1. CARLA BRITTON * carla_britton@comcast.net * Linked In Profile
EXCEEDING EXPECTATIONS
Business Operations and Sales leader with expertise in managing what matters for success. Strategic,
tactical, and innovative problem-solver. Change management agent with the ability to optimize resources
and processes. Additional expertise in external and internal training.
PROFESSIONAL EXPERIENCE
LEXISNEXIS (home based): 2002–present
Business Operations Analyst – various Markets (2013-present)
Utilizing new and proprietary expertise to manage/implement projects for various Business Units across
the organization.
Senior Analyst – Variable Compensation & Incentives (2012-2013)
Provide insight and executable solutions regarding sales rep performance, goals, incentive modeling, and
territory alignment. Analyze trends to assist in making business decisions as well as identify opportunities
for business and sales growth and improvement.
Business Operations Analyst - Alliance Partners (2012)
Maximize revenue and profit via alliances and partnerships. Partner with sales operations, licensing,
legal, fulfillment, and CSM team to create and implement processes for new alliances as well as develop
models and track revenue from alliances.
 Reduced ID implementation time by 85% which directly led to an early renewal of this Alliance partnership
resulting in $8.6M in revenue.
Sales Business Operations Manager (2011)
Work with VP of GPA (Government, Print, Academic) to define projects based on needs and manager
input. Collaborate with Segment Management, Finance, HQ Sales Operations, Sales Tools, and other
operational and support teams to analyze, develop, and implement initiatives that support business needs
and drive sales success including sales incentive programs, national and regional sales meetings,
territory planning, on-boarding for Account Executive Team, communication plans, and facilitating
“Opportunity Management (Schiffman)” courses.
 Streamlined and solidified forecast process – used across all 3 business units.
 Drove CRM adoption to 100%.
Business Operations Analyst - Corporate Markets (2010-2011)
Identify and address pertinent gaps between Sales and Sales Operations. Create surveys, progress
reports, and value statements to gauge needs and success of the position. Deliver results and
recommendations to Management at conclusion of project. Additional responsibilities include, but are not
limited to revenue generating activities such as new hire ramp up, lead generation, and account planning.
 My efforts facilitated this branch, with 3 new hires, winning Circle of Excellence.
 Conclusions led to the creation of 6 Sales Business Operations Manager positions.
 Created a Survival Guide for new sales reps that it still used today
National Account Manager (2008–2010)
Managed $3.5M territory (primarily media and associations). Developed and executed account strategies
to promote sales of both BIS and Corporate Legal solutions in a complex, multi-faceted sales structure.
Applied consultative-based and value selling methodology to executive level contacts. Certificates in
“Selling to Senior Executives”, “Create & Win” (TAS Group); “Get Real Selling” (Hawk).
 Successfully saved 80% of cancels, resulting in multi-year contracts worth in excess of $500K.
Analyst – Sales Operations (2007–2008)
Responsible for providing actionable insight to Executives, Account Managers, and Clients based on data
and trends as well as developing and testing newly implemented CRM.
 Re-engineered Consultant Scorecard using advanced Excel formulas and functions – still in use today.
 Developed a high level of proficiency in the use and applications of newly deployed CRM (Siebel).
 First Team Member to design and build dashboards/reports in CRM (liaise with Sales Leadership Team).
 Performed User Acceptance Testing for CRM to ensure ease of use and information accuracy.
 Created and facilitated training sessions for CRM, including training materials.
 Identified and recorded problem areas and used this information to provide input for business systems
enhancements.
 Requested by management to work with other departments to develop relevant analytic tools.

2. Britton – page 2
LEXISNEXIS, continued….
Senior Administrator – Sales Operations (2002–2006)
Managed the daily activities of a $15 million branch including: client interaction, activity tracking, problem
resolution, analytical contributions, and contract administration. Worked hand-in-hand with Account
Managers to develop relationships with Clients, Account Executives, Specialists, Consultants, and other
departments to drive revenue.
 Functioned as back up Account Manager for Open Territories and/or extended leave absences - certificates in
Value Selling Methodology; Miller-Heiman Sales Methodology.
 Worked with other Administrators on best practices, knowledge sharing, and cross training.
 Developed processes to track progress and measure success using Excel, SharePoint, and Access.
 Created material and trained team on processes.
 New Hire Mentor – mentees have been promoted to senior positions in the company.
 Served as an authority for Front Office/Back Office update.
 Asked to create and implement order procedures for new solution, Patent Optimizer.
 Invited to work with several other Administrators to develop order tracking and incremental sales processes for
New Business Teams.
PRINCETON eCOM (Princeton, NJ): 1999–2001
Project Manager (2001)
Directed activities, coordinated resources, established and spearheaded cross functional initiatives, and
managed budgets to ensure the successful implementation of projects.
 Devised and executed comprehensive Education & Training Curriculum for 250 employees to cultivate a
consistent understanding of products and an awareness of processes.
 Assembled knowledge committees, designed delivery methods, and facilitated some sessions.
 Conceived, designed, and implemented a company-wide interactive CRM to drive selling opportunities; maintain
client relationships; and provided an easily accessible snapshot of accounts to facilitate account planning.
 Increased sales productivity by 30%.
 Formalized and participated in a Competitive Intelligence Unit to provide crucial competitive and market
information to assist Sales and Management in key decisions.
Sales Operations Manager (1999–2001)
In charge of creating and maintaining operational excellence of a fledgling Sales Department at a
company which was awarded Best Emerging Technology Company in 2000.
 Staffed, managed, and coached support personnel.
 Created and implemented processes and procedures to ensure sales efficiency – including roll out
documentation.
 Created Standard Operating Procedures for Sales Department.
 Designed penetration and retention strategies.
 Created Rules of Engagement protocols for Channel Partners.
 Procured and/or developed tools to drive efficiency and revenue.
 Effected Sales Methodology (Schiffman/DEI) to introduce a methodology to follow and track progress (certificate
in Steve Schiffman Sales Methodology through DEI).
 Collaborated with Marketing to create brand awareness.
PREVIOUS EXPERIENCE
AGC SEDGWICK, Princeton, NJ - Product Specialist
ENSEC INTERNATIONAL, New York, NY - Office Manager
DAVIS POLK & WARDWELL, New York, NY - Senior Administrative Assistant
HEALTHCARE RECOVERY, INC., Howell, NJ - Operations Administrator
EDUCATION
BS - Marketing, University of Phoenix
AS - Business Administration, Davis & Elkins College
TECHNICAL SKILLS
Siebel / Access / Excel / Word / PowerPoint / Hummingbird-BI / SharePoint / SAVO / SQL / VBasic