Eric Riddle

Eric Riddle

Summary

Senior Sales, Business Development & Operations ExecutiveSuccessful at establishing the vision and strategies required to turnaround, jump start, re-energize, re-focus and grow small to mid sized software and technology companies.Expert at developing and implementing strategic sales process and standardized, prescriptive selling disciplines in intensely competitive markets.Excel at partnering with all core business operations and executive team members to achieve cooperation among everyone toward a common objective.

·As President and General Manager of a small business, significantly improved nearly all sales and operational areas of the business leading significant bottom line improvement year over year

·As SVP Worldwide Sales, reversed a 25% year-over-year revenue decline by generating the highest new booking levels in company history for a $35 million dollar, Toronto based, publicly traded software and services company.

·As RVP Sales, grew annual revenue from $16 million to $20.3 million for the Northeast region and established it as a one of the company’s highest revenue-generators at a $100M publicly traded software/technology firm.

·As VP Worldwide Sales, built worldwide sales pipeline from zero to $20 million within six months; surpassed all company revenue objectives in the turnaround process for this small, Zurich based, publicly traded software company.

·In various sales and sales management capacities, attained multimillion dollar quotas by an average of 107% to 143% and named Salesperson of the Year; Perennial President’s Club winner and recipient of numerous monthly sales awards.

Work History

Work History
2005 - 2009

President

Popoli Powersports

POPOLI POWERSPORTS; Westfield, MA

President/General Manager/Owner

Popoli Powersports is a multi-line franchised motorcycle dealership engaged in the sales and service of new and used Honda, Yamaha, Moto Guzzi and Aprilia motorcycles. This business was originally purchased as the first store toward the future development of a regional network of dealerships serving southern New England.It was underperforming the market badly in several sales and operational areas, but had all the right potential for growth.

·Purchased Business and Commercial Real Estate through private equity and SBA debt financing

·Grew annual Revenues from $4.5M to $6M+ over a three year period in a declining market

·Grew Customer Service labor sales more than 200% from a multi year history within 18 Months

·Increased Customer Satisfaction Index from 84% to 96% in first year

·Grew Parts, Garments and Accessories sales by 20% in a market declining 15% annually

·Increased overall Operational Income from 24% to industry leading 29%

·Improved Net Income more than 10% year over year in first three full years of operation

·Recognized by American Honda as “Top 50” Dealer in the nation in 2008

·Analyzed and improved advertising effectiveness by re-casting a reduced advertising budget towards youth sponsorship leading to sales growth and active community involvement.

Unfortunately, despite significant sales and operational improvements, the projections for continued industry decline compounded by poor macro economic conditions and limitations in retail credit no longer supported forward capitalization requirements, the business has been closed.

2003 - 2005

SVP Worldwide Sales & Business Development

Avotus, Inc.

Avotus Corporation; (TSX: AVS) Toronto,Canada 

Senior Vice President, Worldwide Sales & Field Operations

Challenged to strategically develop and orchestrate a critical turnaround, revitalization and sales expansion for a 20 year old $35 million global software and consulting services firm providing telecommunication Spend Management solutions (Similar to Ariba, Inc.).Managed a 71-person sales, business development and service delivery organization.Held full P&L responsibility for a $22 million dollar budget.

•Successfully halted the previous 25% year-over-year revenue decline. Generated the highest new booking levels in company history.

·Successfully transitioned the company from a “product” focus to a “solutions” focus.

•Structured new compensation plans, instituted a new organizational structure, implemented Salesforce.com, established new sales line management and worked to enhance the skill set of the 24-person North American sales force.Instilled a sense of optimism and improved morale resulting in significant sales growth/productivity.Professionalized the organization.

•Supported the due diligence process leading to two successful acquisitions providing critical product line expansion.

2002 - 2003

VP Worldwide Sales

Think Tools AG

Think Tools, Inc. (SWX: TTO); Zurich, Switzerland 

Vice President, Worldwide Sales & Operations (2002 to 2003)

Served as a member of a new executive management team with a global publicly-traded company providing business intelligence software and solutions to diverse markets; clients include PriceWaterhouseCoopers, BASF, Alcoa, JP Morgan Chase, Renault-Nissan, Bayer and BMW.Charged with converting the company’s professional services model to a software solutions model; responsibilities also involved designing business processes, developing a market strategy, recruiting and leading a professional software sales team, and overseeing all direct and indirect sales channels worldwide.

•Grewworldwide sales pipeline from zero to $20 million in six months; exceeded $4 million revenue objective.

•Hired and managed a top-performing, 20-person sales team located in the U.S., Munich, London and Zurich.Provided training and contributed interactive, motivational leadership.

