Erika Culver, CCME

ACHIEVEMENTS

• Reduced contract signature time by 35% from Won to signature.
• Achieved 100% automated visibility relationship owners needed into contractual timelines, renewal terms, and expiration dates for continual customer engagement.
• Decreased Pilot and POC contracts by 50% through streamlining the sales cycle.

RESPONSIBILITIES

Streamlined business processes and internal controls, resulting in scalable and detailed set of procedures.

Reviewed customers, contracts, and purchase orders for revenue recognition and verified compliance with internal policies and standards.

Updated, organized, and trained internal team regarding HubSpot client and customer information ensuring proper metrics were used.

Liaised and collaborated with multiple departments ensuring cost vs. ARR was within C-Level approval parameters.

Reviewed historical records, current operational data and forecasting information to identify and capitalize on system enhancement opportunities.

Performed spending analysis and partnerships to refine policies and develop recommendations for improvement.

Validated existing accounting management and reporting systems to assess quality and conformance, identify problems and implement corrective actions.

Increased revenue by implementing effective sales strategies within sales cycle process from prospecting leads through close.

Meetings with director to identify techniques to overcome sales obstacles.

Directed and implemented strategic improvement plans to integrate solutions from audit findings and workflow process issues.

Performed and documented quality control checks to maintain compliance with company initiatives.

ACHIEVEMENTS

• Designed numerous workflows while integrating multiple document management solutions to provide a detailed view of the company’s sales and revenue operations from different sales organizational types.
• Consolidated and organized historical M&A transactions, Corporate Governance, and minutes, providing actual true account of corporate activities.
• Advocated and achieved Executive and Management endorsement to use software to prepare and finalize corporate documentation, record retention and organization efficiency and organization.
• Decreased contract drafting through execution time by 15% for international documents.

RESPONSIBILITIES

Single global point of contact for all commercial documents, corporate records, and contractual agreements.
Global Project Manager for the design, strategic implementation, and organization of related software solutions to consolidate information for a variety of sales channels, document workflow and contract maintenance.
Coordinated deployment and application of new customer programs while providing insight of acceptance into the programs, compliance, and ensuring visibility for stakeholders.
Created, memorialized, and trained sales and marketing teams regarding new strategic internal processes for new program features, flows for execution and performance under multiple operations teams.
Oversaw the annual review of all standard Terms & Conditions along with other contractual temples to revise or update legal language to meet changing laws, anticipating changing industry fundamentals, and the impact on all facets of the organization and its structure

ACHIEVEMENTS

• Spearheaded system design to improve flow and transparency of contracts to ensure all stakeholders are apprised of contractual status and new business, thus improving contract ownership, accountability, which enhanced customer relationship.
• Instituted internal processes and requirements for more comprehensive vetting approach for both supply chain and value chain teams thereby reducing internal and external risks for all parties.
• Reduced purchasing costs by 20% though negotiation and analysis of contract terms with vendors.
• Educated C-Suite, IT and stakeholders on information vital to vendor risks, upcoming trends (blockchain, smart-contracts, artificial intelligence), positioning the company ahead of the curve.
• Overhauled internal contracting process to achieve an average initial reduction of 60% in contract review turnaround time

RESPONSIBILITIES

Central liaison and manager for internal/external partners (onshore and offshore) for contract negotiations/redlines including Master Service (MSA’s), Master Transportation (MTA’s), Work Orders/Purchase Orders, and other commercial Agreements.

Managed internal coordination of departments for rate structures, HR, and HSE compliance, sales tax/uses, and insurance.
Designed system notifications for supply chain documentation transparency concerning critical dates, contract renewals, amendments, or extension, thereby revamping the supply chain process to efficiently verify, authorize or reject, and reduce internal risk.
Advised, authored, or reviewed Sales and Operations teams RFP’s, RFI’s, and RFQ’s for professionalism.
Pursued, researched, and assessed legal and forthcoming industry standards/trends (blockchain, smart-contracts, unmanned auto & UAV insurance, and artificial intelligence) and potential effects and corporate risks.
Produced and presented training materials to Operations and Sales regarding different types of agreements, provided simplistic cheat-sheets for relationship owners regarding specific terms for initial customer discussions from the company standpoint. Formalized processes to track compliance of contract terms, requirements, and deliverables, with visibility into target dates, milestones, and KPI requirements.
Project Manager for the scoping and implementation of new CRM and CLM software from a contractual/legal standpoint for record retention and informational flow terms agreed within the 4-corners of the document and the stakeholders.
Educated Executive team regarding any known or potentially detrimental risk(s) agreed to, without prior approval or review from Contracts/Legal department or found in older evergreen documents.

ACHIEVEMENTS

• •Decreased entire negotiation cycle by 50% by improving internal process flow and understanding customer software and business needs.
• Standardized contracts across company and reduced risk by establishing searchable contract terms library.
• Facilitated the preparation of new sales territories (including sales personnel understanding and compliance with the Foreign Corrupt Practice Act (FCPA).
• Increased revenue by 15% by instituting an audit process for accurately assessing customer’s license rights.
• Mitigated business risks by analyzing contracts' potential impacts and avoiding unfavorable terms.

RESPONSIBILITIES

Tracked contracts for management and issued regular tracking reports covering current status and upcoming milestones.

Negotiated/redlined and administered a variety of all sales agreements with diverse audiences from small businesses, global conglomerates, governments, and financial institutions for multiple business segments.

Maintained SharePoint and Salesforce database for with contract, vendor and customer information.

Continuously ensured strategic direction of software aligning with company's business model, movement, and processes.

Initial point of contact for software licensing, development, and services agreements for both SaaS and non-hosted solutions.

Compiled required documentation to keep contracts compliant with SOX requirements.

Mentored/educated internal teams on SOX compliance requirements, Revenue Recognition standards, and Contract and Commercial Management policies.

Facilitated/streamlined contract processes and managed implementing Salesforce contract management solution.