Operational
                                   Excellence




   Todd Melioris
SVP of Sales and Marketing         Innovati...
Overview:
                   Over 15 years experience performing Executive Sales & Marketing roles.

                     ...
Overview of Todd Melioris’ past 15 Years execution responsibilities (cont.)




              Developed and implemented “S...
Overview of Todd Melioris’ past 15 Years execution responsibilities (cont.)




              Developed and executed the S...
Overview of Todd Melioris’ past 15 Years execution responsibilities (cont.)




              Established and implemented ...
Overview of Todd Melioris’ past 15 Years execution responsibilities (cont.)




              Developed and grow full suit...
Overview of Todd Melioris’ past 15 Years execution responsibilities (cont.)




              Developed and managed sales ...
Overview of Todd Melioris’ past 15 Years execution responsibilities (cont.)




               Managed Channel Relationshi...
Overview of Todd Melioris’ past 15 Years execution responsibilities (cont.)




              Organized and implement all ...
Overview of Todd Melioris’ past 15 Years execution responsibilities (cont.)




              Planned and coordinate regul...
Overview of Todd Melioris’ past 15 Years execution responsibilities (cont.)




              Developed and supervised the...
Todd Melioris’ experience spans over 15 years experience at a
                         Senior-Level in sales and marketing...
Overview of Todd Melioris’ 15+ years experience in
                                  senior Sales and Marketing positions ...
Overview of Todd Melioris’ 15+ years experience in
                                  senior Sales and Marketing positions ...
Overview of Todd Melioris’ 15+ years experience in
                                  senior Sales and Marketing positions ...
Overview of Todd Melioris’ 15+ years experience in
                                  senior Sales and Marketing positions ...
Overview of Todd Melioris’ 15+ years experience in
                                  senior Sales and Marketing positions ...
Overview of Todd Melioris’ 15+ years experience in
                                  senior Sales and Marketing positions ...
Overview of Todd Melioris’ 15+ years experience in
                                  senior Sales and Marketing positions ...
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Todd Melioris Linkedin Power Point V3

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Detailed Accomplishments as VP of Sales and Marketing.

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Todd Melioris Linkedin Power Point V3

