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 part of larger roadmap and strategy to build-out national cents off redemption network. Created sales infrastructure to promote long term growth. • 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 “hunter” sales model. Established new sales policies, performance-based sales compensation plan, and sales reporting and metrics. • 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 largest oil company client; accomplished goal by building new dedicated sales organization aligned with oil company’s branded marketers. • 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• Established first Outbound Sales teams, consisting of office based sales professionals using the phone and web-based presentation tools to sell SMB fleets of 5-20 vehicles

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, and timelines. • 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