Kathy Stachurska
- Sales Operations Leader focused on Customer Success while Maximizing Profits
- Schaumburg, IL
- Member Since Feb 13, 2023
Candidates About
Kathy Stachurska
Sales Operations Leader focused on Customer Success while Maximizing Profits
Highly motivated global change leader with demonstrated success in business transformation, project management, several sectors of pricing and sales operations. An accomplished manager, able to apply problem solving skills, business acumen, and industry insight to analyze customer behavior, mitigate risks and develop strategies that maximize corporate profits. Successful in Sales and Contract negotiations, while dealing sensitively with diverse groups of people around the world.
Lean Sigma Green Belt | Team Leadership | Strategic Pricing | Revenue Growth | Lead Generation
PROFESSIONAL EXPERIENCE
CDK GLOBAL 2015 to 2018
Leading Global Provider of IT and Digital Marketing Solutions to the Automotive Retail Industry. Serving 27,000 client locations, $2.4 billion in revenue.
Director of Sales Strategy (2017-2018)
Promoted to critical role to turn around struggling Lead Generation team, improve internal processes and reposition front-end sales while extending business growth.
• Improved lead conversion by over 20%, generated over $5m of incremental business within 9 months by transforming the Lead Generation Team.
• Improved business results and generated 18% of cost savings by developing a process before running a Promotion/Campaign which provided consistency across the business units and enforced cross-functional communication.
• Improved forecasting and accuracy of backlog by 20% by developing an automated Quote Expiration Process.
• Delivered $.5m in 6 months through a "Lead and Opportunity Management project"
• Improved NPS scores and managed successful execution of projects focused on revenue growth in FY ’19.
• Chosen as a Lean Six Sigma Champion to ensure successful execution of “Reduction of routed calls to sales lines”.
Sales Operation Manager/Pricing Strategy (2015-2017)
Recruited for experience in Lean Six Sigma and Sales Operations to revamp the Contract Renewal process, secure current customer base while extending service portfolio to generate incremental revenue. Utilized Six Sigma methodologies to focus on protecting the customer base at risk due to contract expiration.
• Renewed 700+ contracts, securing over $100+ million in revenue, delivering $6+ millions in gross margin.
• Gained sales operational efficiency by implementing a standardized Contract Renewal process through cross functional business units.
• Developed a new compensation plan for sales and minimized future revenue losses.
• Recognized by media in Automotive News for securing a record number in contract renewals in fiscal 2016.
UL, LLC 2004- 2014
A global company with 12,000 employees that certifies, validates, tests, verifies, inspects, audits, advises and educates: provides knowledge and expertise to help navigate complexities across the supply chain from compliance and regulatory issues to trade challenges.
Senior Global Pricing Manager/HVAC, Appliances and Lighting (2014-2015)
Promoted to Senior Pricing role to assist Global VP for HVAC, Appliances and Lighting in growing business division and double EBIT within 3-5 years.
• Standardized 50% of quoting activity by developing pricing tools in a new infrastructure
and trained customer-facing staff globally
• Managed pricing for existing services ($250m of yearly revenue)
• Implemented new pricing initiatives which resulted in additional +7% revenue
• Simplified industry catalogs which led to successful launch of Product and Service
Configurators
Global Pricing Manager/HVAC, Appliances and Lighting (2010-2014)
Promoted to Global Manager role to support the Global VP by applying various pricing models and help turning around an underperformed business division and increase gross profits.
• Generated 11% of incremental revenue by establishing and implementing different standardized pricing models in HVAC, Appliances, Components and Lighting industries
• Managed competitive, market-based prices for all customer specific contracts
• Advised executive team on current opportunities and risks of various pricing solutions
• Identified and executed pricing changes of services that cross industries
• Developed relationships with Customers, Consultants and internal stakeholders globally
to minimize the risk of litigation, provide efficiency and exceed profitability
Senior Global Pricing Analyst (2006-2011)
Selected by UL leadership to step into analytics of the business and help with client assessment and analysis.
• Delivered over $100m in revenue through the “Follow up Services Pricing and Billing” project for Global Market Access and exceeded expectations before deadline.
• Managed policies and procedures for the Pricing Team
• Analyzed data for monthly reports and specific contract requirements
• Oversaw price non-compliance and communicated results to upper Management with
proposed action plan
• Recommended price changes resulting from customer and market segmentation
Inside Sales/Account Executive (2004-2006)
Assisted customers in maintaining a need for UL's services.
• Consistently increased revenue for Consumer Sector by 5-10 % through solid
relationships with internal and external customers and by committed to on-time service
delivery
• Cross-sold UL services within established account base
• Increased sales of the organization's services through development of competitive
marketing strategies
EDUCATION
M.B.A.- Dominican University, Graduate School of Business, River Forrest, IL – 2006
Bachelor of Arts, International Business- Dominican University, River Forrest, IL- 1998
ACCOMPLISHMENTS
UL Mark of Excellence Award- 2014
Lean Six Sigma Green Belt Certified
OTHER
Board of Directors; Schaumburg Mental Health Committee
Schaumburg Business Network Group
Feed my Starving Children