Sales Management

KATHRYN LORENZO

Finance and Business Operations Business Analysis

Sales and Market Management

415-***-**** ********@*****.***

LinkedIn Profile: http://linkd.in/x2QspO

Award winning finance and business operations professional with diverse background.

Accomplished Finance and Business Operations Consultant offering 15 years of success in finance, sales, and market analysis. Ambitious and intelligent businessperson with a solid track record of excelling in every role. Utilizes metrics and best practices to meet revenue goals and interprets financial measures to improve the bottom line. Proven ability to create and implement change management programs that impact company culture and produce positive results.

Areas of Expertise:

* Planning & Forecasting

* Sales and Market Analysis

* Financial and Sales Systems

* Business Operating Metrics Reporting & Analysis

* Financial Reporting and Analysis

* Expense Reporting and Management

* Business Process Optimization

* Change Management

* Group Training & Presentations

* Market Development

* Sales Coaching

* Management Training

Partial List of Technology Expertise: Great Plains, PeopleSoft, SQL Queries, nVision, AIMCall, Quickbooks, Cognos, Analysis Studio, Salesforce.com, Platinum, MapPoint, SharePoint, Visio, Access, and Microsoft Office Suite.

EXPERIENCE and ACHIEVEMENTS

AAA NORTHERN CALIFORNIA, NEVADA AND UTAH – Emeryville, CA

2006 - 2011Market Analyst – Sales and Market Management

Led yearly planning and budgeting process for multiple markets totaling $900 million in revenue with $60 million expense budget. Worked with district managers on planning assumptions, summarized results for senior leaders and recommended expense budget to Finance. Liaised between Sales and Marketing divisions on marketing campaigns and results. Developed and delivered quarterly senior management presentations. Wrote performance to plan documents for monthly business review meetings. Performed ad-hoc modeling and analysis. Regularly partnered closely with mid-senior level management on financial matters and operations. Worked independently and delivered on several projects concurrently.

Key Accomplishments:

* Created information and analyses that explained and influenced appropriate decision-making and helped a district exceed yearly goal by 13%

* Oversaw $500 million market P&L statements

* Designed and delivered Sales and Marketing road shows to branch managers and staff that analyzed market penetration and sales performance improving branch production by up to 6 percent

* Implemented monthly performance reviews with district managers that improved sales revenue, quality of sales, reduced expense and imparted best practices with localized examples

* Liaised between Sales and Marketing divisions on marketing campaigns and helped improve campaign results through recommendations and accurate reporting

* Analysis and reporting of key corporate marketing promotions became the company benchmark for conveying results

* Created go to market strategies that landed several key accounts including Chevron

* Four year track record of repeated 0.1 to 1.5 point accuracy in yearly sales plans

* Forecasted producer staffing that eliminated empty seats after 2 months and identified future terminations

* Developed and delivered Market P&L presentations educating staff on financial measures and the drivers that influenced them. Received positive feedback for improving sales and controlling expenses.

AAA NORTHERN CALIFORNIA, NEVADA AND UTAH – Emeryville, CA

2004 - 2006Financial Analyst II – Forecasting and Budgeting Assembled the Enterprise Budget and Forecast Income Statements and prepared Budget Income Statements presentation to the Board. Provided technical budget support to other divisions during Budget Season. Performed month-end system process and worked on ad-hoc projects.

Key Accomplishments:

* Optimized month end financial system processes reducing process time from 21 days to 4 days

* Developed division intranet site, the main source for news, reports and information during forecasting and budgeting seasons, as well as the FP&A Community site – which improved relationships within the division and the employee work experience

* Authored and conducted customized PeopleSoft training sessions for over 200 managers and analysts as company PeopleSoft certification trainer that improved communication and understanding of financial information

* Designed, created and managed change management program, including surveys, coaching for managers and direct reports of the Finance and Administration division. Received positive feedback.

AAA NORTHERN CALIFORNIA, NEVADA AND UTAH – San Francisco, CA

2001 - 2004Financial Analyst Contractor – Forecasting and Budgeting and Product Costing

Provided ad-hoc support in multiple areas including strategic corporate initiatives, cost analysis, industry research, seasonal financial planning, cost benefit analysis, and review of cost allocation factors and bases. Conducted business operations management activities such as industry benchmarking and analysis, presentations, surveys, and subsidiary profit and loss statements.

Key Accomplishments:

* Conceptualized, created and conducted customized training sessions for manager and staffs to promote understanding of financial systems, business rules and the gathering of information as they apply to an insurance company

* Created first product profit and loss statements and analysis for geographic locations to help managers better manage the branch

* Produced monthly reporting package for enterprise and custom monthly reports for various divisions in PeopleSoft nVision

SENIOR ACCOUNTING CONTRACTOR, San Francisco, CA

2001 - 2004

Key Accomplishments:

* Served as Senior Accountant for various start-up companies including Law.com and Evoke.com. Re-engineered processes such as accounts payable and client management. Developed and documented management processes and procedures.

* Learned client businesses and systems in two days or less in order to immediately manage month end processes

* Acted as audit lead and communicated with auditing company on behalf of client

* Consolidated companies and assets acquired through mergers and acquisitions

EDUCATION

MBA, Global Management, UNIVERSITY OF PHOENIX | BS, Accounting, UNIVERSITY OF SAN FRANCISCO

AWARDS

Division Employee of the Quarter for second quarter 2005

Excellence Award for creating Financial Planning and Analysis (FPandA) division’s SharePoint site

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