  1. 1. Operational Excellence Todd Melioris SVP of Sales and Marketing Innovation Role and Responsibilities Detail Customer Intimacy Leadership CONFIDENTIAL
  2. 2. Overview: Over 15 years experience performing Executive Sales & Marketing roles. I have performed the following responsibilities for small and large public companies and understand the importance of the different execution approaches for each environment; as well as the changes required to develop through each growth stage. These companies have been local, national, and international; have included both centralized and de-centralized administrative structures; and have involved multiple classes of customers and partners. The following document will provide an overview of my prior 15 years’ results oriented performance track record as it relates to Executive Sales and Marketing requirements. Directed and coordinated all sales and marketing functions. • UnitedERP – Global Responsibility. Results: Brought on 3 Strategic Accounts within first 8 months while building out Global Channel aligned with Microsoft’s ERP channel. • Rembrandt – National Company. Results: Revenue Growth from $4M to $38M in 3.5 Years and developed and supervised Channel. • McKESSON – Global responsibility. Results: Corporate Name Change (Re-Brand). Formulation of Enterprise-wide Application Solutions for Hospitals. A fortune 21 company. • DataStream – Global Alliance Program responsible for Channel Marketing and Sales. Results: The Channel brought in the largest deal in the history of the company under my guidance and supervision. • CSS – Global responsibility. Results: Started Enterprise Application Software and Services Company and took company public within 4 years. © 2010 Copyright. All rights reserved. CONFIDENTIAL 5/21/2010 2 © 2010 Copyright. All rights reserved.
  3. 3. Overview of Todd Melioris’ past 15 Years execution responsibilities (cont.) Developed and implemented “Solution Sales” strategies and methodology. • UnitedERP – Built Enterprise Solution Sales Methodologies and Channel. Created and supervised the Solution Center Implementation Methodology that was focused on reducing client implementation costs while increasing company consulting margins. Led to refined processes and procedures to analyze forecast and reduced cost of sales significantly. Successfully implemented clients using the Solution Center Implementation Methodology Approach. • Rembrandt – Built Solution Sales Methodologies and Channel. Increased per- contract revenue by 200% • McKESSON – Built Corporate National Sales Team that only sold in the C-Suite across all 16 business units. Led to first recorded $1B Sale. • DataStream – Built Sales Methodology for Alliance Partners. Created Sales Engagement Processes, Procedures and Guidelines. Led to predictable forecasting and higher closure rate from Alliance Channel. • CSS – Developed Enterprise Solution Sales Methodology for Direct Sales Resources and Channel. Led to new business unit focused on reselling “shrink-wrapped” software integration tools. © 2010 Copyright. All rights reserved. CONFIDENTIAL 5/21/2010 3 © 2010 Copyright. All rights reserved.
  4. 4. Overview of Todd Melioris’ past 15 Years execution responsibilities (cont.) Developed and executed the Strategic Business Plan and forward growth strategy. •UnitedERP – Completely changed the Strategic Business Plan to enable forward growth strategies by redefining company’s main customer value and focus, developed Marketing Plan and developed and supervised the Channel. Led to a cohesive alignment with Microsoft ERP Channel. •Rembrandt – Developed and built Strategic Business Plan to enter new markets for company. These new markets expanded revenue quicker than traditional ones and within 2 years the revenue exceeded the traditional business line. •McKESSON – Reviewed Strategic Business plan and completely re-wrote the corporate marketing plan. This was all related to the corporate re-brand. Led the Corporate re- branding (Name Change) and roll-out of Branding Guidelines for all 16 Business Units. Created an Enterprise Solutions TASK FORCE to bring a unified solution set to clients from all 16 business units. This included a 3 year and 5 year GAP Analysis. •CSS - Developed and executed Strategic Business Plan. Created a global company first year in business with revenues exceeding $4M with a back log of $9M in services and four years latter took company public. © 2010 Copyright. All rights reserved. CONFIDENTIAL 5/21/2010 4 © 2010 Copyright. All rights reserved.
  5. 5. Overview of Todd Melioris’ past 15 Years execution responsibilities (cont.) Established and implemented short and long range goals, objectives, policies, as well as operating procedures consistent with the Strategic Business Plan. Developed and implemented a Business Score Card to align employee goals and objectives with Strategic Business Plan. The Business Score Card addressed the companies short term and long term goals and objectives that included: Financial, Customer and Employee Satisfaction, Process and Procedure Improvements, Operating Procedure efficiencies, Policies, Vendor and Alliance Relationships (to name a few). I developed and supervised Business Score Cards for the following companies: •UnitedERP – Entire Enterprise •Rembrandt – Entire Enterprise •McKESSON – Entire Enterprise •DataStream - Global Alliance Program •CSS – Entire Enterprise © 2010 Copyright. All rights reserved. CONFIDENTIAL 5/21/2010 5 © 2010 Copyright. All rights reserved.
