JEFFREY W. IRR
Greencastle,PA
Summary
Dynamic sales and operations leader with a proven track record in driving revenue growth and operational excellence. Expertise in P&L forecasting and interdepartmental communication, successfully expanding facilities and integrating acquisitions to enhance profitability and customer success. Committed to fostering team synergy and implementing sustainable business strategies.
Overview
12
12
years of professional experience
Work History
Vice President of Sales & Operations
RDK Truck Sales/TruckMax
Tampa, USA
08.2024 - Current
- Responsible for revenue and operations of the Tampa location, $400k monthly.
- Facilitated the buyout of Florida Wrecker Sales to fill a vacant position and integrate them into Truckmax.
- Directed expansion strategy for Tampa facilities, identifying site for $6.5M stand-alone location.
- Collaborated with contractors and prepared proposals to secure property purchase.
- Managed renovation projects with a $750K budget, ensuring timely completion.
- Launched Salesforce CRM in the western region, overseeing inventory and sales order management.
- Integrated chassis with bodies, tracking invoices, and monitoring sales opportunities through Salesforce.
- Facilitated Florida Wrecker acquisition into TruckMax, developing competitive salary plans.
- Coordinated relocation of fifteen employees, ensuring smooth operational transition.
- Conducted polls and surveys to refine service lines and enhance company portfolio.
Director of Business Development
PRITCHARD COMPANIES
01.2024 - 06.2024
- Support internal and external sales teams, overseeing seven proprietary companies, expanding business solution product lines, and growing the customer base across global organizations.
- Consolidate proprietary brands, design a long-term sustainability plan, and establish a cohesive brand, and overall vision.
Chief Executive Officer, Worldwide Equipment Sales
WORLDWIDE DIV, A PRITCHARD COMPANIES SUBSIDIARY
Rockdale, IL
07.2019 - 12.2023
- As CEO, I led four direct reports and seventy-nine non-direct reports, growing from $144 million to $176 million in annual revenue.
- Directed profit and loss (P&L) on a monthly basis to meet bank requirements for quarterly EBITDA, truck sales, service, part sales, and cash flow departments.
- Consolidate from 6 locations to 4 locations to increase revenue and limit inventory exposure.
- Target the current customer portfolio expansion, perform extensive research into industry and technology shifts, and seek out potential for additional or novel service offerings.
- Work to establish best practices and standard operating procedures (SOPs) across all divisions on a national scale.
- Strategize the consolidation of proprietary lines of business to provide a wider range of services to existing clients, working to capture 80-90% of available business per client company.
- Forecasting quarterly reporting for banks, ownership, and manufacturers for delivering sustained growth and strong growth performance.
- Work with lenders to increase the floorplan from $13M to $30M, down to one line of credit with DLL, while working to expand on product offerings, market penetration, and revenue acquisition.
- Achieved ranking in most areas of sales, aftermarket, and "ease of doing business with" sectors by strengthening existing manufacturer relationships, implementing quarterly reviews, and establishing prompt forecasting times.
- Orchestrated a company-wide culture, perception, and goal-setting shift toward a "customer-first" approach, designing and implementing a 101 (One Team, Zero Excuses, and One Goal) set of best practices.
- Audited internal teams and departments for potential improvement, realigning dysfunctional operations and ineffective leadership to harmonize with existing budgets and business strategy.
- Took ownership of long-term business vision and overall strategic planning as the 'Towing and Transportation Industry Segment' leader.
- Managed $38M in new inventory for stock, with just over five turns annually.
- Shrank Used Trucks' inventory segment from $4M to $1.1M with new standard operating procedures (SOP), including new upper limits policies at $1.5M.
- Established Parts and Sales teams' best practices, designing monthly financial reporting, and goal-setting requirements for all members to improve growth goal attainment.
- Transformed internal collaboration and communication baselines by reinstituting weekly department-wide meetings from Sales to Administration teams.
- Negotiated and executed new facility leases, overseeing major organization-wide renovations in 2020.
- Created and executed a COVID-19 action plan for five facilities with a minimal amount of lost time, introduced and standardized travel, personnel, and overall cost reductions for inventory and facilities management within the post-COVID world.
