Pam Chang
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Vice President Sales Operations
Barrington, Illinois, United States
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Vice President Sales OperationsCoalfireFeb 2024 - Current (2 years 8 months)- Vice President, Go-To-Market FinanceProjectJun 2022 - Current (4 years 4 months)Build and develop the global go-to-market finance function and associated operating processes. Drive shareholder value through finance business partnership with sales and marketing. Strong understanding of B2B SaaS, recurring revenue recognition, deal economics, and key SaaS metrics (e.g., MRR, ARR, NRR). Experienced in building scalable platform solutions and developing business controls.
• Led the GTM Finance function for an enterprise SaaS (Series F) company with $100M+ revenue and over 1,000 employees supporting the Chief Revenue Officer and overseeing all financial aspects of bookings, revenue & sales and marketing budget management.
• Primary business partner to GTM leadership, driving YoY bookings growth by overseeing deal - Director Of Pricing, North America DivisionJames Hardie Building ProductsOct 2018 - Apr 2022 (3 years 7 months)Led team of 25, overseeing and directing the pricing strategy and execution of a $3B+ division. Align pricing tactics with portfolio management strategies. Drive price & product mix results, balancing profitability and volume growth through market & competitive analytics.
• Accountable for $3B+ of net revenue actuals, forecast and planning for North America business including reporting, analyzing, and forecasting net price and product mix results. Budget and manage over $350M of gross to net price discounts.
• YoY revenue growth of 25% and EBIT margin accretion of 700 bps to 30% (10% increase in price/mix, $200M+) through multiple pricing actions and value-added product mix optimization.
• Partner with commercial leadership t - Sr. Commercial Finance Manager at GE Healthcare DigitalGE DigitalApr 2013 - Oct 2018 (5 years 7 months)Sr Commercial Finance Manager for Imaging & Care Areas responsible for overall ownership & stewardship of GE Healthcare Digital P&L including bookings, revenue, backlog execution, and contribution margin for the US & Canada representing orders of ~ $ 110 MM and revenue of ~ $400 MM. End-to-end financial responsibility for enterprise SaaS and on-premises license models including funnel management, bookings, equipment sales and backlog execution and contribution margin.
Key responsibilities include:
- Partner to ICA leadership to facilitate business expansion and achieve bookings, revenue, and margin targets. Drive profitable growth through in-depth analysis of financial outcomes, key operating metrics, deal negotiation stra - Finance Director, Ball Park BrandsHillshire BrandsJul 2011 - Apr 2013 (1 year 10 months)• Lead finance and strategic support to VP Sales & Marketing; full P&L ownership of the Ball Park Brands Business Unit, representing net sales of $700 MM and retail brands including Ball Park hot dogs and State Fair corn dogs.
• Present periodic reporting, balance-of-year forecast and overall business analysis of volume, sales and profitability; provide insightful analysis of key business drivers, identify risks and opportunities to the plan and communicate relevant financial metrics to senior management.
• Lead the Annual Operating Plan and Long-Range Plan (“AOP”, “LRP”) financial forecast development.
• Lead financial analysis for all Ball Park brands innovation, ensure effective and efficient MAP and coupon investment, ana - SSenior Manager, North America Retail & Foodservice FinanceSara leeMar 2010 - Jul 2011 (1 year 5 months)• Finance partner to the North American CMO, managing the accounting and budgeting process of the central Marketing, Strategy, Research & Development (“MSR&D”) groups with $75M of expenses. Monthly responsibilities include general ledger close, forecasting, reporting, and analysis.
• Build and present to senior management the MSR&D AOP and LRP financial forecast. Partner with the Operating Segments to ensure forecasts are consistent with the company-wide strategic plans. Align MSR&D efforts, initiatives and allocations across all business units and operating segments.
• Develop strategy and present business case recommendations, financial forecast models and capital expenditure requests for all platform innovations.
• Advis - SSenior Manager, Finance, International Beverage DivisionSara leeMay 2008 - Mar 2010 (1 year 11 months)• FP&A leader to Divisional CFO for the $4B International Beverage division of Sara Lee. Responsible for all aspects of financial reporting, business analysis and the execution of key strategic initiatives.
• Manage and advise 20+ country CFOs and support key internal constituents in the development of AOP, LRP. Establish country-specific and overhead targets, review financial and strategic plans and incorporate transformation initiatives.
• Analyze and draft periodic, quarterly, and annual financial results in support of the company’s SEC filing requirements and general management financial reporting. Identify key business drivers to explain and bridge overall profit and cash flow results versus plan and prior year.
• Devel - SSr. Financial Analyst - Manager, Strategy and Corporate DevelopmentSara leeSep 2003 - May 2008 (4 years 9 months)- Manage and execute key strategic initiatives including the identification of candidates and the evaluation, coordination and execution of acquisitions, divestitures and joint ventures.
- Build financial valuation models using comparable company, precedent transactions and discounted cash flow methodologies. Evaluate cash flow, leverage and accounting impacts to Sara Lee of potential transactions.
- Coordinate short-term and long-term strategic planning initiatives including the development of Sara Lee's current long-range plan. Prioritized strategic initiatives using a strategic and financial framework in order to drive shareholder value through top line growth, margin improvement and select investments. - AssociateKPMG Corporate FinanceMar 2001 - Sep 2003 (2 years 7 months)- Advised on a variety of middle-market M&A transactions including divestitures, acquisitions, LBO’s and valuation analysis.
- Created, gathered and analyzed detailed financial models, company, competitive and industry due diligence, comparable company and transaction analyses, offering memoranda and transaction proposals.
Education
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- Bachelor of Business Administration - BBAWashington University in St Louis Olin Business School
- Master of Business Administration - MBA, FinanceNorthwestern University Kellogg School of Management
- BSBA, MarketingWashington University in St Louis Olin Business School
- Master of Business Administration (M.B.A, FinanceNorthwestern University Kellogg School of Management