Dewey Gatts Email & Phone Number

Columbus, Ohio, United States

Warren, Mi

Led the development and implementation of a comprehensive sales strategy to generate net new revenue, promote customer retention, and increase market share. Oversaw sales automation and technology programs including migration to modern SaaS tools that provided better monitoring of pipeline flow, lead generation, and individual team performance efforts. Directed and optimized budgeting and payroll operations to improve reporting accuracy and overall financial transparency.• Led the end-to-end process of acquiring a Vitran sales team and customer base, including negotiation, project planning, and all change management efforts.• Redesigned sales team processes and restructured compensation and incentive programs that resulted in revenue growth from $240M in 2013 to $1.2B in 2020.• Improved the productivity and performance of over 200 sales staff through individual and group trainings on solution-oriented sales techniques and client communications.

Columbus, Ohio, United States

Directed the strategy and implementation of the sales department including growing the size and skill set of the sales team. Set and monitored quarterly and annual sales goals in partnership with the executive team to ensure the realization of both department and corporate business goals. Manage communications and internal sales operations including process improvements, coaching, training, and professional development efforts.• Instituted a new data-driven sale strategy that drove a top-line revenue increase of $2.3M within a 3-year span.• Expanded market share and transformed the sales department by leading the recruiting, hiring, and training of sales professionals that tripled the group's size.• Negotiated and closed the largest account in company history as part of a massive revenue expansion plan.

Wilmington, Ohio, United States

Provided direction to all marketing, sales, and customer engagement efforts to ensure consistency with mission, vision, and long-term company goals. Form and implement business plans and strategies to attain sales, revenue, and profit objectives, working cross-functionally to drive consensus and support. Generated net-new revenue from net new and current accounts using sales automation, performance management, and sales process improvements.• Initiated operational improvements and aggressive sales targets that fueled revenue growth from $350M in 2000 to over $1.2B in 2008 while preserving an operating ratio under 85.• Spearheaded the first large-scale business intelligence technology program that implemented a enterprise grade data warehouse that consumed multiple data sources and generated various dashboards to monitor key sales KPIs and customer relationship management goals.• Captured a national audience and significantly increased brand reach and awareness through a marketing campaign that featured both NASCAR and College Bowl sponsorships.