BARRY A.

HORN
E: barryhorn@charter.net Southbury, Connecticut 06488 (203) 640-7816

SOLUTION-FOCUSED SALES OPERATIONS & COMPENSATION SR. MANAGER

Strategic, highly driven Senior Manager with 20+ years of experience in sales, operations, sales
management, training, compensation, performance analysis, workforce hiring/development, digital
advertising and marketing. Proven record of searching out innovative, results oriented solutions in
challenging environments and leveraging strategies to realize superior performance and growth.

PROFESSIONAL EXPERIENCE
YP - Local Search, Media & Advertising New Haven, CT.

2012 to Dec 2015

Director of Sales Operations - Connecticut & Southwest, 2013 Dec 2015

Work directly with VP of Sales providing strategies and initiatives for all sales related activities including
forecasting, results reporting, workforce planning, performance management, and compensation.
Track, manage and approve regional headcount activities consistent with corporate objectives.
Monitor and update STAR's job performance system including communicating performance action steps
to be taken with Management.
Design and implement Sales Revenue Forecasting system.
Provide guidance to Sales Managers on HR issues including hiring/firing, training/development, and
grievance resolution.
Collaborate across business lines including Marketing, Sales, IT, Human Resources and Operations to
address the data and analytical requirements needed to develop and execute strategic initiatives.

HR Sr. Sales Compensation Manager - Connecticut & Southwest, 2009 2013

Manage and supervise CT and Southwest regions compensation team on all day to day commission
related activities. Communicate with Sales on commission payment issues, updates, changes, training
development.
Develop, track and administer special incentive programs for meeting business revenue objectives.
Design and model various compensation plans to meet critical business initiatives.
Participate in selection committee for new commission system software.
Implement new compensation system and plans including writing requirements, system testing and
region wide kick off presentation.
Work with Director on reporting and modeling average rep earnings to assess effectiveness of
compensation plans.
Manage, design, administer and communicate annual employee performance rating metrics.

ATT New Haven, CT.

1988-2012

Sales Support Manager, 2008 2009

Supervise and manage the day-to-day activities of all sales support functions within the Sales Branch.
Develop and implement Go to Market sales strategy for all sales campaigns including market
assignment, product pricing and training.
Track and analyze sales results, sales incentives and quality performance measures.
Manage a staff of support personnel involved in meeting deadlines during sales campaigns while
monitoring and enforcing company policies and procedures.

Area Sales Manager, 1996 -2008

Manage a team of 8-10 sales personnel with $10MM-$15MM of revenue responsibility. Coach Sales
Representatives to achieve/exceed revenue objectives.
Design and deliver training classes for Sales
Representatives. Responsible for performance evaluations, recruiting, interviewing, hiring/firing and general HR
issues. Manage select larger client relationships.
Key Accomplishments:
2004 & 2006 top Ranked team in CT District, for combined revenue growth.
Winner of 2001 Vice-presidents Circle of Achievement Award as top sales producing team.
1998 Team Leader sales award winner.

Senior Account Executive II, 1993 - 1996

Responsible for developing advertising campaigns for new business and larger existing retail and service
businesses. Manage customer base with annual advertising sales in excess of $2.5MM. Design advertising layout
and assist junior salespeople on calls. Serve on New Products Committee.
Key Accomplishments:
Winner of Presidents Circle Award as top sales producer and MVP, 1995.
1993 Top CO-OP Dollar Producer and Customer Service Award.
Selected to prepare and present First Quarter Sales and Marketing data to Western region, 1994.

New Business Specialist, 1991 - 1993

Called on newly established retail and service businesses and introduced creative, solution oriented advertising
campaigns. Established new customer base with annual advertising in excess of $500,000.
Key Accomplishments:
Winner of 1992 Presidents Circle Award as top sales producer.
Achieved 170% of sales objective after one year.
Led Quality Improvement Team and initiated Adopt-a-School Reach-Out Program.

Advertising Account Executive I, 1988 - 1993

Functions similar to above responsibilities, including the servicing of existing accounts, researching, negotiating,
and settling customer complaints.
Key accomplishments:
Exceeded annual sales objectives.
Winner of District Incentive Contests on multiple occasions.

SNAP-ON TOOLS CORPORATION Hopkinton, MA.

1986 1987

Industrial Sales Representative

Developed customer base and serviced government and corporate accounts. Presented safety awareness
seminars and achieved top salesperson of the month on multiple occasions.

EDUCATION
Masters of Science in Management of Technology, Spring 2007
Fairfield University, Fairfield Connecticut, Summa Cum Laude
Selected to present Capstone Project at University Industrial Symposium

Bachelor of Science in Marketing with an Associate in Management

Bentley University, Waltham, Massachusetts

TECHNICAL SKILLS
Proficient in Microsoft Office Suite: advanced Excel Word Power Point Project
SalesForce.com Varicent Software Prezi In-house proprietary software