Providing North American automotive dealerships, suppliers and investors with sales, business development and marketing consulting services✔ Ongoing sales process and marketing optimization, coaching, training and tools development with a focus on a solution value based “Challenger” / "Sense Making" sales and marketing methodology for sales organizations within dealerships and suppliers✔ Educating investors interested in multi-million dollar investment opportunities about specific products or aspects of the automotive industry to assist in making their investment decisions

Remotely led the conquest sales team in Canada for both franchise / new car and independent / used car dealers for Digital Advertising, CRM & Inventory SaaS product lines, and the Central US for enterprise-level CRM & Inventory SaaS product lines.SELECTED ACHIEVEMENTS:✔Provided sales enablement coaching, training, and tools with a focus on a value-based / Challenger sales methodology✔Sales leadership functions including deal strategy, structure, Salesforce.com reviews and meeting support to reach a $10.8M annual team quota

I was recruited to lead the overall revenue, growth, budget, and P&L for the Sales Team and Business Development Center (BDC), with $23M in net new financial services revenue.In this role, I led the strategy, vision, and processes for a 60-member team across the North American Field Sales and Inside BDC teams. I was also accountable for all sales operations for the 400-member field operations team, including developed sales strategy, territory management, and retention strategy.SELECTED ACHIEVEMENTS:✔ Introduced a more sales-focused marketing and acquisition strategy that transformed the BDC from an information delivery cost center to an inside sales profit center.✔ Transformed the organization from a “gather focused” to “hunter” sales team by architecting updated prospecting, forecasting, sales strategies, compensation, KPIs, policies, and sales goals.✔ Collaborated on strategic revenue operations, including compensation, retention, territory development, and incentives with sister companies.✔ Worked directly with a sister company (Preferred Warranty Insurance) on establishing a territory and compensation plan.✔ Achieved synergy between two sales teams by aligning goals to enable cross-sell opportunities.

I was brought into the business after the CDK Global spinoff from ADP as the Director of Sales within the Digital Marketing division. In this role, I established and grew a team of Digital Sales Managers in the Northeast and Midwest Regions. I was promoted to lead a team of high-performing Digital Sales Managers, supporting National Accounts. In 2015, I transitioned to oversee the Central Region during the company’s reorganization. I played a key role in moving the team from regionally based to a division-specific single team.SELECTED ACHIEVEMENTS:✔ Eliminated silos and improved the customer experience by merging two regionally based discreet sales units into a single team.✔ Achieved $30M in annualized team quota across the product portfolio, including Dealer Management Systems (DMS), CRM, Digital Advertising, Service Lane, and Parts Solutions.✔ Delivered $7.8M in new business and $21.8M in existing business; remained in the Top 10% of deal margins against peers.✔ Successfully negotiated multi-year SaaS contracts of up to $1M annually.

I was recruited to the Dealix organization as a Regional Sales Manager and promoted multiple times to Sr. Regional Sales Manager, Regional Manager, and then Direct of Sales for National Accounts in 2009. In this role, I focused my efforts on increasing the business’s presence within the Top 100 Automotive Groups. I managed the Top 10 highest volume accounts, as well as maintained accountability for all business within the Top 100 US Automotive Dealer Groups.Dealix was acquired by ADP Dealer Servies Division in 2010.SELECTED ACHIEVEMENTS:✔ Developed and implemented a key account management strategy that increased programs participation by 30% and helped retain all 107 dealerships for CarMax. ✔ Enhanced customer satisfaction for the Accounts Management team by updating processes and managing the Sr. Customer Experience Leader promoted to lead the team.✔ Drove continuous improvement across the organization, including developing new product mixes designing new tools for customers.✔ Achieved 5-25% incremental revenue increases by helping develop the Dealix Precision Targeting Tool.✔ Developed customized advertising strategies for AutoNation and Sonic, which increased spend by 10%.✔ Exceeded FY2011 target by 18% through focusing on partnerships with the groups, growing dealerships, and reducing churn to maintain revenue monthly.✔ Secured the CarMax dealership portfolio, the largest division contract, at $1M annually for four consecutive years.✔ Consistently delivered above plan, earning the President’s Club Award in 2010 and the Inaugural Dealix Executive Award. ✔ Developed and held five semi-annual C-level Thought Leaders events that helped to collect feedback on product ideas and proposed changes to solutions for the top customers.