Winston-Salem, North Carolina, United States
I have established myself as a results-oriented strategic leader with extensive experience supporting large sales organizations in fast-paced, evolving environments. Providing support, focus, and direction to sales leaders to execute their strategies each year, especially during massive change initiatives, has allowed me to serve as a trusted and dependable advisor over my tenure with each team that I support. Proven leadership of cross-functional operations teams with a strong emphasis on problem solving and process improvement. I am passionate about removing obstacles for sales teams to excel and providing accurate analyses and actionable insights to allow sales teams to exceed sales quotas and grow revenue. I consider it a privilege to elevate the standard of excellence in my roles and I am committed to empowering future leaders through engaging training, coaching, and mentoring. Areas of Expertise • Sales Operations & Planning • Revenue Operations Management • Continuous Process Improvements • Issue Identification & Resolution • Operational Efficiency • Workflow Productivity • Compensation Analysis • Communications & Presentations • Channel Performance • Cross-Functional Team Leadership • Full Life Cycle Project Management • Data Analytics & Key Performance Indicators (KPIs) • Performance Management • Sales Enablement • Training/Development When I'm not driving organizational performance, you can usually find me enjoying a new restaurant or being the master of my own kitchen. I love unwinding with visits to family and friends and travel to tropical destinations to recharge. I am always looking to expand my professional network. I welcome the opportunity to hear more about your organization. Perhaps we can find a way to achieve mutual business success. Please feel free to connect with me through platform.
Currently, I serve as a dynamic leader of sales planning, functioning as an advisor to 4 Market VPs, producing critical insights, analysis, and reports leveraging best practice tools that uncover trends, issues, and areas of continuous improvements. I deliver noted indicators of high-performance and consistently position functions for growth. I regularly interface with sales management to define and assign sales territories. I ensure accurate sales crediting, research disputes, provide documentation/recommendations on needed corrections, and give teams insights on any missing results. Furthermore, I research and validate account segmentation for sales teams to accelerate customer sales and support, eliminating channel conflicts, while elevating the customer journey. • Instrumental support to 4 territory sales markets across Fiber and Mobility business divisions that sell services to Small and Mid-Size businesses with up to $20K+ in annual telecom spend with AT&T. ◦ Provide key data insights to 4 AVPs, 39 Sales Managers, 264 Fiber Sellers, and 147 Mobility Sellers. ◦ Primary liaison between sales personnel and senior leadership on quota policy. ◦ Trusted advisor with ability to build strong relationships and consistently deliver and complete objectives. • Emerged as the principal mobility transition lead that helped outline 2023 transition credit logic. Evaluated data to verify results. Authored summary report that was reviewed by the VP Chief of Staff and replicated for all markets.
In this role, I was recognized as a pivotal leader that advised the Market AVP of Mobility through deep-dive analysis, sales tracking, and reporting of monthly and YTD sales. I pinpointed gaps, communicated achievements, and delivered comparative analysis of trends to both quota and forecasts. I enabled real-time feedback to 10 sales teams on pacing and achievement of milestones. I utilized comprehensive reports for Market Ops Reviews, Quartile Performance Analysis, and SM 1:1 Reviews. I also optimized ongoing mobility operations, serving as a solutions expert to complex issues to drive sales. • Essential contributor to sales analysis and operations to the Greater Lakes Mobility Team that sold AT&T wireless services to a client base of Small and Mid-Size Business customers. ◦ Delivered analytics in support of Market AVP, 10 Sales Managers, and 100 Mobility Sellers. • Appointed SEL Lead on researching gaps and missing sales. Submitted monthly disputes on behalf of the market to recover missing results. • Selected as the Market Lead for the AccelERate Training Initiative for the Eastern Region. ◦ Handpicked for the team that conceptualized, developed, and integrated mobility training content for new hires. Presented on Prospecting Systems (Salesforce, SMART, SAART, Ponder) every month. ◦ Served as a liaison to Sales Managers and onboarded an average of 30+ new hires per year. • Partnered with Marketing to design monthly contests to propel sales goal achievements.
In this position, I was a trusted advisor to regional leaders, leveraging industry best practice technology and reporting tools to generate accurate reports on monthly YTD production, including sales quota vs. forecasting, trend analysis, and comprehensive factors such as: account penetration, sales distribution, WoW funnel activity, and YOY revenue performance. I outlined insights on KPIs to advance production improvement and support data-driven decision making for AVPs, managers, and sales teams. Additionally, I delivered monthly and YTD revenue analysis, analyzed account variances, and investigated monthly changes. • Entrusted with increasing support scope from Chicagoland, to the state of Illinois, to 2 multi-state regions. • Vital support to 2 Moduled Markets that sold AT&T services to the top 60K Mid-Size customers with an annual telecom spend for up to $1M. The two markets comprised $836M in Total Billed Revenue and 13.4K customers. ◦ Presented crucial data and analytics to 2 AVPs, 20 Sales Managers, 160+ Sellers. • Drove module building to an average of $5M in Total Billed Revenue. • Proactive leader among peers in championing continuous policy and process improvements, as well as compliance to all policies and rules of engagement. Offered strategic recommendations in best practice development and implementation to promote overall workflow efficiency. • Administered full life cycle project management of annual segmentation and quota allocation initiatives with sales leadership. Presented modeling and recommendations that enhanced allocation. • Collaborated with 20 sales managers on revenue assurance, extracted critical insights, and facilitated training to more than 160 personnel on locating billed revenue to assigned accounts, maximizing total annual billed revenue.