Summary
Overview
Work History
Education
Skills
Accomplishments
Affiliations
Certification
Interests
Timeline
Generic

Mark Saylor

North Myrtle Beach,USA

Summary

Results-oriented leader with strong analytical and customer relations skills. A goal-oriented self-starter and team player with solid background in CRM System Management, Change Management, Process Reengineering, Supply Chain Management, and Sales and Marketing in the Refining and Healthcare industries. Proven ability to lead teams, drive change, and get financial results at all levels within a global organization.

Overview

22
22
years of professional experience
1
1
Certification

Work History

Sales Operations Manager, Salesforce & Systems

W.R. Grace
06.2022 - Current
  • Responsible for maintaining and advancing the Refining Technologies (RT) Commercial Excellence roadmap and monitoring the progress on roadmap milestones.
  • Analyze sales metrics to identify trends, opportunities, and areas for improvement in the overall operations strategy.
  • Champion continuous improvement by conducting regular reviews of internal processes to drive efficiency gains.
  • Increase sales revenue by streamlining the sales operations process and implementing effective strategies.
  • Drive significant improvements in sales forecasting accuracy through adoption of advanced analytics techniques.
  • Continuously improve CRM system for better tracking of customer interactions and sales outcomes.
  • Collaborate with upper management to implement continuous improvements and exceed team goals.
  • Direct off-shore IT resources to complete on-time Salesforce system enhancements.
  • Develop strategic solutions using Salesforce, SAP, SFDC Analytics tools to drive process improvements that result in positive impact to the business.
  • Conduct in-person and online workshops to educate users on the platform. Develop and administer CRM training to new sales personnel for seamless user adoption and utilization.
  • Conform with all internal/external safety regulations pertaining to environmental protection & occupational & traffic safety according to GRACE EHS system.


Sales Operations/Marketing Systems Manager

W.R. Grace, Corporate Headquarters
01.2016 - Current
  • Managed the Advanced Refining Technologies (ART) business custom application sales operations and marketing systems.
  • Served as the business sales operations system owner with primary focus on the automation of ART’s business rules and processes.
  • Implement and maintain business process rules in the ART sales operations forecasting systems.
  • Serves as application expert and primary source of institutional knowledge to support users of the ART sales operations systems (AIMS, SFDC, MOC/Enablon, e-catalysts, SAP, etc.).
  • Primary business lead for business process improvement programs, future system design, and system upgrades.
  • Lead the ART system business forecasting transition from the AIMS database to the ART Salesforce system platform.
  • Lead the ART SFDC system enhancements/strategic initiatives including Target Account Planning, Account Jeopardy Assessments, Sales Forecasting, Value Model, SAP/SFDC information management, Lead Management, Campaign/Event Management, Opportunity Management, Quote Management, Pricing Approvals, Call and Win/Loss Reports.
  • Lead the SFDC support team to provide system users continuous system education and close user support tickets in a timely manner.
  • Work with Segment Directors, R&D and Finance to maintain key data tables such as product physical, chemical and costing data and align within the marketing systems.
  • Develop marketing content & analysis from marketing systems to support ART marketing activities.
  • Analyze various internal and external sources of data to develop key market insights regarding crude oil prices, global gasoline demand and crack spreads.
  • Develop and maintain marketing dashboards for monthly and quarterly reporting.
  • Responsible for the accuracy of the marketing systems data analysis for demand/margin forecast as required.
  • Support ART business reporting requirements for strategic plan, AOP, QBRs, MORs, BOD presentations.


Global Change Management Leader/Senior Black Belt

W.R. Grace, Corporate Headquarters
06.2011 - 12.2015
  • Lead transformational projects and the deployment and implementation of the Change Management program within Grace to support the Sourcing Transformation of the Indirect Supply Chain and Transformational projects.
  • Lead Sales initiative to implement a Lead Pre-Qualification process within the Building Envelope product line of Grace Construction Products.
  • Lead initiative for Grace to optimize their warehouse management process to inventory only ART and EM saleable finished goods at Cabot Warehouse.
  • Responsible for developing, implementing, and managing Indirect Materials Share Point site.
  • Developed and implemented a Global Change Management strategy to ensure that the Sourcing Transformation introduced into the organization help to further the organizational objectives and support productivity and savings goals for the Indirect Supply Chain.
  • Create and implement specific change management plans with respect to communication and training which ensures a consistency in adopting change and maximum utilization of the new initiatives for the company.
  • Identify and assess change impacts to have a clear understanding of stakeholder job role impacts, timing, nature of impacts, and readiness of people in current roles to adopt new policies, processes, and systems.
  • Establish metrics to drive early adoption, effective utilization and proficiency of new change initiatives for individual employees as well as consulting business leaders of the change progress and informing senior leaders of positive business results.
  • Facilitate monthly Change Management leadership strategy meetings with 20+ plant locations to influence transformational change adoption behaviors, help identify and understand impacts of change, help stakeholders and process users commit to the change, and incorporate goals and compliance with stakeholders and process users.
  • Project Manager to develop and implement a global expense management system worldwide in over 30+ countries to standardize the Expense Reporting and supporting processes within the organization.
  • Led Indirect Supply Chain Productivity program managing 200+ projects to drive cost reduction and profitability goals and Supply Chain initiatives.

