Websites
Summary
Certification
Accomplishments
Skills
Work History
Education
Timeline
Generic
Monica Melo

Monica Melo

UNION,NJ

Websites

Summary

Sales & Salesforce.com Operations Visionary leader with track record of driving business growth, maximizing productivity, and delivering results through strategic and tactical leadership. Committed to building high-performing sales teams, improving processes, and leveraging technology to drive sales success. 3x Salesforce Certified with extensive knowledge of sales procedures, regulations, automation, and various software to design and implement successful sales leads and prospects. Proven success leading complete sales contract lifecycle and managing relationships with key stakeholders with focus on developing and implementing seller enablement.

Certification

  • Salesforce Certified Sales Cloud Consultant, Salesforce - 2023
  • Salesforce Certified Associate, Salesforce - 2023
  • Salesforce Certified Administrator, Salesforce - 2018

Accomplishments

  • Improved data quality by 60% by enforcing structured process, data enrichment, automation, and detailed requirements through opportunity lifecycle.
  • Achieved a 43% increase in sales through the successful conversion of Salesforce UI from Classic to Lightning, leading to improved sales tracking and forecasting capabilities.
  • Implemented an automated sales process through the integration of Contract and Renewal Process, resulting in a 50% reduction in manual labor and improved accuracy.
  • Boosted Salesforce adoption by 60% through on-boarding and training of sales teams.
  • Secured a 100% satisfaction rate among stakeholders via enhanced cross-functional communication.
  • Boosted lead generation by 20% through automation of Lead/Contact creation with LinkedIn Sales Navigator.

Skills

Salesforcecom
CPQ
Advanced Approvals
High Velocity/ Einstein Analytics
QUIP
Lucidcharts
HubSpot
HighSpot
Marketo
6sense
LinkedIn Sales Navigator
Ringlead
ZoomInfo
D&B
NetSuite

Analyzer

Business Processes and Automation
Relationship Building
Sales Forecasts and Quota Setting
Sales Commission Tracking and Payout
Cross-functional Team Leadership, Training and Development
Global Territory Management and Realignments
Sales Strategy, Target, Trend and KPI Analysis
Launch Operations
Performance Optimization
UI Developments
Workflows, Process Builders, Flows
Territory Management
Sales Cadence Creation and Tracking
Sales Reporting and Dashboards (SaaS, Bookings, Revenue, Recognized Revenue)

Work History

Director Sales Operations/Salesforce

OSG Analytics
Newton, PA
2022 - 2023
  • Boosted revenue growth by 15% through optimization and automation of sales processes
  • Improved data quality and accuracy by streamlining the sales organization through data cleaning and de-duping as well as and implementation of a Data Governance framework exceeding industry standards
  • Developed and implemented sales strategies that drove growth and improved relationships with key clients, serving as the primary point of contact for all sales-related matters
  • Enhanced sales forecasting accuracy by enabling Historical Trending for deeper insights
  • Elevated sales performance by facilitating sharing models, forecasting, and territory management
  • Fostered collaboration and increased deal visibility by creating an inclusive environment for cross-functional teams through integration of HubSpot and Monday.com
  • Mentored and developed the sales team, providing coaching, guidance, and system/process training
  • Analyzed industry trends and developments, ensuring well-positioning of company to respond to changing market conditions
  • Streamlined sales operations and Salesforce requests through implementation of an email to case process

Senior Sales Operations/Salesforce Administrator

Reltio, Inc
San Francisco, CA
2020 - 2022
  • Managed complete sales cycle, from developing and implementing sales strategies, building a strong sales pipeline, conducting market analysis, forming relationships with key customers, to managing and training team to improve performance
  • Automated the RQA (Reltio Qualified Lead) Process using flows and marketing criteria, resulting in a 124% increase in qualified leads and improved lead generation.
  • Overhauled security compliance and adjusted org-wide sharing significantly, improving data security and compliance with industry standards
  • Moved company and all reporting to a new fiscal year calendar, resulting in improved accuracy and better decision-making
  • Created dashboards for lead tracking, pipeline management, sales vs quota, executive and board review, and weekly forecast call summary view, leading to improved visibility and better decision-making
  • Improved the pricing and subscription model through the integration of CPQ and the move to Reltio, resulting in a 30% increase in revenue and better customer satisfaction
  • Enabled advanced territory management and forecasting tools, resulting in a more efficient sales process
  • Configured a comprehensive CPQ process from start to finish, including products, bundles, price rules, quote templates, and contract creation, leading to 10x faster quote and contract generation, 80% reduction in approval time, and 25% increase in new hire ramp time
  • Trimmed process and validation rules to improve page runtime, resulting in a 30% improvement in page loading speed and overall user experience

Senior Sales Operations Lead

Systech International
Princeton, NJ
2018 - 2020
  • Optimized sales process efficiency by creating an automated sales process in Salesforce with stage progression triggers
  • Enhanced account planning and relationship mapping with deployment of Salesforce, QUIP, and Lucidcharts solutions
  • Facilitated stakeholder collaboration through effective strategies and execution
  • Provided global operational and strategic support to both indirect and direct sales teams
  • Optimized sales processes by collecting and analyzing data to identify gaps and make recommendations
  • Successfully led a project to implement CPQ, involving cross-functional users and Pendo
  • Maximized program effectiveness by closely tracking and making proactive changes to meet changing demands
  • Boosted sales expertise by mentoring newly hired Sales Managers in up-selling techniques and sales process
  • Streamlined month-end reporting and record-keeping with accurate closing entries
  • Managed monthly commissions for the direct sales team
  • Ensured project delivery and met deadlines by working closely with cross-functional teams
  • Supported sales processes with newly created training documents as needed
  • Improved opportunity stage accuracy by redesigning the sales process and identifying gaps.

