Timothy Gerardi
Pembroke,NH
Summary
Leading sales and operations executive with a proven track record of more than 15 years in Manufacturing, IT Services, SaaS, and Distribution. My expertise lies in transforming sales operations and driving revenue growth through strategic CRM implementation and sales process optimization. My holistic approach to sales operations has consistently resulted in more transparent, productive, and actionable data insights, empowering better forecasting, decision-making, and customer experience.
Overview
21
21
years of professional experience
Work History
Vice President, Sales Operations & Enablement
Alside
02.2024 - Current
- Created Sales Operations organization
- Developed existing resources and hired new resources to build out team to drive business needs
- Relaunch Salesforce.com implementation. Creating an instance that aligns with customer buying habits, increases adoption quality, and allows for customer requirements transmission from Sales to Operations, Finance, and Marketing
- Establishing Sales Management guide, definitions, and practices. Create a culture that focuses on driving 'customer first' while refining commercial practices and behaviors
- Create process and cross-functional team to centrally manage sales incentive compensation plans, account changes, monthly payout activities and data validation
- Establish Forecasting and Pipeline Management process. Giving business a first-time view into orders forecast in addition to revenue forecast. Improve Sales Inventory and Operations Planning (SIOP) process and Forecast accuracy - +/- 5% over next 8-10 months
- Transitioning Price and Rebate management from centralized team to Sales Enablement
- Optimizing commercial decision process by creating a matrixed team that drives standard practices
- Established Business Intelligence team that standardizes commercial reporting against established metrics
Director of Sales Operations
Amphenol TPC Wire & Cable
10.2021 - 02.2024
- Created Sales Operations organization
- Developed existing resources and hired new resources to build out team to drive business needs
- Stabilized Salesforce.com implementation, and increased user adoption, within the first 120 days
- Developed Lead to Cash process. Purpose to drive efficiencies from lead flow to booked orders, to backlog management (contractual and standard orders)
- Established Forecasting and Pipeline Management process within first six months. Developed process and cadence Cross-functionally with Sales and Finance leadership
- Optimized lead generation process and qualification. Collaborated with Marketing to drive a new process that increased net new revenue in one year ($500k to $1M)
- Developed existing resources and hired new to build out team and create functional areas – Business Intelligence, Salesforce Administration, Sales Enablement, Sales Effectiveness, and Leadership Support
- Launched CPQ (Configure Price Quote) tool to drive improved Sales Team productivity. Resulting in two main productivity gains - improved time to quote (10 minutes to 5 minutes) and reduced back office complex quote support by 12 hours per week
- Created an Analytics team that drives actionable commercial insights throughout the business. Resulting in – standardized reporting into pipeline, revenue, entered orders, backlog, and product metrics. Examples: Whitespace Analysis, Trended Book and Bill, Base Repurchase Rate, Expanded Repurchase Rate, and Customer Churn.
Senior Director, Sales Operations
Skillsoft
12.2019 - 04.2021
- Stabilized the Sales Operations function, improved data visibility, established consistent sales process, and improved information flow throughout the business
- Created matrix organization to support Sales. Providing direct alignment to sales leaders for more efficient support
- Established global Sales Process, Governance Structure, and Enablement Program. Included transaction validation, sales process/methodology development, and forecasting. Resulting in improved forecast accuracy from +/- 8% to within +/- 2%
- Managed team to restructure Salesforce.com. Resulted in improved utilization, and data quality
- Established lead to cash process
- Kicked off cross-functional project to drive systematic information flow. Drive all information from CRM to ERP. Resulted in improved backlog management, consistent data flow from point of entry to cash collection, and executive visibility throughout the process
- Simplified the quota setting process and changed methodology
- Reduced quota/compensation error rate by 50% in year one. Resulting in more on-time and accurate quota and payments to reps.
Director of Sales Operations
Velcro Companies
03.2018 - 12.2019
- Established new global Sales Operations Organization
- Hired and developed a new team to provide direct support to the business
- Developed a globally consistent sales process. Included defined sales stages, transaction validation, pipeline and forecast management, and pricing discipline. Resulting in complete utilization of Salesforce.com, drastically improved forecasting and pipeline visibility, and increased average price by 7%
- Forecast accuracy improved from +/- 6% to +/- 2.5%
- Managed team and process to simplify and relaunch Salesforce.com
- Collaborated with stakeholders from Marketing, Finance, and R&D to develop a less customized instance of Salesforce.com
- Resulted in complete utilization of Salesforce.com, and improved data
- Created global matrixed organization
- Mapping roles to support sales and other functional areas of the business
- Areas include Finance, Operations, and HR
- Resulting in a new organization to Velcro
- One that created an added level of support
- Collaborated with Sales Leadership to define new Channel Strategy
- Created tiered pricing based on buying capability and established rules to avoid channel conflict
- Also created transaction registration and partner roles
- Created Sales Enablement program for existing and new Sales Professionals
- Taught Velcro Go-To-Market Approach, Sales Process, including pipeline and forecast management, and utilization of Salesforce.com
- Resulted in a consistently trained sales force, driving the same message, and able to produce a consistent system driven forecast.
Principal – Sales Operations: Americas
DXC Technology
08.2015 - 03.2018
- Developed forecasting process adopted by the Americas Business
- DXC Revenue = $19B
Multiple Senior Management Roles – Director of Sales Operations and GM
R.J. Finlay & Co.
01.2007 - 01.2015
- R.J
- Finlay & Co
- Is a private investment firm that focuses on real estate and construction materials
- During my tenure drove performance and efficiencies throughout the portfolio.
Inside Selling – SaaS
01.2004 - 01.2007
Education
BS Economics & Finance -
Southern New Hampshire University
Manchester, NHSkills
- Forecast & Pipeline Management
- Sales Process Development
- Sales Enablement
- Workforce Optimization
- Organizational Development
- Strategic Leadership & Governance
- Business & Sales Planning
- Lead to Cash Process Management
- Salesforcecom
- Power BI
- Tableau
- HubSpot
- Jitterbit
- Talend
Websites
Boardexperience
- Former Member – Southern New Hampshire Univ. Board of Trustees
- Former President – Southern New Hampshire Univ. Alumni Board
- Former Member – Greater Portland V Workers Compensation Trust
Timeline
Vice President, Sales Operations & Enablement
Alside
02.2024 - Current
Director of Sales Operations
Amphenol TPC Wire & Cable
10.2021 - 02.2024
Senior Director, Sales Operations
Skillsoft
12.2019 - 04.2021
Director of Sales Operations
Velcro Companies
03.2018 - 12.2019
Principal – Sales Operations: Americas
DXC Technology
08.2015 - 03.2018
Multiple Senior Management Roles – Director of Sales Operations and GM
R.J. Finlay & Co.
01.2007 - 01.2015
Inside Selling – SaaS
01.2004 - 01.2007
BS Economics & Finance -
Southern New Hampshire University
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