Lean Black Belt

W.R. Grace, Corporate Headquarters
04.2008 - 06.2011
  • Lead the deployment and implementation of Lean techniques to improve Grace’s Business processes.
  • Lead and facilitate process improvement teams in Six Sigma and Lean methodologies including Kaizen events to achieve business bottom line results.
  • Work closely with Senior Leadership and Supply Chain Management to develop a strategic annual operating plan and execute forecast commitments to drive business results.
  • Work effectively across departments to develop and publish metrics. Make recommendations for process improvements and monitor processes for continuous improvements.
  • Train, educate, and mentor project managers and greenbelts.
  • Facilitate Kaizen events and report progress to senior leadership.
  • Responsible for Black Belt projects in Grace’s worldwide Supply Chain, Accounts Payable, and Human Resource functions.
  • Provided Six Sigma support to Supply Chain which increased Grace’s cash flow by $32MM in 2008 and $36M in 2009.

Marketing and Real Estate Manager

Quest Diagnostics Incorporated, Baltimore Laboratory
06.2007 - 04.2008
  • Built and implemented patient marketing strategic plan. Review and negotiate real estate leases for legal compliance for 100+ leased and owned properties.
  • Responsible for designing and controlling new leasing and Patient Marketing Processes.
  • Responsible for leading Patient Service Center growth and marketing initiatives for the Baltimore Business Unit.
  • Drafted, analyzed, reviewed and negotiated legal documents and agreements protecting Quest Diagnostics with emphasis on real estate.
  • Responsible for initial financial review and determination of type and customization of lease.
  • Visit proposed Patient Service Center sites and coordinate with Patient Services, Sales, Operations and Facilities to initiate Patient Service Center opening.
  • Coordinate Patient Service Center construction plans with contractors. Review & recommend Patient Service Center layout and floor plan design.
  • Prepare budgetary forecast for operation leases and future term and financial commitments.
  • Identify and implement cost savings efforts where possible.

Six Sigma Black Belt

Quest Diagnostics Incorporated, Baltimore Laboratory
01.2005 - 06.2007
  • Lead process improvement teams to apply Six Sigma, Lean process improvement and design methodologies.
  • Lead improvement teams in the DMAIC, Lean, and Kaizen methodologies to achieve business bottom line results.
  • Work closely with Senior Leadership, Sales, and Operations to develop a strategic annual operating plan and execute forecast commitments to drive business results.
  • Work closely with Finance to assure Business Unit is on track to meet forecasted financial targets.
  • Leverage statistical tools to identify root causes, trends and provide short-term and long-term solutions. Measure and Sustain Process Control over time.
  • Train, manage, and mentor colleagues including Green Belts and business leaders in Six Sigma and Lean tools and applications.
  • Responsible for Black Belt projects in major functional areas of the Laboratory: Accounts Receivable, Patient Services, Database Management, and Histology.
  • Led 1MM Business Development/Acquisition team June-August 2007

Account Manager

Quest Diagnostics Incorporated, Baltimore Laboratory
01.2004 - 01.2005
  • Target accounts for growth in Southern Maryland.
  • Introduce new products and services to Physicians, Long-Term Care Facilities, and Skilled Nursing Homes. Responsible for a client base of 100 clients.
  • Negotiate pricing and In-Office Phlebotomist agreements aligned with company and government compliance guidelines.
  • Increase profitability of existing accounts by analyzing profitability, product and service portfolio and communicating plans with customers and executing solutions.
  • Collect and channel market dynamics information. Target and secure profitable new business in line with regional marketing strategy by effectively targeting prospective accounts, creating in-depth prospect profiles, building relationships and securing the business.

Education

Master of Business Administration -

UNIVERSITY OF MARYLAND, University College
College Park, MD
03.2010

Bachelor of Science in Business Administration - Marketing

Bloomsburg University
Bloomsburg, PA
12.1992

Skills

  • Advanced Microsoft Office Product
  • Statistical software skills
  • Pipeline management
  • Sales technology and process optimization
  • Salesforce optimization
  • Sales enablement
  • Sales analytics
  • Dashboard customization
  • Change management
  • Data analytics

Accomplishments

  • Certified Six Sigma Black Belt
  • Completed Effective Management Program, 2009
  • Completed Facilitative Leadership Program, 2008
  • Finance Leadership Award, 2012

Affiliations

  • American Society for Quality- Active Member
  • Volunteer- Howard County Wrestling, Inc- Executive Board- Active Treasurer
  • Volunteer- Howard County Wrestling Youth Program- Coach

Certification

American Society for Quality

· Certified Six Sigma Black Belt

Interests

  • Playing Sports

Timeline

Sales Operations Manager, Salesforce & Systems

W.R. Grace
06.2022 - Current

Sales Operations/Marketing Systems Manager

W.R. Grace, Corporate Headquarters
01.2016 - Current

Global Change Management Leader/Senior Black Belt

W.R. Grace, Corporate Headquarters
06.2011 - 12.2015

Lean Black Belt

W.R. Grace, Corporate Headquarters
04.2008 - 06.2011

Marketing and Real Estate Manager

Quest Diagnostics Incorporated, Baltimore Laboratory
06.2007 - 04.2008

Six Sigma Black Belt

Quest Diagnostics Incorporated, Baltimore Laboratory
01.2005 - 06.2007

Account Manager

Quest Diagnostics Incorporated, Baltimore Laboratory
01.2004 - 01.2005

Bachelor of Science in Business Administration - Marketing

Bloomsburg University

Master of Business Administration -

UNIVERSITY OF MARYLAND, University College

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