Sep 2019 – Jun 2021 · 1 yr 9 mos · Lehi, Utah, United States · On-site

• I played a crucial role in driving organizational success and cohesiveness. My responsibilities encompassed a wide range of strategic initiatives, including:
• Developing and implementing go-to-market strategies focused on optimizing territory management, sales capacity, targeting, and competitor analysis
• Conducting modeling and research to classify ideal customers and define the addressable market
• Leveraging data analytics, reporting, and statistical analysis using tools such as SQL, data visualization software, R, and Python to support data-driven decision-making
• Managing and integrating various sales tools, including CRM, BI tools, Jira, Chorus, and sales engagement systems to streamline processes and improve efficiency
• Overseeing project management and change management initiatives to ensure smooth implementation and adoption of new strategies and processes
• Managing a team of sales analysts, and BI analysts, and enablement program managers to support sales team quota, improve customer adoption, and shore-up ARR
• Throughout my tenure, I made significant contributions to the organization, including:
• A robust Ideal Customer Profile (ICP) model for the sales organization, which improved targeting and drove better results for our sales team. This included a reframing of customer segmentation via firmographic and technographic clustering, ideal customers identification using willingness to pay with Van Westendorp's price sensitivity, and options needs analysis, resulting in a 30% improvement in win rates
• Total Addressable Market (TAM) and Market valuation models to provide more accurate insights using Capital Asset Pricing theory to establish the TAM in terms of ARR
• Implemented an Agile Project Management operating model to improve efficiency and adaptability
• Restructuring and simplifying analytics dashboards, reports, and methods across the business to facilitate better data-driven decision-making

Apr 2016 – Oct 2019 · 3 yrs 6 mos · Logan, Utah

• I was responsible for managing a diverse portfolio of risk-mitigation services and driving product development initiatives. My key responsibilities included:
• Managing the complete product life cycle, from marketing promotion recommendations and feature adaptation to obsolescence management and New Product Development (NPD)
• Supporting the commercial organization through training, sales support, customer presentations, and other enablement requirements
• Managing product line performance by focusing on revenue growth, margin improvement, cost reduction, quality, and delivery
• Driving operational improvement activities in collaboration with finance, purchasing, customer service, and supply chain optimization teams
• Some of my achievements:
• Consistently exceeded revenue targets, by an average of over 100% mean annual organic product line growth year-over-year
• Developed a new service product from the ground up, contributing to overall revenue growth
• Eliminated major process inefficiencies and drove process optimization for sales execution and speed-to-market for our demo equipment program
• Increased the average margin of the service product line by 42%
• Created a risk-based pricing model (using option-pricing theory and risk-based valuation models) that bolstered margins, improved sales rates for service contracts, and supported customer's manufacturing risk levels -all by replacing the antiquated capacity-based cost-plus model
• Reduced lead times from 23 weeks to five weeks by creating a standardized portfolio offering of our Single-Use Technology (SUT) Bioreactors, a 78% improvement which drove $60M in net-new sales.

Apr 2015 – Jul 2016 · 1 yr 3 mos · Logan, Utah

• Responsibilities:
• Maintain Salesforce.com, provided reporting, analytics, developed dashboards, and provided
• administration support for users
• Statistical analysis of sales and revenue forecasting to support SIOP (demand) planning process using time series and Monte-Carlo methods
• Design, implement and maintain sales forecasting, territory planning, and budgeting
• Impact:
• Improved sales forecast accuracy from 62% to 93%
• Delivered a standardized business review analytics for sales engagements with key clients –resulting in an increase in attainment by 15%
• Eliminated an antiquated sales cycle, and established improved cycle process and definitions resulting in increased data hygiene and visibility
• Preparing executive content for QBRs and MBRs with strategic customers, maintain 100% on-time delivery to leaders

Feb 2015 – Aug 2019 · 4 yrs 6 mos · Greater Salt Lake City Area

• Responsibilities:
• Advised clients on manufacturing process
• Process modeling, queuing modeling, and capacity analysis
• Perform viability studies on product attribution, adoption, and market size
• Project management
• Impact:
• Produced an increase of 284% in raw material for a client involved in beverage manufacturing –7 gal batch to 2000 gal per cycle
• Improved valuation via product innovation
• Improved upstream operation efficiencies for all clients by an average of 42%

Nov 2011 – Jan 2015 · 3 yrs 2 mos · Utah

• Responsibilities:
• Operations strategy
• Commercial operations and product line coordination to key field partners
• Supported pricing analysis with model building and application processes
• Sales focus on business development efforts -field partnerships
• Impacts:
• Risk assessment of product viability/strategy resulting in improved P&L
• Improved costing process -resulting in increased margins of ~10%
• Created network models of delivery paths to minimize raw material obtainment and saving 2,000 man-hours a year

May 2007 – Aug 2009 · 2 yrs 3 mos

• Pricing of real property investments vehicles (REITs, FOs) , future-based large-scale rent evaluations and risk assessment, and real-option pricing for developments.

Jan 2007 – May 2007 · 4 mos · Bolivia, Salt Lake City.

• Projects and results:
• Micro-enterprise instructor and activity coordinator.
• Worked aggressively in local community development.
• Instructed over 130 micro-enterprise students.
• Helped establish and grow over 40 businesses in Bolivia and Peru via microfunding.
• Raised over $200,000 in matching funds for Ascend's investment programs.