  6. 6. Overview of Todd Melioris’ past 15 Years execution responsibilities (cont.) Developed and grow full suite of offerings including software, hardware, services and nonexclusive alliance partnerships. As a natural entrepreneur, I have always looked for ways to expand market share by increased customer value which in turn increased share holder value. •UnitedERP – Expanded Enterprise Solutions offering to include Inventory Management, Licensee and Licensor Web portal account access and automated billing. •McKESSON – Made recommendations after completing 3 year and 5 year GAP analysis to acquire 4 solutions to complete an end-to-end Business Blue Print for Medication Safety Solution. •DataStream – Aligned DataStream with Oracle and developed an interface to seamless integrate DataStream’s Enterprise Asset Management System to Oracle’s Financial Applications. •CSS – Sold and implements Oracle, SAP, PeopleSoft and J.D. Edwards ERP Systems globally. Custom developed applications for integrating ADP for each application and “shrink-wrapped” and re-sold the interfaces to each company’s user group. Created and sold Pre-configurations of financial implementations for SAP, Oracle and Epicor. © 2010 Copyright. All rights reserved. CONFIDENTIAL 5/21/2010 6 © 2010 Copyright. All rights reserved.
  7. 7. Overview of Todd Melioris’ past 15 Years execution responsibilities (cont.) Developed and managed sales and marketing budgets, and oversaw the development and management of internal operating budgets at: UnitedERP Rembrandt McKESSON DataStream CSS Directed and oversaw the corporate marketing function including strengthening corporate brand and developing branding guidelines at the following organizations: •UnitedERP - Responsible for all global marketing functions. •Rembrandt - Responsible for all marketing functions. Designed and executed corporate re-brand. •McKESSON – Responsible for corporate Re-brand. This was an 18 month effort. Formed a marketing cooperative across all 16 business units to build consensus and roll out new branding guidelines. •DataStream - Responsible for All Global Alliance Marketing Functions. •CSS – Responsible for All Global Marketing Functions. Supervised the planning and development of company marketing and communications materials as follows: •UnitedERP – Entire Enterprise •Rembrandt - Entire Enterprise •McKESSON - Entire Enterprise •DataStream – Global Alliance Program •CSS - Entire Enterprise © 2010 Copyright. All rights reserved. CONFIDENTIAL 5/21/2010 7 © 2010 Copyright. All rights reserved.
  8. 8. Overview of Todd Melioris’ past 15 Years execution responsibilities (cont.) Managed Channel Relationships: key vendors, system integrators, and consulting firms: •UnitedERP – Developed and managed global channel aligned with Microsoft. Managed relationships with Microsoft, PricewaterhouseCoopers, Deloitte Touche Tohmatsu, Ernst & Young, KPMG, IBM, Siemens and Hitachi Consulting. •McKESSON – Developed and managed relationships with PricewaterhouseCoopers, Deloitte Touche Tohmatsu, Ernst & Young, KPMG , IBM, SAP, Siebel, The Leapfrog Group, American College of Healthcare Executives (ACHE) and Healthcare Research and Development Institute (HRDI). •DataStream – Developed and managed relationships with SAP, Oracle, Siemens, Honeywell, CH2M Hill, 3Com Corporation, ABB, Emerson Electric, Johnson Controls, Rockwell Automation, GE and Phillips. •CSS – Developed and managed relationships with SAP, Oracle, PeopleSoft, J.D. Edwards, Epicor, PricewaterhouseCoopers, Deloitte Touche Tohmatsu, Ernst & Young, KPMG, IBM, Computer Science Corporation (CSC) and Siemens. © 2010 Copyright. All rights reserved. CONFIDENTIAL 5/21/2010 8 © 2010 Copyright. All rights reserved.
  9. 9. Overview of Todd Melioris’ past 15 Years execution responsibilities (cont.) Organized and implement all customer relations including; satisfaction surveys, development activities, special events including the annual user group meetings, developed case studies, customer testimonials and pilot programs: •UnitedERP – Created web-based bi-annual user group platform using Go-to-Meeting to share best practices and agree on future software features and enhancements. Developed Case Studies, Customer Testimonials and Pilot Programs. •Rembrandt - Created base line Customer and Employee Satisfaction benchmarks. Increased both Customer and Employee satisfactions for 3 consecutive years. Developed and supervised bi-annual user group meetings. •McKESSON – Supervised and developed base line Customer and Employee Satisfaction benchmarks using third party consulting resources. Responsible for all special events including Healthcare Research and Development Institute (HRDI), and American College of Healthcare Executives (ACHE) bi-annual meetings. Developed Case Studies, Customer Testimonials and Pilot Programs. •CSS – Developed base line Customer and Employee Satisfaction benchmarks. Increased both Customer and Employee satisfactions 4 consecutive years. Developed and supervised annual user group meeting. Developed Case Studies, Customer Testimonials and Pilot Programs. © 2010 Copyright. All rights reserved. CONFIDENTIAL 5/21/2010 9 © 2010 Copyright. All rights reserved.
  10. 10. Overview of Todd Melioris’ past 15 Years execution responsibilities (cont.) Planned and coordinate regulatory influencing effort at the national level. McKESSON – Developed and deployed National Patient Safety initiative with The Leapfrog Group, providing consumers data to make more informed hospital choices for successful patient outcomes. The group is also leveraged toward changing national adverse drug events legislation. Created and led TASK Force in the development of new Solutions for Software, Hardware, Services and Partnerships for: • UnitedERP – Led Web Portal Initiative for Licensees to access Licensor account information; therefore leapfrogging the competition. • McKESSON – Led Patient Medication Safety TASK Force that developed the next generation of Enterprise Applications, Products and Service offerings. • CSS – Continuous Enterprise Application Software Development for added features and functionality in all aspects of ERP. Negotiated key terms of large contract proposals for: • UnitedERP – All contracts. • Rembrandt – All Strategic contracts. • McKESSON – All Strategic Corporate Level Contracts. • DataStream – All Global Alliance Contracts. • CSS – All contracts. © 2010 Copyright. All rights reserved. CONFIDENTIAL 5/21/2010 10 © 2010 Copyright. All rights reserved.
