative

• In a variety of sales positions developed the skill sets to design and sell complex telecommunications systems to a diverse clientele. Successfully transitioned through multiple Company mergers to secure prized Installed Base Sales position.

Children’s Hospital – Oakland, CA

Assistant Administrator

• Managed the 24/7/365 operations of the Communications, Admissions, and Clinic Registration Departments, overseeing a staff of 55 union and non-union employees.

• Designed, developed bid documents, negotiated contracts and managed the installation of a $750,000 replacement communications system. Efforts resulted in no downtime; increased system capabilities and an operating cost savings of over $1 million during the life of the system.

EDUCATION

Masters of Business Administration

Saint Mary’s College

Bachelor of Arts

University of the Pacific

PROFFESIONAL DEVELOPMENT / INTERESTS

Highly skilled technology/computer user (Word, PowerPoint, Excel)

High School Varsity coach Baseball/Softball

Adult Education – Instructor, Adults with Disabilities

Multiple SalesForce.com Customer Relationship Management (CRM) training courses

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