Senior Director, Sales & Marketing
JERR-DAN CORPORATION, AN OSHKOSH SUBSIDIARY
04.2015 - 06.2019
- Headed division of forty-four direct reports, as well as P&L and Product Development, expanding from $89M to $240M in revenue and planning long-term strategy.
- Liaison for Sales, Marketing, Dealer Development, Manufacturing, and Purchasing.
- Enabled Jerr-Dan to provide cradle-to-grave customer service with new lending front, allowing for ownership and purchase of rates and customer retention, as well as incorporating an additional revenue stream.
- Instituted new Dealer forecast policy with six-month purchase to order windows to improve relatability, foster cohesion, and bring together disparate departments following acquisition.
- Won $40k tax reduction for end users by contesting Federal Excise Tax (FET), consulting with corporate Lawyers to win International Revenue Service (IRS) ruling for reduction on rotators and 25-ton wrecker bodies.
- Shrank on-hand chassis inventory from $27M to $7.5M, adding two points to operating income (OI) in negotiations with Dealer-Managed Chassis Program.
- Established Salesforce as proprietary customer relationship management (CRM) and sales reporting tool, utilized today for Inside and Outside Sales, Service, Parts, and Dealer Development.
- Created comprehensive internal reporting covering margins, OI, return on invested capital (ROIC), inventory, and financial reporting for executive leadership to bolster data-driven decision-making.
Director of Sales
JERR-DAN CORPORATION, AN OSHKOSH SUBSIDIARY
03.2014 - 03.2015
Remanufactured Marketing Sales Manager
VOLVO GROUP
District Parts Manager
VOLVO GROUP
Aftermarket Sales Manager
NEW ENGLAND DETROIT DIESEL, ALLISON, INC.
National Sales & Marketing Manager
VELVET DRIVE TRANSMISSIONS
Education
Bachelor of Arts - Management
Eastern Nazarene College
Quincy, MA05-2003
Master of Science - Management
EASTERN NAZARENE COLLEGE
Quincy, MAHydraulic Technician -
ALEXANDRIA TECHNICAL COLLEGE
ALEXANDRIA, MNSkills
- P&L Forecasting
- Managing Employee Development
- Cost control
- Expense management
- EBITDA Forecasting
- Cohesive Branding
- Financial Reporting
- Analytics
- Profitability analysis
- Forecasting
- Interdepartmental Communication
- Sales
- Customer Success
- Sustainability
- Long-Term Planning
- Cash flow management
- Team Maturation
- Synergy
Websites
Personal Information
Title: BUSINESS EXECUTIVE
Certifications And Credentials
- Sales Force
- IMPAX Sales Training
- Master Sales Training, Volvo Trucks
- Sales Training, Mack Trucks
- Sales Training, Mack Drive Train
- Microsoft Project Manager
- Business Decisions & Financial Operations, Volvo Group
- Regens Seminar
- Essentials of Business Management
Timeline
Vice President of Sales & Operations
RDK Truck Sales/TruckMax
08.2024 - Current
Director of Business Development
PRITCHARD COMPANIES
01.2024 - 06.2024
Chief Executive Officer, Worldwide Equipment Sales
WORLDWIDE DIV, A PRITCHARD COMPANIES SUBSIDIARY
07.2019 - 12.2023
Senior Director, Sales & Marketing
JERR-DAN CORPORATION, AN OSHKOSH SUBSIDIARY
04.2015 - 06.2019
Director of Sales
JERR-DAN CORPORATION, AN OSHKOSH SUBSIDIARY
03.2014 - 03.2015
Remanufactured Marketing Sales Manager
VOLVO GROUP
District Parts Manager
VOLVO GROUP
Aftermarket Sales Manager
NEW ENGLAND DETROIT DIESEL, ALLISON, INC.
National Sales & Marketing Manager
VELVET DRIVE TRANSMISSIONS
Bachelor of Arts - Management
Eastern Nazarene College
Master of Science - Management
EASTERN NAZARENE COLLEGE
Hydraulic Technician -
ALEXANDRIA TECHNICAL COLLEGE