  11. 11. Overview of Todd Melioris’ past 15 Years execution responsibilities (cont.) Developed and supervised the preparation, issuance, and delivery of sales materials, exhibits, radio and television commercials, discussion forums / panels and guest appearances, advertisement campaigns, brand strengthening programs and promotions at: •UnitedERP – Globally •Rembrandt – Nationally •McKESSON – Globally •DataStream – Globally •CSS -– Globally Analyzed and evaluated the effectiveness of sales, methods, costs – budget-to-actual, projections and performance by developing and utilizing the following automated systems while at each company: •UnitedERP – Spreadsheets and Microsoft CRM •Rembrandt – Ross Systems Financials and CRM •McKESSON – SAP Financial and Siebel CRM •DataStream - Epicor Financial and homegrown CRM •CSS - Epicor Financial and CRM Recruited, trained, supervised and evaluated department staff for the following organizations: UnitedERP Rembrandt McKESSON DataStream CSS Platinum (Epicor) Lawson Software © 2010 Copyright. All rights reserved. CONFIDENTIAL 5/21/2010 11 © 2010 Copyright. All rights reserved.
  12. 12. Todd Melioris’ experience spans over 15 years experience at a Senior-Level in sales and marketing positions An overview of this experience follows: Experienced in strategic sales planning and execution. Since 1995 • Experienced at using Business Analytics to evaluate and project accurate results. Strong background in Solution Sales planning and execution. Since 1994 • In 1994 I was formally trained by Mike Bosworth, founder of Solution Selling, and have always adopted this methodology for each company I have led. • Adept at aligning the organizations customer value proposition across the prospects enterprise for maximum sales potential. • Performance driven with a proven track record of exceeding goals. Strong track record of C-level sales Since 1993 • 17 Years of selling Enterprise Applications and Services to the C-Suite of large and mid-sized companies. © 2010 Copyright. All rights reserved. CONFIDENTIAL 5/21/2010 12 © 2010 Copyright. All rights reserved.
  13. 13. Overview of Todd Melioris’ 15+ years experience in senior Sales and Marketing positions (cont.) Experienced in structuring sales quota goals and revenue expectations for Public Companies. Since 1995 •Public Companies: CSS, DataStream and McKESSON •Able to set the appropriate realistic expectations and consistently meet and exceed goals. Experienced in planning marketing strategies, advertising campaigns, and successful public relations efforts. Since 1995 •Marketing Strategies are best viewed as dynamic as they are so heavily tied to business- specific issues and capabilities, the current economic climate and market forces, etc. Note: Attended a 2 Week Seminar at Rice University, “Succeeding in Public Relations, a Comprehensive Approach.” The particular value of this seminar was in teaching new and refined approaches that can be applied to public relations in today’s high tech data driven world. Experienced with operational analytics Since 1995 •Experienced using operational analytics core components such as planning, reporting, key performance indicators and dashboards. Extensive hands-on use of multidimensional analysis tools such as high-performance OLAP cubes. © 2010 Copyright. All rights reserved. CONFIDENTIAL 5/21/2010 13 © 2010 Copyright. All rights reserved.
  14. 14. Overview of Todd Melioris’ 15+ years experience in senior Sales and Marketing positions (cont.) Experienced with operational analytics (cont.) Since 1995 Note: The discussion points below – which are integral to my execution style -- represent important core concepts that, while seemingly obvious, are often overlooked in the broad picture of marketing and sales planning and development. • My philosophy is simply stated: By improving the performance of sales, the results will flow directly to the top line. If it is the right kind of revenue, it should also drive the bottom line. The goal of sales performance management is to understand how well you are doing , plan vs. actual, by product, by region, even by sales rep. Straight revenue measurement has been a staple of business intelligence initiatives, but successful businesses must also track profit margins in relation to the variety of factors that affect it. Example: If one geographic region uses much more sales support help than other regions, that will likely bring down their profitability measures -- even if they are leaders in revenue. This may indicate that this region needs more training so they can be more self-sufficient. Also, if a particular product is not selling well in certain regions, it may be an indication that the marketing message does not resonate for certain demographic groups and needs to be modified, or perhaps there is a different competitive situation that needs to be better understood and addressed. Having this information readily available makes it much easier for regional managers to take action that should result in overall improved performance. © 2010 Copyright. All rights reserved. CONFIDENTIAL 5/21/2010 14 © 2010 Copyright. All rights reserved.
