Carlisle, MA 01741
Results oriented Operations Professional with experience in sales, finance, sales operations, business
management, management reporting and analysis, deal support, P&L management and diversified
industry exposure. An assertive leader with a track record of partnering with sales leadership, field sales
and cross-functional team members to drive revenue and bookings, consistently overachieving revenue
targets. Motivated by challenge and dedicated to cultivating positive team environments. Extensive
background in community/volunteer organizations that make a difference in the lives of others.
AREAS OF EXPERTISE
Pipeline Forecasting/Revenue Management P&L Management
Management Reporting & Analysis Cross-Functional Collaboration
Business Practice Development Contract Negotiation
Program Management Policy Compliance
InforMEDical Communications, Inc, Carlisle, MA 2000 - Present
Director Finance and Operations
InforMEDical develops and delivers accredited Continuing Medical Education (CME) programs for
healthcare specialists in oncology and hematology. Programs are presented by world renowned faculty
and offered internationally and online.
Partner with CEO to develop overall objectives and strategic plans of the organization.
Manage the company’s operations (including monthly booking/revenue forecast, develop/monitor
annual budgets, monthly profit/loss reports and analysis, manage/report budget to actual activity
by consulting engagement, provide ad-hoc reporting, develop/implement business practices,
oversee contract negotiations, and implemented/manage customer relationship management
(CRM) database) achieving a consistent track record for timeliness, cost containment and
improved profit margins.
Prepare quarterly executive management reports, by synthesizing large amounts of data from
database output, which identify trends and opportunities for revenue growth.
Analyzed business processes and implemented cost saving operational improvements.
Develop and manage long-term vendor relationships, improving operating costs.
Increased program participation 800% over 9 years by partnering with strategic vendors.
Plan and manage international conferences (including site selection, financial oversight, contract
negotiations, overseeing work of vendors and providing onsite management), consistently
delivering on-time, below budget and superior customer satisfaction.
Designed website that increased market presence, providing a cost effective program delivery
method, and reducing publication and marketing expenses.
Digital Equipment /Compaq, Littleton, MA 1989 - 1999
Regional Sales Operations Manager, Channels 1995 - 1999
District Sales Operations Manager, Government 1994 - 1995
District Sales Operations Manager, Defense & Manufacturing 1993 - 1994
Business Operations Manager, NASA & VA 1991 - 1993
District Sales Operations Manager, Aerospace 1989 - 1991
Successfully managed the region’s operations encompassing forecasting, management
reporting/analysis, development/deployment of quotas, price/contract negotiations, financial
structuring of deals, customer satisfaction issues, managing channel conflict, business risk
assessment and collaborating with key members of other departments to drive revenue.
Developed and presented weekly/quarterly management reports (booking/revenue forecast,
backlog status, pricing/contract issues) assuring inventory to meet deliveries and revenue targets.
Implemented an online sales forecasting system, increasing forecasting accuracy and timeliness.
Partnered with field sales in the development of strategies and tactical plans to drive business,
achieving a consistent track record for surpassing revenue goals $80 million+.
Collaborated with cross-functional business groups in the development of strategies, pricing
models and competitive analysis, winning large contracts and creating a new line of business.
Developed and managed profitable sales programs that stimulated account growth and customer
Facilitated field sales training on policies/procedures, achieving a track record for compliance.
Created a system to track consignment equipment, reducing inventory value by $1million and
expense savings of $100,000 in 180 days.
Managed, mentored and coached staff of two Sales Operations Consultants and an administrator.
Digital Circle of Excellence Winner - Top 5 U.S. Sales Operations Managers
Digital Decathlon Winner - Top 10% U.S. Sales at 190% of quota
Bachelor of Science with Degree in Finance - Santa Clara University - Santa Clara, CA - 1978
Microsoft Office Suite, QuickBooks Advisor, Alliance for Continuing Medical Education
Vice President, Acton Community Supper & Food Pantry
Treasurer, West Point Parents Club of Massachusetts
Former Chairperson and Member, Carlisle Public School Board
Responsible for hiring/managing the superintendent, setting policies, approving operating budget,
oversight of district spending, collective bargaining and working closely with town boards.
Former Member, Concord-Carlisle Regional High School Board
Former Director, Acton Community Supper
Managed operations and 100 volunteers to provide weekly dinner.