ROBERT M. SMITH

• Chehalem Valley Brewing is a local brewpub focused on providing fantastic food, great beer and exceptional service to our customers
• Successfully re-opened shuttered business, growing revenue 12% annually, through focused community engagement and improved product quality

• As a sales and marketing efficiency consultant I have specialized in technology adoption and utilization to drive operational improvements and increase performance visibility
• My deep knowledge of finance, sales and marketing operations enables me to work with all levels of an organization, simplifying processes for users and providing insight to the leadership team

Company Overview: A $500m privately held digital services firm delivering transformative solutions centered on process efficiencies, customer loyalty, employee experience and adaptive AI

Director, Sales Operations (03/2019 - 07/2021)

• With VP Global Sales, responsible for setting sales strategy, aligning revenue targets, and establishing the global go-to-market process
• Transformed the sales operation function and guided the sales organization through a major shift in go to market alignment from geographic focus to industry specialization resulting in a 22% 4-year revenue CAGR
• Re-designed CRM to align with GTM shift delivering real-time dashboards to drive business decisions.

Sr. Director, Global Business Operations (07/2021 - 03/2023)

• Responsible for the annual operating plan and monthly R&O reporting
• Built a global FP&A team to drive data-based decisioning, revenue forecasting, margin improvement, and resource optimization.
• Key member of acquisition team working closely with CEO and Founders in support of all due diligence, financial modeling and organizational synergies
• Post acquisition led integration efforts for Sales, Finance and Accounting systems and the transition of FP&A into corporate shared services

• Responsible for assessing the market viability of the CommonSenseHOA Dashboard and establishing relationships with additional service providers to expand potential revenue streams
• Development delays and lack of working capital resulted in termination of engagement

• Initial 90-day consulting engagement extended to 12 months
• Implemented standardized process and tools to drive incremental revenue through new customer acquisition and expansion of services at existing customers

• Engaged with client to consolidate three consumer data divisions into a single operating business
• Tasked with evaluating leadership of divisions and recommend organization structure for consolidated division
• Created a roadmap for transition and identified redundancies across organizations

• Worked with Executive Team to implement operational efficiencies and third party applications to drive incremental revenue
• Created interface between Sales and Marketing platforms to seamlessly move prospects through the sales cycle
• Implemented and automated lead qualification process improving efficiency of outbound team by 150%

Company Overview: A $40 million SaaS start-up providing sustainable supply chain solutions

• Built the sales and marketing operation functions as Avetta expanded into international markets
• Established KPIs for the sales and marketing organizations, providing direct line-of-site into company performance to the executive team
• Drove 64% YoY sales growth, exceeding 2014 plan by 10%
• Through sales process improvements reduce cost of sale, exceeding margin targets by 35%
• Built an inside sales practice that in 14 months delivered 400% daily billings growth averaging over $6,600 in daily revenue per associate; benchmarked best practices to establish teams in Asia and EMEA
• Created and delivered executive dashboards that provided real-time visibility on key performance metrics including pipeline health and account acquisition enabling focused adjustments to strategic plan
• With VP Marketing, implemented lead life cycle process from demand generation to sales qualified lead delivering 20% increase in revenue in six months
• Standardized sales process for field team reducing time to close by 33%

Company Overview: A $600 million manufacturer of high performance networking communication equipment

• Responsible for global channel sales operations inclusive of partner programs, opportunity registrations, special pricing and customer facing applications
• Managed four direct reports based in three international offices

Company Overview: A $550 million storage network hardware manufacturer and solutions provider

• Dynamic and evolving position new to Quantum reporting to the VP Finance responsible for providing analysis and recommendations on strategic pricing initiatives and deal structure ensuring compliance with revenue recognition policies, channel strategy, gross margin goals, and revenue objectives

Company Overview: A $200 million start-up investment bank specializing in mergers and acquisitions of privately held corporations

• Corporate officer intimately involved with the development of a corporate strategy, defining corporate direction and establishing the corporate vision and mission

Company Overview: A $1.2 billion freight forwarding and logistics company

• Key member of the Executive Finance Committee reporting directly to the CFO

Company Overview: A $5 billion manufacturer of electronic interconnection devices

• Worked as member of CIPB Executive Committee to set direction and goals of the division, directly reporting to division Controller and President