Michael Zammitti
Hollis
Summary
Innovative and client-focused with an extensive and proven record of GTM planning, ensuring market readiness, development and reporting of KPIs to meet and exceed AOP and other key initiatives. Strategic and operational leader who excels in leading strategies and operations, effectively managing team structures, territory alignments, and account management, while ensuring optimal field reporting and planning. Productivity and efficiency optimizer that enhances productivity by streamlining sales workflows, systems, and technologies, supporting sales enablement programs, and continuously improving operations through data driven insights and advanced solutions. Growth oriented with many years of experience managing multiple, complex projects that call for agile and nimble competencies while being able to pivot with the needs of the business and marketplace.
Overview
11
11
years of professional experience
Work History
Associate Director, Commercial Operations
Quanterix
02.2024 - 08.2024
- Company Overview: Life Sciences instrument and assay development
- Strategized, implemented and provided continuous improvement for a harmonious CRM and BI ecosystem that linked service, marketing, sales, product management, IT, and finance that grew a $200m commercial organization by 25% YoY
- Project leader that effectively managed multiple complex system implementations that concluded on time and within budget while creating strategy for adoption and continued learning for over 150 field reps
- Collaborated cross functionally with key stakeholders during new product launches to achieve market readiness while analyzing post launch KPIs, allowing for greater control and proactive shifts to ensure success of new product and program launches
- Increased share of pocket pre and post launch by anticipating competitive strategy
- Led COE for forecast and pipeline management efforts ensuring accuracy of revenue projections, assessed risk to the sales and service forecast, and provided data driven insight into sales planning, driving efficiency and leading to reduction in slipped opportunities by 60%
- Consultative partner to General Managers and the ELT in driving growth and exceeding AOP
- Created gains in market share and customer feedback by deploying a market segmentation strategy and NPS score reporting aimed at recurring bookings
- Change leader for data driven territory planning and change process that allowed for balanced territories, improved T&E visibility, and focused strategic selling
- Built and managed and motivated a high performing team of analysts and administrators, fostering a culture of innovation, continuous improvement, insight, and dependability
Senior Manager, Sales Operations
Quanterix
03.2021 - 02.2024
- Company Overview: Life Sciences instrument and assay development
- Owned and improved forecasting and territory work processes supporting the global sales organization
- Oversaw the risk mitigation process in collaboration with Sales, Finance, and Operations by identifying risk in the forecast and AOP
- Implemented modern approaches to increase productivity for Sales Leadership through process efficiencies, data integrity, real time data, and new technologies
- Spearheaded a cross functional team to create a new Lead to Cash process and developed KPIs to track leads and opportunity velocity
- This resulted in improved quality of leads and the development of strategic selling initiatives
- Created innovative solutions to enable sales process efficiencies and improve productivity by identifying bottlenecks
- Created dashboards and metrics from conception, design, development, implementation, and continued evaluation to provide enhancements to strategically align with GTM plans
- Designed a commission plan to support newly segmented territories in collaboration with Sales Leadership and finance
- Designed and provided ongoing analysis of field compensation plans and attainments to align with the GTM strategy and incentivize BDMs to pursue company objectives
- Developed a monthly/quarterly review package based on input from Sales Leadership and Finance requirements
- Bookings, Revenue vs AOP, Sales Performance by Rep, Product Family vs AOP, Regional view
Senior Sales Operations Analyst
Skillsoft
04.2019 - 03.2021
- Company Overview: Learning content, platform development and sales
- Directly supported leadership by identifying key areas of improvement and provided recommendations and solutions to decision makers
- Global Sales Operations Analyst liaison acting to support SFDC, commissions, and territory management
- Responsible for creating, maintaining and reporting on sales forecasts, territory and region quota, and sales compensation
- Managed and maintained Salesforce accuracy through process improvement and sales leader coaching
- Worked directly with Business Applications and Salesforce teams to react to changing go-to-market strategy in order to keep systems and processes in line with corporate strategy
- Utilized 3rd party and in-house analysis to create quota and field alignment benchmarks for compensation and headcount analysis
- Created and rolled out the global sales playbook that internal and field leaders on the sales process from order intake to commission payout and reporting
- Fostered a team environment by consistently meeting with various departments, leaders, and team members to ensure the effective flow of information
Sales Operations Analyst
Hologic, Inc.
04.2018 - 04.2019
Sales Operations Analyst
Instrumentation Laboratory
09.2014 - 04.2018
FP&A Analyst
A T Cross
06.2014 - 08.2014
District Finance and Operations Analyst
ALDI, US
05.2013 - 04.2014
Education
Masters - Business Administration, Finance
NICHOLS COLLEGE
Dudley, MA05.2013
Bachelor of Science - Accountancy, Law
BENTLEY UNIVERSITY
Waltham, MA05.2012
Skills
- Sales process optimization
- Pipeline management
- Sales enablement
- Revenue growth
- Pricing strategy
- Territory management
- Business intelligence
- Competitive intelligence
- Team leadership
- Strategic planning
- Continuous improvement
- Reporting and Analytics
Qualifications
Leadership across global corporate functional positions., Extensive knowledge and proficiency in data management, predictive forecasting, and analytical methodologies, sales, services, and revenue operations leadership. Delivering results on key business initiatives and programs. Excellence in communication and process mapping. Transferable skillsets across verticals and horizontals. Leader in strategy, implementation, and continuous improvement of CRM, IC plans, reporting and analytics., Managing cross-functional work streams and providing visibility to stakeholders at all levels. Identifying headwinds and tailwinds in GTM strategy. Optimizing sales go-to-market and pricing strategies. Inspires team success through trust, respect, and vision.
Professional Highlights
- Identified critical sales KPIs that drove GTM change.
- Created risk management programs across functional areas.
- Supported double digit organic sales growth, YoY.
- Improved global forecast accuracy from ~70% to 98%.
- Deployed best-in-class enablement tools to 150 sales reps.
- Projects and implementations deployed on time and under budget.
- Developed COE for forecasting and project management.
- Developed and refined the standard for monthly, quarterly, and year end reviews.
- Implemented process changes that created data driven success.
- Improved ASP by 12% YoY by improving forecasting and funnel management.
Technical Summary - Skills
- SalesForce
- Territory Planner
- CRM-Analytics
- Xactly
- Tableau
- Microsoft Office Suite
- Clari
- Outreach
- LeanData
- Cloudingo
- PowerBI
Awards and Certifications
- Quanterix Values Award, 2023/2024, Recognized for Excellence in Ownership
- Atlassian Agile Project Management Professional Certificate, Jira, Agile Project Management, Agile Methodologies
- Six Sigma Yellow Belt, Lean Six Sigma, Business Process Improvement, Business Analysis, Root Cause Analysis
Timeline
Associate Director, Commercial Operations
Quanterix
02.2024 - 08.2024
Senior Manager, Sales Operations
Quanterix
03.2021 - 02.2024
Senior Sales Operations Analyst
Skillsoft
04.2019 - 03.2021
Sales Operations Analyst
Hologic, Inc.
04.2018 - 04.2019
Sales Operations Analyst
Instrumentation Laboratory
09.2014 - 04.2018
FP&A Analyst
A T Cross
06.2014 - 08.2014
District Finance and Operations Analyst
ALDI, US
05.2013 - 04.2014
Masters - Business Administration, Finance
NICHOLS COLLEGE
Bachelor of Science - Accountancy, Law
BENTLEY UNIVERSITY
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