Eric Riddle

Eric Riddle

Summary

Executive Summary: Eric Riddle

Eric Riddle is a seasoned international sales and operations executive with a documented record of sustained success in the Application Software and Technology arena who has represented several quality organizations ranging from pure startups through multi billion dollar, Fortune 500 companies.He is a creative strategic thinker with the ability to distill complex, high level concepts into consensus building executable action for clients and colleagues alike; he is an industrious team oriented leader who is a highly skilled and practiced motivator who is keenly focused, tenacious, always prepared to achieve, thus success is expected.

Why he is available:After nearly 20 years as a road warrior executive, Mr. Riddle was presented with an opportunity to pursue his passion for motor sports and after much due diligence and family discussion, he purchased a motorcycle dealership in 2005.With his sales, marketing, organizational and finance skills, he turned around a rather stagnant business to the point where a management team is in place and he is now ready to return to his core area of expertise.

Prior to his entrepreneurial venture, Mr. Riddle was Senior Vice President, worldwide sales for Avotus Corporation (CDNX:AVS), a publicly traded, leading Telecom Expense Management solution providers, reporting to CEO, Fred Lizza. Responsible for a budget of over $25 million dollars, Mr. Riddle had executive responsibility for the company's global direct and indirect sales activities, as well as channel relationships. His 71 direct reports included all regional and international sales executives for the Avotus worldwide sales network. He also worked closely with Avotus' marketing and services organizations as the company rolled out its Intelligent Communications Management(TM) (ICM) model, which was offered as a set of software products, as a managed service and as an Internet-based hosted solution.

Key accomplishments:

·Immediately reversed a 25% year-over-year revenue decline by generating the highest new booking levels reached in single quarters (Q3 & Q4, 2004) in company history.

·Recruited, Trained or Re-trained the sales force, effectively moving the company from a “product” orientation to a “solution” approach.

·Implemented an enterprise level Strategic Selling Process

·Implemented Salesforce.com which substantially improved forecast accuracy and sales productivity

Mr. Riddle left the company, in good standing, to spread his wings in small business ownership.

Previously, Mr. Riddle was Vice President World Wide Sales and Client Operations for Think Tools Inc (SWX:TTO). of Zurich, Switzerland and Stamford, Conn., a leading provider of Decision Cycle Management Software and Solutions.While operating between New York and Zurich, in this role, he was responsible for all revenue and service delivery activities for clients throughout the United States, Europe and Asia-Pacific. He also served on the company's product steering committee, as well as the mergers and acquisitions valuation and due diligence team.Under Eric’s tutelage,a sales pipeline of $20 million was developed in six months and he exceeded all targeted revenue objectives.

Think Tools was successfully sold to RedIT of Zurich, Switzerland.

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Previously, he was group sales director for FreeMarkets Inc. (NASDQ:FMKT) of Pittsburgh, PA,where he collaborated on restructuring the sales organization, sales compensation and sales policy guidelines.

Selected Achievements:

·Built a 16 person sales team effectively from scratch

·Grew annual revenues 26% 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.

Mr. Riddle was recruited from FreeMarkets shortly before its sale to Ariba and rejoined the executive management team from a previous employer (Metiom) who were challenged to take an exciting start-up (Think Tools) to the next level.

Mr. Riddle has also held senior executive sales positions at Metiom Inc. (formerly Intelisys Electronic Commerce LLC) of New York, a Forstmann-Little backed, startup / e-procurement software provider and Litton Enterprise Solutions of Woodland Hills, Calif. He started his sales career at ADP Dealer Services, ADP Inc. of Clifton, N.J. where he spent over 10 years in positions of increasing responsibility.In these roles, Eric earned the reputation as the top sales professional in the company and proved to be a highly effective sales manager.

Eric Riddle would be a productive addition to any senior leadership team where a strong enterprise-level sales experience blended with an unyielding will to win is required to meet/exceed the revenue number and insure the profit target.He exudes and thus instills self confidence in others and his professionalism, leadership skills and strategic approach to selling have been the hallmark of his success.His accomplishments are no accident; they are a direct result of organizational effectiveness, passion, persistence, enthusiasm, experience, and leadership.

Profile

D. Eric Riddle

13 Broadview Road • Brookfield, CT 06804 • deriddle@gmail.com • Home: 203-740-7553 • Mobile: 203-470-9377

Senior Sales and Operations Executive

Outstanding Sales and Operational achievement record with equal success in

building, training, motivating and mentoring top-performing teams.