•Instituted sales, contract and software implementation business processes that strengthened sales growth and productivity, and expanded the scope, level and caliber of client service; also architected a new business model that was deployed in July, 2003.

•Served as an Executive on the Think Tools Product Steering Committee, and chosen as a member of a three-person M&A valuation and due diligence team. Executed successful exit strategy selling the company assets and public listing to RedIT, Zurich, Switzerland.

2001 - 2002

Group Sales Director

Ariba, Inc. (Formerly Freemarkets, Inc.)

ARIBA, INC.(formerly Freemarkets, Inc) Pittsburgh, PA (Now ARIBA, Nasdaq: ARBA)

Sales Group Director

Challenged to build a regional sales team and drive business in the Northeast area for a company providing eSourcing and Spend Management software and services to Global 2000 companies.Built a 16 person sales team effectively from scratch.

•Grew annual revenues 126% from $16 million to $20.3 million and established the Northeast as one of the company’s largest and highest revenue-generating regions. Managed and Secured business with numerous clients including Pepsi, Pfizer, Terex, Raytheon, Hubbell, UTC, Bombardier, Perkin-Elmer and Welch’s Foods.

•Increased sales productivity by 30% and achieved a major cost savings through co-developing and implementing an organizational restructuring plan; also helped develop sales compensation and policy guidelines for the new organization.

•Improved forecast accuracy, opportunity qualification and deal management through team lead participation on the design and implementation of an optimized sales process.

1999 - 2001

VP Sales

Metiom, Inc. (formerly Intelisys, LLC)
Metiom, Inc. (formerly Intelisys Electronic Commerce, L.L.C.) New York, NY Vice President of Sales (2001-2002)

Vice President of Sales, Eastern Region (1999 to 2001)

Advanced to a higher level position with a Forstmann Little portfolio company, a leading provider of enterprise e-procurement, sourcing, supply chain management and B2B e-marketplace infrastructure software solutions to the Global 2000’s.Recruited, hired and trained a 16-person sales team and managed all direct and indirect sales initiatives focusing on the Eastern U.S.; subsequently promoted to Vice President of Sales with responsibility for driving all sales execution activities for the company.Provided leadership and managerial oversight to a 75-person team of Sales Executives and Pre-Sales Consultants who were responsible for an $80 million quota.

•Grew the Northeast region by 2875% from $400,000 to $11.5 million in software license sales; region was ranked as the top sales region in the company.

•Structured strategic software license agreements and consistently demonstrated outstanding presentation, negotiation and closing skills with clients, including JP Morgan, Lexis Nexis, Hasbro and AICPA.

Instituted Siebel and Target Account Selling and designed/implemented a highly successful strategic account sales process.

1989 - 1999

Director of Sales

ADP, Inc.
ADP, Inc; Clifton, NJ

Director of Sales, National Accounts (1998 to 1999)

Advanced through progressively more responsible sales positions with a $1 billion Dealer Services division of ADP Inc., a company that providesenterprise-wide, turnkey IT and consulting solutions to primarily retail automotive and motor sports dealers.Promoted to plan and execute national sales strategies, define and capture key accounts, establish a competitive market position and facilitate product/service delivery.Managed a 10-person sales team; responsible for the division’s largest quota of $24 million.

•Achieved 305% YTD growth over previous year and attained 130% of annual quota.

•Team Ranked as #2 in North America for total dollar volume sales; team was #1 in performance for percentage of quota in the Northeast region.

Director of Sales, Central Region (1996 to 1998) / Major Account Executive (1993 to 1996)

Key Account Executive (1992 to 1993)

Promoted through account executive positions and relocated to Pittsburgh to open and direct a new sales region.Hired and developed from scratch, a top performing, six-person sales team responsible for a $12 million quota.

•Identified opportunities throughout the Northeast region, targeted, penetrated and grew business with accounts, and successfully finished at 119% of quota.

•Developed and managed a list of prestigious national accounts as Major Account Executive. Provided high-level presentation of products and captured strategic wins including AVIS Rent a Car, one of the largest contracts in the history of the division and the first sale into a new market.Achieved President’s Club for three consecutive years; attained122%, 118% and 143% of quota .

•Achieved 126% of quota and qualified for President’s Club in 1993 while serving as Key Account Executive.Captured market share and successfully outpaced the competition.

Territory Manager (1991 to 1992)

Account Manager (1989 to 1991)

Sold and delivered upgrade systems and add-on business optimization services to ADP customers and advanced to a higher level position to drive business with both existing and new ADP accounts.

•Achieved 107% of quota in 1991 and finished 116% of quota in 1992. Qualified for President’s Club for two consecutive years.

•Generated record-breaking sales in the Northeast Region for the highest number of systems sales in 1991; named as the Account Manager of the Year.Recognized as “National Salesperson of the Month” four times.