  15. 15. Overview of Todd Melioris’ 15+ years experience in senior Sales and Marketing positions (cont.) Experienced with operational analytics (cont.) Since 1995 • The end result of effective operational analytics is that improving company performance becomes everybody's focus Operational analytics gives senior management a more comprehensive and holistic view of the business, which enables them to make decisions that take into account the impact on departments across the company. For the rest of the employees, it makes performance management more personal by taking it down to the department or individual level. This leads to greater relevance of employee activity, ownership of results, and accountability. • By taking the company’s goals, objectives, an measures down to the individual employee level; performance management can truly bring a performance culture to the company. In some instances, this may mean each employee has his or her own performance matrix of key measures that tie back to departmental goals, which in turn tie back to the corporate goals. This series of cascading goal alignments is difficult to accomplish but worth the effort because it enforces strategic alignment company- wide. With employee performance management, each person can understand the company's strategy in terms they can relate to: how they can personally help the company to achieve its mission. Once the performance measures for an individual are understood and accepted, compensation can be linked to performance. This will create a performance-oriented culture. © 2010 Copyright. All rights reserved. CONFIDENTIAL 5/21/2010 15 © 2010 Copyright. All rights reserved.
  16. 16. Overview of Todd Melioris’ 15+ years experience in senior Sales and Marketing positions (cont.) Strong background with installing processes and providing thought leadership. Since 1995 I have a careers worth of implementing and changing business process across the enterprise for both companies I have worked for and clients. I inherently demonstrate thought leadership while mentoring or discussing business issues with co-workers, clients, and partners. Natural ability to motivate teams to produce quality materials within tight timeframes and simultaneously manage several projects. Since 1991 I have always worked in environments where I was responsible for multiple projects with tight, many times unrealistic deadlines and performed on budget and on time every time. Ability to participate in and facilitate change management Since 1991 Every project that I have been professionally involved with has had a component of Change Management, defined by the coordination of a structured period of transition from “situation A” to “situation B” in order to achieve lasting change within an organization. © 2010 Copyright. All rights reserved. CONFIDENTIAL 5/21/2010 16 © 2010 Copyright. All rights reserved.
  17. 17. Overview of Todd Melioris’ 15+ years experience in senior Sales and Marketing positions (cont.) Strong leadership and consensus building skills. Since 1991 The most notable example was demonstrated at McKESSON where I led the corporate re-brand. There were 16 business units that made up $68B in revenue. Each business unit thought they were the main staple of the company. I needed a unified front to work within; I needed buy-in from all business units to create a cohesive front to take to the market place. To accomplish this, I created a Marketing Cooperative that was comprised of a Senior VP of Marketing from each of the 16 business units. I then orchestrated a plan for review; strategically using the groups own data from surveys, customer focus group analyses and testimonials to build consensus over an 18 month period. On completion, each business unit had ownership of the re-brand. The group was then used to administer and monitor the newly created Branding Guidelines. Proven ability to perform in high-visibility, high-growth environments Since 1995 Very comfortable in high-visibility roles that require extensive travel, communication with a variety of levels of seniority (internally and externally), and on-stage type performances. This high-visibility and high-growth performance has been well documented throughout my career. © 2010 Copyright. All rights reserved. CONFIDENTIAL 5/21/2010 17 © 2010 Copyright. All rights reserved.
  18. 18. Overview of Todd Melioris’ 15+ years experience in senior Sales and Marketing positions (cont.) Industries of expertise in alphabetical order: • Apparel & Footwear • Automotive • Communication and Media • CPG • Financial Services • Healthcare • Insurance • Manufacturing • Retail • Utilities Specialties: • Enterprise Resource Planning (ERP) • Business Intelligence (BI) • Customer Relationship Management (CRM) • Sales Force Automation (SFA) • Distributive Outsource Management (DOM) • Electronic Data Interchange (EDI) • Business Process Management (BPM) • Key Performance Indicators (KPI) • Extract Transform Load (ETL) • Enterprise Application Integration (EAI) • Enterprise Data Integration (EPDI) • Extended Enterprise Applications • Supply Chain Management, Optimization and Inventory Tracking © 2010 Copyright. All rights reserved. CONFIDENTIAL 5/21/2010 18 © 2010 Copyright. All rights reserved.
  19. 19. Overview of Todd Melioris’ 15+ years experience in senior Sales and Marketing positions (cont.) Hands-On Experience with the following Software Packages: • SAP • Oracle • PeopleSoft • Lawson Software • J.D. Edwards Software • Ross Systems • Epicor • Baan • Microsoft AX 2009 • Microsoft Great Plains • Microsoft Navision • Microsoft Office Products © 2010 Copyright. All rights reserved. CONFIDENTIAL 5/21/2010 19 © 2010 Copyright. All rights reserved.

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