MICHAEL STAFFORD

** ******* ***** ******: 650-***-****

San Carlos, CA 94070 ad0yii@r.postjobfree.com

TIER I CLIENTS US-CANADA-MEXICO B2B MARKETING

ACCOUNT SALES MANAGEMENT GROWTH

Entrepreneurial sales leader. EV Industry reputation for delivering, sustaining revenue and profit gains within highly competitive North American Markets. Exceptional communicator with a consultative approach. Strong negotiation skills, problem solving abilities and a keen client needs assessment aptitude. Aggressively identify opportunities to develop focus and provide tactical business solutions.

Expert in Global Corporate Fleet & Auto market; electrification of transport & sustainable energy.

Robust background in B2B sales, automotive lifecycle, marketing & management of national, global corporate clients & fleet industry partners. Project Management expertise, Service Operations, Business Development with the ability to engage decision makers and devise winning sales strategies and solutions.

VALUE PROPOSITION

•Contract Negotiation

•New Business Development

•Vendor Relationships

•Business Value Proposition

•Infrastructure Support

•Strategic Alliances

•Profit Maximization

•Executive Level Engagement

•Operational, Service Delivery & Project Management

•Systems Integration

•Consultative Selling

•Tender Proposal

Professional Accomplishments

Consistently promoted throughout business development and sales career in the automotive and fleet management industry

Achieved $50 Million in annual sales during career tenure, growing the business at an average of 10-15% Year over Year (YOY)

Collaborated internally with risk management, operations, credit, marketing, finance & legal to meet compliance protocol to establish client base

Organized seminars and webinars to train and educate clients and prospects while highlighting our companies’ core competencies

Highly skilled in customer needs-based analysis to find the right business solutions which serve clients in the long term, building a recurring business model focused on earning their loyalty.

Oversee and responded to procurement driven RFP’s with financial analysis and presentations

Provide leadership to Management to cross-collaborate with Marketing, Sales, Operations through deliver, optimal results based on client requirements. Responsible for hiring employees, redefining operational procedures, launching new products and creating innovative plans to support new sales initiatives.

Extensive knowledge of EV, Battery technology, fleet & fleet management industry, ordering, remarketing, TCO modeling, comparison, distribution and delivery processes

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Employment Narrative

BYD TRUCKS, LLC. – Pasadena, CA

Director, Business Development 2/2021 - Present

Sales and conversion of clients to all Electric Class 6 & 8 trucks with National US accounts, Dealership Relationships and US Fleet Management organizations. Consulting & creating solutions to drive zero emission products into National Fleet accounts:

Amazon PepsiCo/Frito-Lay Anheuser-Busch Waste Management

Generated over $30M in sales last year, scheduled to deliver over $55M next year. Many strategic connections; solid relationships with top level personnel. Played critical role in developing accounts to achieve sales growth for EV truck demand with numerous Fortune 500 organizations including the companies above.

LORDSTOWN MOTORS CORP. – Lordstown, OH 9/2020 – 2/2022

Sr. Director – Business Development

Direct report to President & LMC Executive team. Managed sales team, established policies, procedures, contracts, sales systems & training for Lordstown Motors and BD team for GTM strategy. B2B relations with vendors, Fleet Management organizations & prospective clients while collaborating with LMC legal & internal team.

YOURMECHANIC INC. – Mountain View, CA 6/2018 – 4/2019

Sr. Director Business Development & Fleet Sales – US

B2B Business Development for the North American Market. Developed plans to achieve corporate and fleet sales goals. Created GTM strategy, while accountable for KPIs to ensure profitable growth and customer delight. Managed & implemented programs with a variety of resources to improve client experience.

TESLA, INC. – Palo Alto, CA 8/2016 – 5/2018

North American Enterprise Sales Manager – US, Canada & Mexico

Responsible for North American market, B2B sales, developed strong relationships with key stakeholders such as fleet management, rental, Fortune 100 companies, Federal Government and States.

