Steve Yates Email & Phone Number

Dallas, Texas, United States

Providing auction services for construction and agriculture equipment for businesses throughout the country.

Dallas, Texas, United States

• Crafts and manages successful B2B sales strategies for the North Texas territory, overseeing a 16-person Sales Team in new business acquisition and existing account growth to market a 7,000 SKU product line.• Oversees team performance to cultivate and secure new business opportunities, expand partnerships and market share, resulting in the North Texas Division ranking as top sales division for the Southwest territory.• Guides Sales Reps, Sales Strategists, and Project Service Coordinator to develop team’s capabilities in consultative and specification selling techniques, customer centric go-to-market strategies.• Conceptualized and oversees build of a Project Sales Team to incorporate value engineering, project tracking processes (goal setting, forecasting, and KPIs), and specification sales to maximize business opportunities.• Analyzes sales data to identify growth trends; constructs individual and regional deals and price strategies to build revenue streams with current customers in a highly competitive distribution market.• Monitors market dynamics, solicits and leverages customer feedback to identify gaps, create and execute plans to secure market share; facilitates demand forecasts to stack inventory that meets customer requirements.• Provides Regional Manager with real time, incisive synthesis of daily sales reports from BDRs and branches.• Advances the company’s position in the market through enhanced partnership and communication with Retail Management Team and Outside Sales.• Fosters a motivated, cohesive team culture; develops and manages talent to support current and future business needs; conducts quarterly team meetings and trainings to promote product knowledge and sales initiatives.• Identifies and analyzes the competitive landscape, including products and distribution channels, to make recommendations to advance the company’s position in the market.

Carrollton, Texas

• Developed the business model, wrote the business plan, managed all activities, executed all services for a consulting firm specializing in expense reduction through analysis and negotiation of operational expenses.• Identified, qualified, cultivated, and contracted a preferred model client base to generate over $1M in expense reduction savings for a diverse range of businesses within the state of Texas territory.• Gathered hard data, conducted comprehensive expense and contract reviews, negotiated consulting rates, pitched and closed deals.• Re-negotiated rates and contracts for essential business services (e.g., communication systems, IT, credit card processing, general services and fees) to achieve significant cost savings on clients’ behalf.• Partnered directly with C-Level executives (CFOs and Controllers) to initiate expense reduction strategies.• Executed all P&L responsibilities, accounting, documentation and reporting for the company.

Peoria, Il

• Identified, cultivated, secured, and managed account revenue, growth opportunities, and customer relationships for digital connecting assets in a 5 -state territory: Texas, Oklahoma, Louisiana, Mississippi, and Arkansas.• Managed a personal book of business of 10,000 accounts, generating $7M in annual sales revenue.• Increased sales of machine technology in the first year alone by 24%; increased the number of connected assets from 35K to 46K.• Conducted ongoing education, coaching, and mentoring of 6 CAT dealership teams in effective sales techniques: talking points, value proposition, pricing, general product knowledge and technical application.• Supported customer/dealership sales success as consultant, trusted advisor, and primary interface to resolve end customer’s concerns and provide exceptional customer experience.• Spearheaded the district rollout of a new software tracking package; hosted information sessions and facilitated execution of sales initiatives and promotions to achieve dealership buy in.• Collaborated with Marketing Department to develop promotional materials and resources for use by sales teams: presentation/Power Point design, layouts, product information, and sales “flats”.• Exercised authorized discretion and latitude in cost reduction and pricing negotiations; presented recommendations to senior management for pricing strategies to overcome sales barriers.• Developed rapport and credibility across the organization to promote proposals and strategies effectively.

Thomasville, Nc

• Oversaw all sales and business development activities of airfield pavement markings in a regional territory encompassing 5 U.S. states, Mexico, and South America.• Prospected, developed, secured, and managed regional account revenue and growth, expanding portfolio from 10 to 150 accounts and increasing portfolio value from $33K to $3.5M.• Provided strategic direction; coached, trained, evaluated, and supported a team of 5 Sales Representatives in the field to optimize sales performance.• Secured the product’s first international contract, spearheading the transition from national to global markets.• Devised sales targeting plans to achieve a dynamic funnel of future projects, constantly monitoring and driving progress toward the close.• Established and maintained relationships across multiple decision points to communicate value proposition, ensure maximum customer satisfaction, secure customer loyalty, and drive growth within accounts.• Conducted and presented annual business reviews and monthly/quarterly updates to Executive team: marketing plans, sales potential, ROI, transactions in progress, international project status.• Secured the company’s first contract with client in Brazil, presenting to the Minister of Transportation in 2012.• Division Sales Champion Award Winner 2012, 2013 ▪ Star Performer Award Winner 2012, 2013, 2014.

Valencia, Ca

• Directed all sales and new business development activities of airport and airline public guidance equipment for a territory that included the entire U.S., Canada, and Mexico.• Oversaw a total book of business of 100+ accounts, generating $3M in annual sales revenue. • Identified, cultivated, negotiated, and closed specific transportation sector opportunities in the field.• Developed and executed a comprehensive business development strategy to realize sales targets and expand market presence.• Selected the market team; assigned sales territories, established personal and individual team member sales goals and activity metrics and conducted performance evaluations to gain and maintain market share.• Channeled a deep understanding of products, costs, pricing, and value to train, supervise, and provide ongoing mentoring to the business pursuit team -Inside Sales Manager and Outside Sales Manager.• Reviewed sales performance and benchmarks, tracking and adjusting metrics to ensure product growth.• Successfully identified and opened new markets, led deal strategy and proposals for rental car, train andairline repair facility verticals.• Designed and developed a new product that generated $1.5M+ in new sales revenue and became a standard product for the industry.• Salesman of the Year 2008 and consistently recognized as Salesman of the Month during tenure.

•Selected and promoted to serve as key member of merger team for maintenance and engineering group with the acquisition of TWA airlines. Relocated on behalf of American Airlines to TWA facility in Kansas City, MO. • Drafted materials and developed training curriculum to disseminate American Airlines principals and methodology to both employees and suppliers of TWA. • Following successful completion of merger, relocated to Fort Worth, TX to manage all outsourcing contracts for 757 fleet of aircraft. Negotiated and secured contracts that reduced costs by $40M.•Led international partnerships and secured services in Brazil, Chile, Venezuela, England, and Germany.• Managed successful relationships with airline union to allow for outsourcing of engine tubes reducing cost by 30%.