• Reversed a 25% year-over-year revenue decline for a company by generating the highest new booking levels reached in single quarters (Q3 & Q4, 2004) in company history.

• Grew annual revenues 126% from $16 million to $20.3 million for a Northeast region and established it as a one of the company’s highest revenue-generators.

• Built worldwide sales pipeline from zero to $20 million within six months; surpassed company revenue objective.

• 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.

Skilled in building start-up sales organizations, opening and developing new territories, targeting and securing major accounts, out-selling the competition and protecting key account relationships in intensely competitive markets. Equally successful at refining existing sales models, and at bringing organizational disciplines and creating new sales and operational process management that have improved companies’ sales and revenue generation areas. Proven ability to work with cross-functional executive team members and achieve cooperation among everyone toward a common objective. Disciplined, flexible and creative.

•New Business Development • Recruiting, Hiring & Training

• P&L and Field Operations Management • Team Building, Motivation & Leadership

• Process Design & Implementation • Sales Productivity & Performance Improvement

  • Building Direct and Indirect Sales Channels • Significant International Experience

• Global, National & Regional Account Management • Due Diligence & Acquisition Initiatives

Professional Experience

JENCARAN PERFORMANCE, INC. dba. POPOLI POWERSPORTS; Westfield, MA 2005 to Pres.

Owner/President/General Manager

Popoli Powersports is a multi-line franchised store engaged in the sales and service of new and used Honda, Yamaha, Moto Guzzi and Aprilia motorcycles.

  • Purchased Business and Commercial Real Estate
  • Annual Revenues of $5M+
  • Purchased through private equity and debt financing
  • Raised over $1.75M dollars in SBA secured acquisition debt financing
  • Created comprehensive winning business plans to support financing initiatives
  • Created comprehensive and achievable pro forma financial plans to support debt and equity investments
  • Doubled Customer Service labor sales from a multi year history of $250K to over $500K in 18 Months
  • Increased Customer Satisfaction Index from 84% to 96% in first year
  • Increased Parts, Garments and Accessories sales from $800K to $950K in a market declining 15% annually
  • Increased overall Operational Income margin from 24% to industry leading 29%
  • Implemented effective operational and reporting controls resulting in industry leading performance metrics
  • Recognized by American Honda as “Top 50” Dealer in 2008.
  • Recruited and Developed a self sufficient management team

Avotus Corporation; Toronto, Canada 2003 to 2005

Senior Vice President, Worldwide Sales & Field Operations

Challenged to strategically develop and orchestrate a critical turnaround, revitalization and sales expansion for a $30 million global software and consulting services firm providing telecommunication Spend Management solutions. Managed a 71-person sales and delivery field organization. Held full P&L responsibility for a $22 million dollar budget.

• Generated the highest new booking levels reached in single quarters(Q3’04 & Q4’04) in the history of the company. Successfully halted the previous 25% year-over-year revenue decline.

• 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, and sales growth/productivity. Professionalized the organization.

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

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Think Tools, Inc. (SWX: TTO); Zurich, Switzerland 2002 to 2003

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.

ARIBA, INC (formerly FreeMarkets, Inc.); Pittsburgh, PA (Nasdaq: ARBA) 2001 to 2002

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.

Metiom, Inc.(formerly Intelisys Electronic Commerce, L.L.C.) New York, NY 1999 to 2001

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.
ADP Dealer Services; Clifton, NJ 1989 to 1999

Director of Sales, National Accounts (1998 to 1999)

Advanced through progressively more responsible sales positions with a $1 billion division of ADP Inc., a company that provides enterprise-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.

D. Eric Riddle Page Three

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; attained 122%, 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.

Previous Experience (1984 to 1989): Served as a Sales Executive with Pitney Bowes, Inc. ($4 billion dollar Fortune 200 corporation providing copying, mailing and facsimile solutions and services to businesses

Education

University of Connecticut, Stamford CT 1980 to 1984

Major, Business Management

Other Training and Certification

Miller-Heiman – Strategic Selling

Acclivus Negotiation Skills Training

Siebel and Salesforce.com CRM Certified

Siebel Target Account Selling Certification

Siebel Target Account Selling Managers Certification

Sandler Sales Institute Trained