Built financial tool, TCO model for fleet, corporate buyers

Developed Sales protocol for Corporate opportunities at the store level

Established Transportation Eco System business model with third parties

Business Process integration to deliver vehicle API for corporate usage

Direct and oversee Marketing Demand Generation programs to identify corporate customers

Vehicle firmware modification menu for specific vehicle markets

Trained call center for corporate client outreach

Managed overall business plan in collaboration with many departments

Created GTM programs for US/Canada/Mexico aligned with Tesla’s global team initiatives

Hired and trained N.A. Enterprise team for the US market

AUDI OF AMERICA, INC. - Herndon, VA 1/2008 – 8/2016

Senior Commercial Accounts Manager – USA.

Help launched Corporate Sales program, established a new strategy and revenue stream for Audi nationwide. Created and executed a business plan to expand sales to Corporate Accounts in the US, signing numerous business clients from Fortune 500’ companies in the 1st & 2nd years.

Initiated and developed new partner relationships, providing strategic alliance and business opportunities.

Managed the proposal development processes, coordinating account evaluations and forecasts with service teams.

Acted as lead presenter, drove proposal & presentation at with FMC, Clients, Industry Events

Negotiated contract terms, built contracts and managed the “red-line” process

Initial sales of $3M, current annual sales of $50M in 2015

• Create strategies & solutions for capturing commercial fleet business

• Responsible for growth and management of commercial client base

• Work with Audi’s Global Sales team on behalf of the US market

• Represent & promote Audi product line at events such as the National Automotive Fleet Administrator (NAFA) and Automotive Fleet Leasing Association (AFLA)

• Served on AFLA’s Manufacturers Advisory Board

Key Strategic Accounts included: Intel, Apple, Genentech, Varian Medical, General Mills, BJ’s Restaurants, Inc. Emerson, Robert Bosch, Amgen & Takeda Pharmaceuticals

WHEELS INC. - Des Plaines, IL 9/2000 – 9/2007

Regional Corporate Sales Manager – Western U.S.

Received Outstanding Sales Achievement award – for 5 years

Developed new corporate account base through direct sales with clients in the Western U.S. Maintained and grew accounts which included business planning, strategic reviews, pricing and negotiation. Customized and structured programs for targeted accounts to achieve goals.

Established new accounts with numerous companies such as Eddie Bauer, Kelly-Moore Paints, Coit Services, Sasco Construction, Barrick Gold Mining, Santarus Pharmaceuticals and Darigold.

• Grew direct sales account base, generating more than $40 million in sales.

• Consistently exceeded sales goals year over year.

• Worked cross functionally across internal departments such as vehicle remarketing, account transition and marketing with new and existing accounts.

U.S. FLEET LEASING - San Mateo, CA

District Sales Vice President – California 4/1995 - 9/2000

• Top Achiever Sales Award winner 4 out of 5 years

• Key to Success Award winner - Twice

Phenomenal growth of accounts while maintaining service levels and relationships with existing client base. Developed and implemented U.S. Fleet Leasing programs with cross-functional teams to meet customized client needs. Formed bids and contracts; negotiated agreements with prospects and clients. Client advisor increased incremental revenue for US Fleet Leasing through ancillary services, while addressing client goals to reduce fleet expenses.

Key Stakeholder on Employee Advisory Council: Worked directly with the President of US Fleet Leasing on corporate culture, directive, structure & goals.

• Increased annual sales volume from $4.5 million to $14 million in 5 years.

• Added 325% additional service growth.

• Worked directly with H.Q. & the Account Managers team to provide annual account reviews for client Senior Management.

Education, Training & Professional Development

De Anza College – Automotive & Industrial Technologies Degree, General Motors - Automotive Service Excellence Certification

Software/CRM - Hubspot, Salesforce & all Microsoft programs

Business Development and Sales Management Certifications: Paradigm Group (Selling from the Customers Viewpoint), Jack Ryan Associates, Tom Hopkins, The Baron’s Group, SPIN Selling, Art Sobczak – Business by Phone, Performance Solutions, and Phillips Associates

Contact this candidate