With over 30 years of B2B experience across diverse automotive sectors, including 20+ years in leadership roles, I have consistently driven multi-million-dollar growth, led high-performing teams, and developed innovative sales strategies. My expertise spans consultative sales, strategic account management, and leveraging Salesforce CRM to achieve exceptional results. I excel in direct selling, key account development, and prospecting, all while managing my own book of business and coaching my team to drive revenue growth.
Built a top-tier team, set budgets, defined goals, ensured accountability, and fostered trust, leading to efficiency gains that exceeded targets, achieving over $100M in annual revenue with 12% year-over-year growth.
• Drove $4M additional EBITDA growth through Salesforce optimizations, P&L ownership, budgeting, forecasting, inventory management, and cost control.
• Enhanced forecast accuracy by 10% through monitoring of Salesforce average sales cycle, closed/won, deal size, prospecting, lead generation, conversion rates, and quote to close.
• Boosted productivity by 30% through implementation of Kaizen methods, improved SOPs, and focus on continuous improvement and operational excellence.
• Achieved a 15% reduction in administrative processing time through the creation of an SOP for Certify expense reporting.
• Established exceptional customer service standards, achieving an NPS of 85, while managing and developing 10 direct and 85 indirect reports, conducting in-depth analysis, and creating strategic plans for short- and long-term growth.
• Reduced onsite work-related injuries by 25% through safety training and compliance.
• Increased route efficiencies by 17% through the implementation of Mapline software.
• Reduced overall fleet repairs by 13% through effective management of over 100 vehicles using GEOTAB, improving service time, and reducing overall repairs.
• Anticipated customer needs, conducted strategic business analysis, and developed business proposals to drive market share growth, scale business operations, and expand the company footprint.
• Recruited, trained, and developed sales team cultivating strong relationships with clients, vendors, and partners to ensure long-term success and loyalty.
Developed multi-unit retail automotive service and parts distribution centers to achieve $65 million in revenue through B2B sales strategies and solutions-based selling. Managed comprehensive operations, including product acquisition, sales, warehouse and inventory, P&L, budgeting, forecasting, KPI objectives, and administrative functions.
• Guided a team to establish and operate a B2B distribution center, achieving $65M in annual revenue.
• Increased process efficiencies by 12% through the creation and implementation of Standard Operating Procedures (SOPs), driving continuous process improvement, nurturing talent, and cultivating a safety-focused culture.
• Realized 13% average year-over-year growth for 15 consecutive years through Salesforce management, prospecting, lead generation, strategic product launches, and targeted sales initiatives.
• Enhanced sales forecast accuracy by 10% through monitoring of Salesforce average sales cycle, closed/won, deal size, prospecting, lead generation, conversion rates, and quote to close.
• Anticipated customer needs, conducted strategic business analysis, and developed business proposals to drive market share growth, scale business operations, and expand the company footprint.
• Reduced onsite work-related injuries by 25% through safety training and compliance.
• Enhanced inventory forecast accuracy by 10% through a combination of periodic inventory cycle counts, real-time data analysis, and controllable expense management.
• Achieved a $3M annual EBITDA increase through strategic market analysis.
• Spearheaded the implementation of the Sage MAS200 ERP warehouse management system (WMS), optimizing processes to achieve 10.5 inventory turns per year and minimizing shrink, while effectively managing inventory stock levels, reorder points, and turnover rates, to ensure optimal inventory levels.
• Optimized EBITDA performance through strategic wallet-share expansion and disciplined P&L management.
Guided multi-state aftermarket auto parts sales team to achieve $60 million in revenue. Exceeded sales targets through strategic planning, cross-functional collaboration, and effective communication.
• Developed comprehensive in-house training programs elevating team product knowledge and sales capabilities.
• Launched optimized sales incentive programs, achieving 12% above budget targets while expanding market presence through strategic customer acquisition initiatives.
Led sales team to exceed $55 million growth targets through strategic coaching and performance development.
• Delivered 11% revenue growth within 18 months through targeted sales initiatives.
• Expanded Nucor-Yamato Steel account from $1M to $1.9M revenue within 2 years through strategic account management.
