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Grant Hauskins

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WorkAug 2021 — Jan 2023· Chicago, IL

Sales Operations at TestEquity

Sales Operations Support Specialist · TestEquity

I was the primary client-facing point of contact delivering TestEquity's Techni-Tool vendor-managed inventory solution to six enterprise electronics manufacturers.

Client deliveryVMIInfor WMSSAPSalesforce

Overview

From August 2021 to January 2023 I was a Sales Operations Support Specialist at TestEquity in Chicago. My main responsibility was delivering the Techni-Tool vendor-managed inventory (VMI) solution to six enterprise clients, large electronics manufacturers that together represented $1.1M in annual revenue. I was their primary point of contact for the program. I delivered it in Infor WMS, Excel dashboards, and Salesforce.

The role spanned the COVID-era supply-chain disruptions. I worked with the clients and our operations team to find alternative solutions and kept fulfillment running for all six accounts.

I also turned Excel-based sales and inventory analysis into demand-forecast insights for key accounts, reported demand estimates in quarterly business reviews, and worked with sales, purchasing, IT, operations, and clients on the feedback loops that shaped VMI process improvements.

What I did

  • Served as the primary client-facing point of contact for six enterprise electronics manufacturers ($1.1M annual revenue).
  • Delivered the Techni-Tool vendor-managed inventory (VMI) solution to those accounts in Infor WMS, Excel dashboards, and Salesforce.
  • Kept client fulfillment running through COVID-era supply-chain disruptions by finding alternative solutions with clients and operations.
  • Turned Excel-based sales and inventory analysis into demand-forecast insights for key accounts.
  • Managed client inventory in Infor WMS: received stock, resolved discrepancies, and ran usage reports. Pulled supplemental data available only in SAP to reduce stockouts across client sites.
  • Reported customer demand estimates and presented initiatives to improve on-site inventory crib performance in quarterly business reviews.
  • Contributed to sales data reporting.
  • Partnered with sales, purchasing, IT, operations, and clients to build feedback loops on the VMI program.
  • Applied that feedback to VMI process improvements.

Results

  • Grew key-account revenue 33%, from $900K to $1.2M.
  • Expanded market penetration 15%.
  • Kept fulfillment running for six VMI accounts worth $1.1M in annual revenue through COVID-era supply-chain disruptions.
  • Strengthened account retention through the VMI process improvements.

What I learned

Start with the client. As their single point of contact, my job was to deliver the best solution I could, then keep improving it. The feedback loops with sales, clients, and operations were how that improvement happened.

Data is one lens, not the whole picture. A forecast could look right on a dashboard and still miss what a client was actually seeing. Lean calls the fix genchi genbutsu: go and see. I learned to check the numbers against reality before trusting them. My Information & Decision Sciences and MIS studies at UIC gave that habit better tools, and it is how I work with AI today: let the tools gather and analyze, then own the judgment.