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Sales Executive

Raleigh, North Carolina, United States
May 13, 2019

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Dave Purgason

Greensboro, NC 919-***-****

Sales Executive

Enhancing Sales Operations Through Innovative Changes That Drive High-Quality Performance

Qualified, knowledgeable sales leader with 20+ years of proven experience transforming today’s dynamic sales operations. Career interests include the development of market-leading sales initiatives that increase annual revenue while boosting brand visibility. Offers a strong level of determination coupled with a tireless work ethic while imparting the same in others. Consistently achieves desired performance outcomes and metrics by spearheading sales projects that support increased lead generation, pipeline fulfillment and overall market penetration in Tier 1, 2 and 3 automotive. Leads successful sales initiatives – from developing entire strategies, to recognizing and remedying gaps in processes, to developing the talents of sales teams to ensure top producers—all of which result in bottom-line growth and measurable success for the organization. Displays a natural curiosity and commits to solving some of today’s most complex business problems both quickly and creatively. Career goal is to leverage such valuable skills and insights to support a fast-growing, mission-driven organization in a sales leadership position.

Core Competencies:

Sales Operations Team Leadership & Development Entrepreneurial Foresight Process Improvements

Sales Training Project Management & Innovation Change Management Strategic Planning

Territory Management Inside/Outside Sales Client Success Cost Reduction

Key Contributions

Offers strong leadership with the ability to work in fast-paced environments with competing priorities; coaches and mentors staff to build strong, self-sufficient and performance-driven sales professionals.

Career track includes multiple roles of increased responsibility with experience generating new revenue for each organization; for instance, successfully increased first year revenue from $600K in 2009 to $1.9M by year six with a solid customer count increase of 700%.

Leads continuous process improvements that streamline the sales process resulting in increased revenue; for example, effectively reduced expenses by $750K in one year alone while also improving the payroll-to-revenue ratio from 28% to 19%, rapidly growing revenue with insightful solutions.

Professional Experience

TRUECAR, Austin, TX 2016 to 2019

Director of Sales Operations (2018-2019)

Promoted to develop and execute the company’s sales and service strategy in order to achieve top sales results. Supervised a team comprised of 33 sales professionals generating $38M per year.

Leveraged in-depth automotive retail sales knowledge coupled with data insights provided by automotive software solutions to make important decisions regarding sales processes and account acquisition strategies.

Acquired 3,650 active dealer accounts, representing a 23% increase in year-over-year growth.

Achieved three quarters of gross dealer additions—a record-breaking feat for the business unit.

Introduced changes to the digital roadmap which included updates to the company’s website, resulting in increased used car vehicle lead growth by 33% year-over-year.

Developed the skills and knowledge of the team; successfully increased employee satisfaction from 71% to 89% which subsequently decreased employee turnover and recruitment costs.

Spearheaded the acquisition and joint-venture of Dealersync to enhance the company’s market reach and marketing capabilities.

Regional Director (2016-2018)

Assembled a high-producing, regional sales team comprised of nine business development managers and ensured top sales performance with demonstrated results within a territory comprised of 11 states. Produced record-breaking revenue achievements for a span of 18 consecutive months.

Hired and trained a team of 10 client success managers to support U.S. product sales and services related to the TRUECar Trade product launch program.

Dave Purgason Page 2


Professional Experience (cont.)

Piloted this program and grew it from only one dealer to 100+ within the first nine months of operation.

Sound sales leadership resulted in the record-breaking achievement of 1,500+ new automotive dealer client accounts during tenure in role.

AUTOWEEKLY, Florida/North Carolina 2009 to 2016


Established a successful start-up company that specialized print and online auto sales services, reaching 2 million readers per month. Hired and trained a team of 15 sales, circulation, and administrative professionals.

Created a free distribution magazine and accompanying website to achieve million-dollar growth in advertising revenue.

Reached positive cash flow after only three months of operation with an annual EBITA of $128K by 2016.

Developed a strong digital syndication partnership which resulted in an 18-month digital expansion into five Southeastern DMA’s.

Served as an industry disruptor who successfully implemented text-to-chat mobile technology to improve the customer experience when searching for vehicles to meet their diverse driving needs.

COX AUTO TRADER, Raleigh, NC 2006 to 2009

Regional Director – Mid-Atlantic

Onboarded to oversee large-scale merger efforts, reorganization, and consolidation of 15 Cox Auto Trader and Auto Mart sales operations units which created a start-up region of 12 consolidated operations with 150 employees comprises of North Carolina, South Carolina, Tennessee and Northeast Florida.

Region consistently ranked as a top performer (#2 out of 11) in revenue and annual EBITA.

Placed a core focus on streamlining processes to improve efficiencies post-merger; for instance, reduced advertising costs by $100k per year while also enhancing overall product quality.

Leveraged tactical negotiation skills throughout all levels of the organization to achieve buy-in on important changes without compromising staff morale during pivotal business transformations.

COX AUTO MART, Raleigh, NC 2005 to 2008

Regional Director – Mid Atlantic

Provided direct leadership to a team of three District Managers and 200+ indirect reports (sales and administrative professionals) across 14 Auto Mart locations. Achieved $21M in annual sales revenue and the highest total annual income within the division at $4.9M.

Led a region that achieved the largest consumer penetration results for print customers and the highest sales for bundled print and internet services.

Launched three successful Auto Mercado Spanish language print and online properties in the Mid-Atlantic region resulting in $1.5M in annual revenue within the first 12 months of introduction, surpassing forecasts by 60%.

Brought in $500K in incremental new revenue, including new print revenue, by developing and improving the New Car strategy on the site.


Regional Manager, Trader Publishing Company, Raleigh, NC, 2001-2005

General Manager, Carolina’s Trader Publishing Company – Cox Enterprises, Raleigh, NC, 1997-2001

Education, Certification & Training

Certifications: Google AdWords Salesforce Administration Jack Welch Management Institute Cox Enterprises-Public Speaking-CPC QuickBooks Certified User Tableau Data

Technical Skills: SasS, Microsoft Office

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