Colin Burden
Quincy
Summary
Vibrant commercial leader with exceptional communication and problem-solving skills accelerating process excellence to drive revenue growth and improve performance predictability.
Overview
6
6
years of professional experience
Work History
Director of Revenue Operations - Deal Desk
USIC
01.2024 - Current
- Designed, implemented, and currently lead the Deal Desk for a 100% contract-based company
- Stood up a standardized, cross-functional deal process to manage deals including new business, expanding wallet share, and contract renewals
- Lead a weekly deal cadence to ensure that all deals satisfy established standards, approval levels, and process steps
- Implemented and manage a strategic account review process in which a cross-functional team presents an account strategy to corporate leadership
- Designed the templates for account review process and currently manage a centralized database to store all account strategies for quick access.
- Created and manage weekly large renewal and pipeline reviews with the commercial organization to ensure proactive deal management.
- Liaise with several internal departments to ensure that large, strategic deals maximize profitability, stability, and contractual compliance
- Review the contracts, pricing, win strategies for all deals over $250K in annual value and maintain historical records for each deal in a centralized environment.
- Present deal strategies to CEO and Executive Leadership Team for all deals over $1M on a weekly basis and coordinate the action items across the organization.
- Oversaw $1B in business through the deal desk in 2024.
- Won Renewals saw a 13% increase in contribution margin throughout 2024.
- Over 25M of New Business won through the deal desk with favorable contract terms and target contribution margins.
Director of Sales Operations – Strategic Sales Initiatives
Clean Harbors Inc
07.2022 - 01.2024
- Led all process and system enhancement projects for the Sales Operations function
- Implemented and managed an intake process for all system and process enhancements
- Reduced average time to deliver CRM enhancements by 25% since implementation of the intake process
- Coordinated across various functions to document detailed requirements, deliver an effective solution, and operationalized that solution within the business
- Project managed all M&A requirements impacting CRM, sales process, sales incentivization, and customer master data
- Drove process excellence in the commercial organization through the creation and implementation of SOPs
- Defined, wrote, and delivered commercial SOPs to address prioritized process gaps and enable sales and sales adjacent functions to perform standard, repeatable processes
- Delivered 25+ SOPs improving process adherence and predictability by 30% across the organization
- Directed the data governance team that is responsible for cleansing and protecting all customer master data
- Managed a team of 15 offshore analysts with 2 offshore managers who are responsible for the validation of all customer master data entry
- Redesigned upstream and downstream database synchronization process to reduce the potential for out-of-sync data by 80% while simultaneously correcting over 800K out of sync account records year over year
- Cleansed and validated existing customer data to reduce out-of-compliance records
Commercial Process and Initiatives Manager
W.R. Grace & Co.
11.2021 - 06.2022
- Led global, cross-functional initiatives, including the implementation of Salesforce Configure, Price, and Quote (CPQ), focused on increasing standardization and efficiency throughout the organization
- Aligned disparate quoting and pricing processes across 4 global regions and over 200 users into one standard quoting process
- Designed custom pricing engine which reduced incorrect pricing by over 50% and improved the price approval cycle time by an average of two days
- Led all sales enablement initiatives for the Materials Technologies (MT) business including the implementation and management of a comprehensive commercial training and knowledge retention program
- Managed a portfolio of over 250 e-learning modules for the MT commercial organization through role-based curricula
- Reduced onboarding time-to-proficiency in the commercial organization by 30% within a year of deploying proprietary training program
- Drove commercial excellence by defining process gaps and working collaboratively with key stakeholders to document and implement process improvements
- Created, communicated, and stored process documentation for over 200 employees
- Increased process awareness and adherence by 50% among commercial team members
Commercial Training and Initiatives Analyst
W.R. Grace & Co.
06.2019 - 10.2021
- Managed a portfolio of over 250 e-learning materials that cover the Industries, Markets, Products, and commercial processes of the Materials Technologies business
- Created custom templates to store input from key Subject Matter Experts
- Reviewed and updated all training content before its deployment
- Developed role-based curricula and designed an assignment process for over 200 trainees
- Led and supported multiple commercial projects across the business
- Supported the acquisition of a fine-chemicals organization into Grace MT
- Designed and led the creation of a competitive intelligence data-base
- Designed and led the creation of a custom quoting process for the newly acquired business
- Provided Salesforce and commercial process training to all commercial roles in the Materials Technologies business to support process enhancements and existing process enforcement
- Conducted large group and one-on-one training sessions both in person and virtually
- Maintained a library of training content that could be accessed by the commercial organization
Education
BS - Chemistry-Business
Eastern University
St. Davids, PASkills
- Pricing
- Contract Analysis
- Communication with Senior Executives
- Salesforce CRM
- Data Management Tools (Zoom Info and D&B)
- Sales Enablement
- Process Mapping
- Program Management
- Project Management
- Cross-Functional Coordination
- Communication Skills
- Leadership
Accomplishments
- Received bonus award for taking on an additional workload supporting the commercial organization during a period of resource gaps
- Demonstrated ability to manage multi-year, multi-phase projects successfully
- Received Clean Harbors SOAR award for improvement in customer master data integrity
- Stood-up a productive team of off-shore business analysts in under 6 months
- Received two Grace Premier Awards for Value Delivered in Project Management
- Served as a key contributor to three successful integrations with no impact to business operation
- Designed a custom pricing engine in Salesforce CPQ to meet the strategic goals of both Sales and Marketing
Timeline
Director of Revenue Operations - Deal Desk
USIC
01.2024 - Current
Director of Sales Operations – Strategic Sales Initiatives
Clean Harbors Inc
07.2022 - 01.2024
Commercial Process and Initiatives Manager
W.R. Grace & Co.
11.2021 - 06.2022
Commercial Training and Initiatives Analyst
W.R. Grace & Co.
06.2019 - 10.2021
BS - Chemistry-Business
Eastern University
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