Senior Manager, Sales Operations

L'Oreal - Dermablend
New York, NY
2015 - 2018
  • Smoothed the data migration process through developing a successful SFDC platform
  • Purified data quality through routine data management/cleanup
  • Accelerated project completion through team collaboration and task assignment
  • Designated
  • SFDC as the primary interface and resource for Sales and Marketing Teams
  • Guaranteed reliable data by managing standardized reporting initiatives with third-party vendors
  • Influenced informed decision making with reporting that evaluates ROI on promotional spend, field investment, product launch, education initiatives, and field team performance trends
  • Supercharged sales performance with coverage plan design backed by data analysis and MapPoint Geo mapping
  • Streamlined system functionality by organizing SFDC system documentation
  • Empowered better decision making with SFDC reporting, dashboards, page layouts, and custom objects
  • Optimized sales processes by creating custom SFDC account pages
  • Raised Sales and Marketing Team's skills and knowledge with SFDC training sessions and materials
  • Accurately forecasted sales with inventory consumption and retailer level analysis.

Manager, Sales Operations

L'Oreal - Dermablend
New York, NY
2014 - 2015
  • Provided analytical and operational support for the Dermablend brand
  • Oversaw and supported strategy of Salesforce.com implementation for the brand
  • Created profiles and permissions documentation, brand message framework, data mapping, reporting and dashboards in Salesforce.com
  • Developed customizations (new fields, new objects) for Salesforce.com that improved workflows and reporting
  • Built standardized sales reporting and analysis for the Sales and Marketing teams, while ensuring data integrity
  • Worked closely with sales management to inspect sales process quality and prioritize improvements within Salesforce and Analyzer

Manager, Sales Operations

L'Oreal - La Roche-Posay & Vichy
New York, NY
2013 - 2014
  • Supported strategy of Salesforce.com and implemented steps to migration and continued ongoing support and business processes.
  • Oversaw all administration of Salesforce.com and Chatter environments for Medical Detailing and SCE Field Sales units
  • Maintained reporting and dashboard environment in Salesforce.com and adapted to evolving business needs
  • Supported system revamp - introduced a new brand to our platform in which we had to ensure data integrity through new item implementation and data workflow.
  • Updated aesthetics, account pages, content, and reporting, along with introducing latest sales team onto the platform with limited visibility
  • Developed the standardization and ongoing delivery of daily, weekly, monthly, and quarterly reporting for sell- in and sell-thru reports for Management and the Field
  • Assisted in assigning sales quotas for the Field and providing quarterly results to Management

Assistant Manager

L'Oreal - La Roche, Posay & Vichy
New York, NY
2011 - 2013
  • Primary analytical resource for the Field Sales organization and all related functions including Marketing, Management, Finance, Distribution/Operations, etc.
  • Cultivated strong working relationships with Field Sales and Cross Functional Teams
  • Researched and implemented latest sales systems to support Field Sales Teams
  • Supplied customized sales reporting and analysis for La Roche-Posay Dermatology Sales Team and Roger and Gallet Marketing Team with goal of helping to grow the business
  • Managed development of Salesforce implementation project plan

Customer Marketing Analyst

Coty, Inc
New York, NY
2009 - 2011
  • Facilitated the development of sales trade plans by providing tactical analytical support for new launches across all key retailers
  • Managed new launch activity tracking to ensure achievement of the plan and/or identify gaps
  • Managed holiday custom programs for key retailers such as Walmart, Walgreens, and CVS, where I work closely with our cross functional teams
  • Maintained trade calendar, which highlights total launch plans for all key retailers
  • Provided circular and coupon program direction for field sales.
  • Developed and coordinated field sales communications for trade promotions in the form of sell sheets, copy writing and program profiles
  • Created and managed all creative briefs for our National Sales Team

Specialty Sales Coordinator

Coty Inc
New York, NY
2007 - 2009
  • Assisted in selling over $3M in excess and obsolete inventory
  • Provided insight and analytical support in key product placement to retailers as TJ Maxx, Marshalls, and Big Lots
  • Managed inventory logbooks by tracking sales of excess and obsolete inventory
  • Built strong, trusting relationships with our key retailers.

Education

MBA -

University of Phoenix

Bachelor of Science -

Montclair State University

Timeline

Director Sales Operations/Salesforce

OSG Analytics
2022 - 2023

Senior Sales Operations/Salesforce Administrator

Reltio, Inc
2020 - 2022

Senior Sales Operations Lead

Systech International
2018 - 2020

Senior Manager, Sales Operations

L'Oreal - Dermablend
2015 - 2018

Manager, Sales Operations

L'Oreal - Dermablend
2014 - 2015

Manager, Sales Operations

L'Oreal - La Roche-Posay & Vichy
2013 - 2014

Assistant Manager

L'Oreal - La Roche, Posay & Vichy
2011 - 2013

Customer Marketing Analyst

Coty, Inc
2009 - 2011

Specialty Sales Coordinator

Coty Inc
2007 - 2009

MBA -

University of Phoenix

Bachelor of Science -

Montclair State University

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Monica Melo