Sales Manager

STUART F. POPP

******@*******.***

LinkedIn Profile: www.linkedin.com/in/stuartpopp

***** *. *********** **. *********: 734-***-****

Plymouth, Michigan 48170 Cellular: 313-***-****

CAREER SUMMARY

A customer-focused management professional with progressively challenging positions in management, sales,

marketing, and product management primarily in the Tier 1 automotive supplier environment and in the

telecommunications / IT industry. Strong automotive data analysis and sales management experience, focused

on direct customer marketing applications including on-site support. Solid business case expertise with the

ability to synthesize many inputs or essential facts into an articulate plan of action. Able to acquire new skills

and knowledge quickly. Consistent focus on genuinely assisting customers solve their business issues.

CORE COMPETENCIES

Automotive OEM and dealer markets, automotive data research and trend analysis, forecasting, solution and

relationship selling, sales management, new business development, agency support, technical solution

consulting, customer on-site support, complex implementations, financial modeling, and budgets.

PROFESSIONAL EXPERIENCE

R. L. POLK & CO., Southfield, MI 2005-2010

Tier 1 automotive supplier of automotive registration data, vehicle owner verification, and owner database

management with $300 million annual sales.

Lead – Business Advisory Services, Global Price and Specifications 2009-2010

Led customer advisory team for existing customers of Polk’s Global Price and Spec system (PRO).

Assisted clients worldwide in the areas of system use, data quality issues, vehicle value analysis, and ad-

hoc reporting. Led the team supporting customer management, data insight, and client satisfaction.

1. Improved the customer satisfaction metrics from a historical average of 65% to over 90%+.

2. Ramped-up on the PRO system / Price and Spec product in one month when expectation was three

months.

Manager, Client Services, OEM Central Region 2005-2009

Led team responsible for $10.6 million in existing annual contracted revenue for Ford Motor Company,

Nissan North America, and Volkswagen Group of America. Focused on revenue growth and business

development, analytical studies, customer satisfaction, and complex project management for the entire Polk

product line, including PolkInsight, the Oracle-based industry standard for vehicle registration statistics.

1. Achieved between 98% and 109% in contract revenue attainment for 2005-2009.

2. Led the “Cash for Clunkers” initiative within Polk that developed into almost $1M in new revenue.

3. Improved the customer satisfaction metrics 20% in 2008 vs. 2007.

4. Together with the VP, responsible for team design, budgeting (revenue projection, quota, and expense),

and headcount, resulting in more accurate forecasts and 10% better cost efficiency.

5. Assigned from a team of four to Ford in 2008 as the primary on-site consulting resource to promote and

advise clients on Polk data and applications. Developed and delivered the first-ever Polk Global

Capabilities presentation worldwide to Ford Motor.

AT&T, Southfield, MI 1988-2005

Worldwide leader in telecommunications services with annual revenue of $124 billion.

Application Solutions Manager 2004-2005

Led team responsible for sales of managed application services and network integration encompassing the

areas of: wireless services, VoIP integration, ANX, and data center design and managed hosting.

6. Launched the new Mobility (Wireless) service within the Michigan large business segment; actively

pursued new customers and partnered with product management to enhance the Mobility offer.

7. Project managed the design, proposal, pricing, and installation of customer solutions utilizing external

and internal partners.

Stuart F. Popp Page 2

AT&T (Continued)

Area Marketing Manager 2001-2004

Led team responsible for overall pricing and offer portfolio for the top 100 customers in Michigan,

encompassing sales, pricing strategy, revenue management, and custom contracting.

8. Collaborated with Product Management to create custom offers, pricing plans, promotions, and

contracts. Spearheaded customer negotiations on complex agreements and verified margin analysis.

9. Part of Leadership Team focused on revenue retention, sales targets, losses, and annual growth.

Instituted customer retention program that decreased lost revenue by 20% and increased customer

retention rate by 25%.

Area Sales Manager 1997-2001

Led team of nine Account Executives responsible for production and revenue growth quotas, as well as

developing relationships with key customers.

• Managed base of $32 million in annual billing resulting in quota attainment between 116% and 125%.

• Coached sales teams through sales strategies, price and offer mix, and customer negotiations based on

customer pains and needs, expectations, and competitive pressures.

Senior Account Executive 1994-1997

Managed a customer module of 25 accounts totaling $4 million in annual revenue. Consistently met or

exceeded sales targets ranging from 105% to 168%.

Senior Market Analyst 1993-1994

Responsible for Michigan execution of AT&T’s billing, tracking, and inventory system for customer services.

Coordinated rollout of the new flagship platform in Michigan. Initial sales exceeded 200% of quota.

Account Manager / Technical Consultant 1988-1993

Managed a customer module of 60 accounts totaling $3 million in annual revenue.

FORD MOTOR COMPANY, Dearborn, MI 1984-1986

OEM auto manufacturer with $128 billion in annual revenue.

Systems Analyst, Purchasing Staff 1986

Assisted the Purchasing Operations team with the commodity order system to be more user-friendly.

Systems Analyst / Programmer, Manufacturing Staff 1984-1985

Lead Analyst for the Tractor Order Processing system.

EDUCATION

MBA, Strategic Planning, University of Michigan, Ann Arbor, MI 1987

BS, Computer Science, University of Michigan, Ann Arbor, MI 1983

ADDITIONAL TRAINING

Dale Carnegie Graduate, 2008

Solution Selling

Relationship Selling

Negotiating to Win

Product Marketing

Project Management

MEMBERSHIPS / AFFILIATIONS

Marketing and Sales Executives of Detroit, Programs Committee co-chair and Member

Cadillac & LaSalle Club, Past-President and Member

Stuart F. Popp Page 2

Lincoln Continental Owners Club, Member

Automotive Management Professionals

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