This long-established paper-based industry confronted a massive shift during the emergence of the Internet. In my role as their VP of Sales I was able to stabilize the market’s dramatic shift away from print to digital solutions. Not only were we able to reinvent the business, we shattered sales records while at the same time implemented cost reduction initiatives to yield margins that had never been achieved before. Working through a complex restructure with salesforce, enterprise team, reseller channels, SaaS, and AI/machine learning, we ultimately yielded a record-breaking $700M in digital and print revenues, all the while leading the team through a cultural shift, introducing newly developed digital tools and transforming sales from product/commodity selling to consultative solution sales. During my near decade career with YP, sales/customer engagement soared regardless of the massive shift in industry.

In my role as General Manager and VP of Sales, I was credited with spearheading Autotrader’s transition from a traditional print media company to an online content aggregator. We orchestrated division with 850 employees focused on print and online vertical media. I directly managed all aspects of national sales, business development and service to 10,500 medium-to-large business accounts, including multinationals and Fortune 500s in 200 print publications and five online properties generating $240M in annual revenues. By revamping the structure of their sales and support teams, the company saved $16M in excess costs in 24 months.

Post Media’s National Post and Financial Post are some of the most recognizable mass media news publications in the country. I helped their teams deliver transformative content to conversion digital media roadmaps and merge multi-platform sales strategies to drive close to $400M in yearly revenues. Through controlling budgets and maximizing sales structures, the company was able to save nearly $10M in costs, representing a 16% difference in their margins. We effectively implemented product knowledge training and value-based selling that sky-rocketed their digital media revenue, while at the same time, simplified their technology stack through CRM deployment that in turn, produced additional hours of selling time each week.

Working with this fairly recent start-up in the Private to Dealer car sales marketplace, I am currently developing the overall go-to-market strategy for North America. I’ve brought corporate structure and foundational systems to a comparatively early-stage sales team. The entire organization is undergoing a cultural shift from a grass-roots entrepreneurial environment to a much higher-velocity, sales-focused and data-driven model.

I led UPS’ national sales operations as VP of the Northern Border Solutions Business Unit, overseeing a 45-person district sales force with 4 Regional Directors, while managing a $9M USD budget. Recognized worldwide as the premier supply chain solution, UPS provides customers around the world with the required expertise, logistics, distribution, transportation, freight, and customs brokerage for companies to quickly scale their supply chain needs, whether moving goods, funds or information. In my role as VP, we were able to successfully amass new business acquisitions in Ocean Freight, Rail, Intermodal/Road, International Trade Management, Warehousing and Distribution, while at the same time yielding a significant reduction in client churn. Overall, we were able to achieve a 16% organic growth year over year.