Top-performing business development professional with experience in driving organic growth as well as vast experience leading the integration of sales teams from acquired companies to ensure successful and efficient acquisitive growth.
A proactive problem solver guided by superior data analytic skills that is appreciated for the ability to present complex data analysis in easy to understand formats.
Exceptional project and team leader with the ability to inspire and motivate others by being able to effectively adapt leadership styles for each unique situation and person involved.
Sales pipeline management
Team building expertise
Critical and creative thinking
Creation of sales comp structures
Expert in multiple CRMs
Customer & executive level presentations
Microsoft Excel & PowerPoint expert
Senior Vice President, Sales Operations, 04/2014 to 01/2017 Clean Harbors – Norwell, MA
Developed, implemented, and managed sales process, forecasting, and budgeting for the corporation's 1,000+ business development professionals.
Responsible for creating an ops aligned sales budget ($3B+). For the first time in the corporation's history the sales budget was rolled out on time
Developed, managed, and calculated all sales comp plans.
Accomplished massive re-organization of sales teams to better align with operations across the varying business pillars. Changes encompassed streamlining territory alignment, simplified job title naming convention, complete overhaul of variable comp plans to simplify them while giving more weight to new account growth, documented sales activity expectations, published sales stack rankings to hold people accountable to new activity expectations, and transitioned from two different CRMs to get everyone on a single CRM platform (SF.com)
Managed a team responsible for the cleansing and maintenance of the master customer data file
Ensured sales reports and other internal intelligence was provided to the sales organization timely and accurately.
Leader of commercial integration team for multiple acquisitions resulting in seamless integration of business development teams.
Active and valued member of Corporate Executive Council. Group of only the top 30 senior leaders in company hand picked by CEO to meet monthly to discuss most important issues and opportunities facing the corporation.
Senior Vice President, Oil & Gas Sales, 05/2013 to 04/2014 Clean Harbors – Norwell, MA
Inherited an immature and disorganized sales team that was a conglomeration of 5+ acquisitions that were never effectively integrated.
Effectively managed a team of 40+ sales professionals, responsible for a $350M+ budget, spread out across North America with hubs in Houston, Denver, and Calgary.
This period was the onset of the most recent great downturn in the Oil & Gas market but the team was able to exceed budget in two of the three business units that made up the Oil & Gas division
Developed and implemented a sales strategy that focused on rapidly increasing the utilization of assets that were less desirable to the market place, resulting in a 400% increase in the utilization of said assets.
Collaborated with sales reps to penetrate new accounts, identify potential customers and coordinate product demonstrations.
Initial priority was to recruit and hire senior level sales leaders from the market. Within 6 months had successfully recruited and hired 3 Vice Presidents and 6 high level sales reps.
Worked with executive management to successfully enter a new geography, Texas, for Oil & Gas division.
Vice President, Sales Operations, 05/2013 to 04/2014 Clean Harbors – Norwell, MA
Developed, implemented, and managed sales process, forecasting, and budgeting for the corporation's 500+ business development professionals (Prior to Safety-Kleen acquisition).
Worked with Senior Sales Leaders and Executive Management to create new sales reports and KPIs
Ensured sales reports and other internal intelligence was
provided to the sales organization timely and accurately.
Developed, managed, and calculated all sales comp
Vice President, Contracts, 09/2010 to 09/2012 Clean Harbors – Norwell, MA
Position created by CEO because of the administrative failure related to corporation's biggest accounts resulting in a material amount of non-collectible revenues, a ballooned DSO, and constant invoice audit failures
Focused on the top 50 accounts for the corporation, which generated over $500M in revenue.
Ensured complete compliance of all aspects of contracts
All invoice audits resulted in less than 1% of revenues being categorized as potential discrepancies
Successfully cut the DSO for these accounts by about 50% resulting in 10% decrease for corporation by improving invoice accuracy and developing invoice formats that better aligned with each customer's needs
Worked with IT to develop systems to integrate with all necessary electronic billing systems.
Managed a team of 4 contract managers
Director, Emergency Response Services, 01/2008 to 08/2010 Clean Harbors – Norwell, MA
P&L responsibility for all major emergency response events
Lead negotiator with all major emergency response vendors and clients
Responsible for the invoicing and collection of all major emergency response event revenues
Maintained relationships with all major emergency response management companies.
Responsible for standing up a remote command center and managing administrative and support personnel to ensure accurate administration of the event and ultimately the timely collection of all revenues.
Bachelor of Science: Finance, 2001 - 2005 Suffolk University, Sawyer School of Management - Boston, MA