Experienced senior sales and financial analyst with the skills and commitment to improving efficiencies in reporting and analysis with experience budgeting, forecasting and compensation management.
Sr. Sales Operations Analyst @ • Designed, built and published “On-Demand” Excel based budget –vs- actual reporting for sales leadership in the absence of a BI tool/Data Warehouse.
• Cleansed & consolidated historical data to analyze year over year trends, customer attrition, discount analysis, product line & territory growth.
• Analyzed historical trends to support annual sales territory redistribution.
• Modeled regional compensation plans to align with corporate guidelines and assess impact on sales teams. From September 2013 to Present (2 years 2 months) Woburn, MaSr. Operations & Financial Analyst @ • Remodeled existing Excel based forecasting tool to provide a more robust and scalable version to support continued growth.
• Updated and streamlined headcount reporting process to provide transparency for senior management.
• Finance partner for engineering group providing budget, forecast & actuals support and reporting. From January 2013 to September 2013 (9 months) Billerica, MASr. Sales Analyst @ • Commission/bonus modeling.
• Streamlined multiple reporting requirements using macros, MS Access and advanced Excel formulas.
• Sales forecasting. From December 2011 to January 2013 (1 year 2 months) Lexington, MassachusettsSr. Financial Analyst @ • WW revenue forecast reporting.
• Monthly forecast vs. actual variance reporting and analysis.
• Annual budget preparation.
• Commissions for Global Alliances team.
• Salesforce.com point of contact FuseSource sales team. From June 2010 to November 2011 (1 year 6 months) Bedford, MASr. Analyst, WW Sales Operations @ • Initiated the creation and maintenance of an Access database to enable forecast and pipeline trending.
• Developed weekly, monthly and quarterly sales forecasting and pipeline reports for senior sales management and account executives.
• Monthly forecast vs. actual variance analysis and reports for senior sales management.
• Commission administration.
• Member of multiple teams tasked with improving business practices and efficiencies. Integrated 4 Salesforce.com operating units into 1 unit to align disparate sales methodologies and enhance accuracy of global reporting metrics.
• Implemented new corporate forecasting tool and processes. From December 2008 to June 2010 (1 year 7 months) Bedford, MASr. Operations Analyst, EI Division @ • Supported a mid-year reorganization for 2 previously separate operating units, providing consolidation of budget, expense and revenue reporting.
• Key member of team driving annual budget development, preparation and submittal.
• Teamed with Sales Leadership to coordinate weekly, monthly and quarterly revenue and expense forecasting.
• Key team member for rollout and training of Salesforce.com for sales management and account executives. From April 2006 to December 2008 (2 years 9 months) Bedford, MASr. Sales Reporting Analyst @ • Modeled and rolled out new compensation plans to support new business unit objectives.
• Streamlined sales compensation calculation process to track performance and pay commissions for 1,000+ customer service representatives.
• Established policies and procedures for commission process to ensure timely and accurate reporting. From May 2005 to April 2006 (1 year) Chelmsford, MAFinancial Analyst @ • Developed commission/sales model used for monthly compensation and annual budgeting process.
• Calculated monthly and quarterly commissions for all commissioned and quota carrying employees.
• Developed and published multiple daily sales reports with variances against forecast and budget.
• Streamlined production of monthly and quarterly reports to validate accuracy and increase productivity.
• Proposed significant changes to sales reporting processes that were adopted by all (26) worldwide subsidiaries. From June 2001 to May 2005 (4 years) Bedford, MASr. Financial Administrator @ • Financial support for an operation with $12M in revenue.
• Tracked and reported financial performance metrics including: indirect rate variances, direct and indirect time-sold, analysis of accounts receivable and analysis of unbilled balances.
• Revenue reporting/calculations for time and material, fixed price and cost plus contracts.
• Point of contact for internal audit From May 1996 to June 2001 (5 years 2 months) Wakefield, MAStaff Accountant & AP Supervisor @ • Financial support for commercial business unit with $4M in revenue.
• Calculated and reported revenue on non government contracts.
• Responsible for all invoicing and accounts receivable for non government contracts.
• Trained and supervised accounts payable staff.
• Acquired by SAIC May 1996 From February 1989 to May 1996 (7 years 4 months) Wakefield, MA
Northeastern UniversityNSCC Gillian Kingston is skilled in: Salesforce.com, Forecasting, Enterprise Software, Sales Compensation, Business Intelligence, Analytics, Business Analysis, Sales Operations, SaaS, Process Improvement, Cross-functional Team..., Budgets, Sales, Training, Finance, Cloud Computing