Mark Lavin Email & Phone Number

Sales Consulting and Outsourced Sales Solutions in High-Activity B2B Markets

Work with management teams to improve selling efficiency within a “hunter-type” direct sales force.

• Recruited to lead business development efforts for start-up organization and identify opportunities to grow market presence and revenue through client acquisition. Targeted large oil brands and petroleum marketers as.
• Proved instrumental in landing redemption partner, Marathon Petroleum, an anchor tenant with 4,500 retail outlets throughout the Midwest and Southeast
• Introduced formal sales structure including creation of sales collateral, deployment of SalesForce CRM, tradeshow marketing efforts, and execution of email marketing campaigns

Elkhorn, NE, US

• Directed 8-person new business development and sales organization; targeted large and medium sized prospects across entire United States. Selected by CEO to lead transformational shift in sales culture from “farmer” to.
• Partnered with Executive Team in restoring profitability after 5+ years of losses
• Key contributor to increasing enterprise value of company by 190% over 2.5 years
• Improved sales run rate in excess of 50% over previous sales administration
• Introduced sales waterfall, vital in selling sales team on tackling new aggressive sales quotas

Atlanta, Georgia, US

• Led team of 17 Field Sales Representatives across United States focused on producing new business opportunities with fleets of 5 to 1,000 vehicles. Selected to help turnaround faltering relationship with company’s.
• Developed field sales channel accountable for >30 million new gallons annually; shattered company records based on individual productivity for a field team
• Ranked as #1 FleetCor Sales Leader in 2008
• Improved lead generation through creation of professional appointment setting team providing each Field Sales Representative with up to 10 pre-set sales appointments per week
• Established an unprecedented partnership in marketplace through complementary integration of our direct sales with sales efforts of branded marketers
• Created and implemented “Salesman in a Box” program, assisting petroleum marketers with hiring and training dedicated Fleet Card Sales Representatives

Atlanta, Georgia, US

• Tapped by CEO to revitalize under-performing sales organization. Established environment rich in sales accountability and guided sales growth by hiring, training, and motivating Sales Managers and Field Sales Teams.
• Increased sales by 40% year-over-year, producing 50 million new gallons annually
• Delivered 2005 Sales Plan, while achieving the lowest net sales expense in company history
• Proved out sales/pricing value proposition leading to new customers agreeing up-front to pay a fuel price that was often greater than posted price at retail, resulting in margins that greatly exceeded industry averages
• Hired 5 new Sales Managers and expanded sales force from 38 to 54 FTE’s
• Maintained 96% employee retention of Top 25 Sales Professionals in first year after leadership transition

Atlanta, Georgia, US

• Partnered with M&A team to integrate field operations (merchant acquisition, large client management) of 15 Fuelman Licensee acquisitions; built post-acquisition financial plans including staffing, employee headcount.
• Achieved 2003 Direct Market Revenue Plan, while just missing the 2004 plan due to reduced fuel margins at retail
• Increased Fuelman 2004 exit cash flow run rate by more than $6M
• Integrated 6 acquired markets under compressed timelines
• Identified and hired top industry talent from acquired Licensee businesses, key to driving successful transition

US

• Progressively grew with company gaining promotions to positons of increased challenge and complexity. Held roles spanning marketing, account management, warehousing, sales, and overall business operations.
• Played major role in acquiring key wholesale fuel competitor
• Led sale of Fuelman business to FleetCor Technologies
• Established licensed Fuelman fleet card business, grew to $40M in annual sales within 3 years