Kris Britton
Flower Mound,TX
Summary
Accomplished Regional Vice President with demonstrated track record of success in managing sales and customer success teams for I.T. businesses ranging from hardware to SaaS. Bringing exceptional history of achievement and drive to continuously improve procedures and processes across the board.
Overview
27
27
years of professional experience
Work History
Regional Vice President
TrueCar
03.2023 - 09.2023
- Leading an organization through incredible change as we looked to rebuild our brand within the industry and move toward a profitable business
- Managed account executives, business development and customer success with 42 employees covering the East Region.
- Over $300k in monthly net billable revenue (sales – cancellations) over the past 7 months compared to negative revenue for the past 24 months.
- Implemented successful improvements to sales processes, forecasting and quote to cash.
Sr. Director, Sales & Performance Management
Cox Automotive
03.2019 - 03.2023
- Leading both sales and performance management across Registration & Titling, Accelerated Title and F&I
- After losing market share, transformed sales & performance management to strengthen our client relationships and gain back share. Outcome – 5 pts of share gain within the first 18 months
- 20 straight months of exceeding quota goals
- Grew subscription sales from $60k per month to $170k per month selling a $300 product
- Fostered work culture of collaboration and inclusion to increase morale and reduce turnover.
- Responsible for strategic and operational sales deployment
- Partner with sales strategy; sales leadership; sales finance on financial planning on next generation programs
Director of Sales
Cox Automotive
05.2017 - 03.2019
- Building from the ground floor a team of inside sales reps focused on selling both VinSolutions Upsell and Dealertrack F&I
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Forecasted sales and established processes to achieve sales objectives and related metrics.
- Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity.
Director of Sales
Cox Automotive
09.2015 - 05.2017
- Managed team of 43 sales representatives, providing guidance, coaching and support.
- Responsible for ongoing hiring, training and developing sales talent as we continually work in upgrading current sales staff
- Managing monthly sales forecast; Key Performance Indicators by manager and sales individual
- Close engagement with marketing to drive lead generation activities that benefit other sales teams within DealerTrack
- Dealer engagement to win deals and handle all pricing escalations
LaserJet Business Development Lead
Hewlett Packard, HP
02.2014 - 09.2015
- Responsible for the LaserJet business development efforts within Enterprise customer segment
- P&L management for sales programs and pricing to drive growth and profitability within the segment
- Close engagement with our worldwide product marketing teams for current and future products
- Customer and partner engagement to help win deals and escalations
Director of Sales
Hewlett Packard, HP
08.2008 - 02.2014
- Direct employees, $1.1B in revenue across printing and personal systems
- Combined 2 sales teams from different customer and product segments into one team resulting in 136% Annual Quota Achievement
- Building a new inside sales team from 30 to 100+ and moving from Colorado Springs, CO to Rio Rancho, NM
- Driving Americas Sales Strategy for SMB to achieve revenue and market share gains in the U.S
- Sales Operations responsibility to implement CRM, Sales Compensation, Quota Deployment, Forecasting and Financial planning, business analytics
- Annualized growth over 3 years of over 10% while in a declining market outpacing competitors to a record 70% market share in single function mono printers in 2011
- High degree of change management both for the sales reps, customers and partners
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Established pricing strategies to maintain competitive pricing and maximize profits.
- Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity.
- Worked closely with product teams to understand customer needs and requirements.
Strategy & Planning Manager
Hewlett Packard, HP
02.2003 - 08.2008
- Strategy and go to market lead for Enterprise and Supplies business
- Led the Americas integration of the EDS Print business into HP across Managed Print Services; Solutions and Transactional Sales
- Responsible for financial planning, account selection, organizational design, compensation design and implementation activities
- Responsibilities included both short and long term planning activities ranging from sales coverage and product portfolio to marketing activities, legal and contract management, account planning and sales processes
- Third party I.T Vendor responsibility including both program and financial management
- Supplies lead with overall Region and WW Enterprise sales teams
- Collaborated with company leaders to support consistency and best practices.
- Assisted with internal financial planning, analysis and budgeting.
Inside Sales Manager
CompuCom Systems
01.1997 - 01.2003
- Responsibility for inside sales team of 20+ individuals for Hewlett Packard's internal Purchasing program and their Client Evaluation Program
- $150m in annualized revenue responsibility
- Management promotion responsibility within the first 12 months
- Set and exceeded inside sales goals by establishing ambitious targets and motivating sales representatives.
- Updated accounts and maintained long-term relationships with clients.
Education
Bachelor of Science - Business
Bellevue University
Omaha09.2014
Skills
- Sales Team Leadership
- Cross-Functional Leadership
- Market Share Growth
- Account Management
- Budget Development
- Inside and Outside Sales
- Business Planning
- Exceptional Negotiation Skills
- Consultative Selling Techniques
- Salesforce Software
Accomplishments
DealerTrack F&I Sales Leader of the Year 2017, 2019
Cox Automotive President’s Club Winner 2018, 2021
HP Achiever Award – 2004, 2007, 2008, 2011, 2012
Timeline
Regional Vice President
TrueCar
03.2023 - 09.2023
Sr. Director, Sales & Performance Management
Cox Automotive
03.2019 - 03.2023
Director of Sales
Cox Automotive
05.2017 - 03.2019
Director of Sales
Cox Automotive
09.2015 - 05.2017
LaserJet Business Development Lead
Hewlett Packard, HP
02.2014 - 09.2015
Director of Sales
Hewlett Packard, HP
08.2008 - 02.2014
Strategy & Planning Manager
Hewlett Packard, HP
02.2003 - 08.2008
Inside Sales Manager
CompuCom Systems
01.1997 - 01.2003
Bachelor of Science - Business
Bellevue University
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