Theresa Neff
Vacaville,CA
Summary
Results-oriented sales operations leader with a proven track record in optimizing sales efficiency. Expert in developing and implementing effective sales strategies, processes, and policies. Has successfully led the rollout and maintenance of Salesforce, ensuring precise data management. Supports the VP of Sales by proactively leading team initiatives and aligning key stakeholders and teams through cross-functional collaboration.
Overview
15
15
years of professional experience
Work History
Sr. Manager Sales Operations
GSC Enterprises
06.2023 - Current
- Developed and implemented sales strategies, processes, and policies to maximize sales efficiency and effectiveness
- Collaborated with VP of Sales to set sales targets, quotas, and territories and monitor performance against goals
- Drove cross-functional collaboration with other departments, such as marketing, finance, and customer success, to align strategies and achieve common objectives
- Oversaw the administration and maintenance of the organization's Salesforce instance, ensuring data accuracy, integrity, and user adoption
- Responsible for sales forecasting, opportunity and data management, report and dashboards creation, and providing insights for decision-making and goal-setting
- Identified opportunities for process improvements and automation within the SFDC organization, implementing changes to address process pain points
- Partnered with finance team and ensured accurate sales forecasting and budgeting to align with organizational goals
- Led initiatives to enhance sales enablement, training, and onboarding programs to ensure the success of the sales team.
Sales Manager
GSC Logistics
09.2021 - 05.2023
- Managed key client accounts, developing strong relationships and facilitating upsell opportunities
- Identified new business opportunities through market research and networking efforts
- Overhauled the SFDC instance for sales and organizational use, reducing manual data entry, increasing data accuracy, and improving system functionality
- Formulated and launched business processes to utilize SFDC for lead and pipeline management
- Created salesforce opportunity and account data management controls and processes, drove improvement initiatives for data quality and hygiene
- Managed the marketing team; Identified opportunities to generate new business leads which included conducting research on core customer demographics and market trends
- Developed a program and implemented systems for lead generation to support sales managers.
Inside Sales Manager
GSC Logistics
07.2020 - 09.2021
- Utilized CRM software to track and analyze sales data, leading to more informed decision-making and improved sales forecasting accuracy
- Constructed strategies to increase sales velocity, streamline the sales process, reduce friction points, and accelerate deal closure
- Continuously evaluated sales processes, identified areas for improvement, and implemented enhancements to optimize the sales organization.
Global Account Executive
Crane Worldwide Logistics
03.2012 - 07.2020
- Developed and executed successful sales strategies to expand market share and maximize account growth opportunities
- Managed a portfolio of key global accounts, driving revenue growth and customer satisfaction through strategic account planning and relationship management
- Collaborated cross-functionally with global internal teams to ensure seamless execution of complex global operational initiatives and projects
- Led negotiations for high-value contracts and agreements, consistently meeting or exceeding revenue targets and quotas
- Analyzed market trends, competition, and customer insights to identify new business opportunities and drive long-term account retention and expansion.
Business Development Manager
CEVA Logistics
02.2009 - 03.2012
- Implemented strategic sales and marketing initiatives to expand market reach, resulting in a 15% growth in customer base
- Managed implementation of Salesforce.com for the North American organization
- Conducted regular system audits and data quality checks to identify and resolve any Salesforce data or process flow issues
- Designed and maintained reports and dashboards to provide real-time data insights for SVP Sales & Marketing
- Worked on customization of the Salesforce environment to align with specific business processes
- Led, trained, and assisted sales organization with key processes including forecasting and commercial planning.
Education
Bachelor of Arts - International Business
University of North Florida
Jacksonville, FLSkills
- Supply Chain Industry Knowledge
- Sales Forecasting
- Data Quality and Database Management
- Project Management
- Cross-Functional Collaboration
- Process Development
- Executive Support
- Presentation Development
Personal Information
Title: Sr. Manager Sales Operations
Timeline
Sr. Manager Sales Operations
GSC Enterprises
06.2023 - Current
Sales Manager
GSC Logistics
09.2021 - 05.2023
Inside Sales Manager
GSC Logistics
07.2020 - 09.2021
Global Account Executive
Crane Worldwide Logistics
03.2012 - 07.2020
Business Development Manager
CEVA Logistics
02.2009 - 03.2012
Bachelor of Arts - International Business
University of North Florida