Lezlea List
Dana Point,CA
Summary
Over 15 years’ experience leading Sales, Account Management and Service teams with up to $400M revenue and responsible for 75+ people. A go-to executive for intellectual leadership, problem-solving and quantitative reasoning with a winning history of influencing and achieving growth objectives. Proven expertise in relationship management with internal cross-functional partners as well as clients. Unique ability to guide a dedicated team culture as the foundation to accomplish the mission of winning as a collaborative team.
Overview
20
20
years of professional experience
Work History
President
Private Jet Services, an elevate aviation group company
01.2023 - Current
- Lead team consisting of both Sales and account management functions segregated by different sales verticals
- Developed strong partnership with cross-functional partners including finance, marketing, Human Resources and other divisional leaders by establishing regular alignment meetings, participating in strategy sessions and creating vital goals to advance the company forward
- Established KPI’s and tracking mechanisms for Sales and Account Management to drive a high-performance culture, accountability, active coaching and weekly visibility into team effectiveness
- Responsible for creating and executing the divisions’ profit & loss budget to include adjustment of organization structure, implemented expense controls, visibility into reliable data for decision making and creation of detailed revenue growth plan
- Continuously evaluating and improving sales strategies, sales tools and technologies to drive efficiency and new revenue growth, resulting in 24 new private aviation consumers using the platform YTD
- Partnering with Human Resources to implement a consistent Performance Development plan for employees to ensure career goals are top of mind and the career path is visible
- Active contributor in evaluating and executing M&A opportunities.
Chief Service Officer
XO Global, a vista global holding company
01.2005 - 01.2023
- Lead team comprised of both client service and account management functions delineated by different sales channels
- The account management function owns revenue retention and growth of each clients’ wallet
- Advanced to Chief Service Officer to lead and consolidate Account Management and Client Service functions
- Developed strong partnership with sales by establishing regular alignment meetings, participating in sales calls, and involved with the sales strategy and customer onboarding continuity
- Reorganized the 75+ person department after evaluating roadblocks by resetting job scopes, added a dedicated training function, and brought in a Director of Service Operations to support and maximize the sales and service strategy for the organization
- Developed and implemented a concession policy with tracking mechanisms to address client service disruptions in an initiative-taking manner resulting in a 15% reduction in expenses
- Empowered and trained leaders to manage client escalations
- Stood up daily meetings with intense focus on client delays and understanding root causes leading to an increase in on-time departures from 91% to 97%
- Partnered with Human Resources to implement a consistent Performance Development Plan with the goal of mentoring, motivating, and retaining employees
- Oversee the Aircraft Sourcing team with specific goals of increasing conversion by 20% and reducing the time to source 30% by implementing streamlined workflow processes
- Drove increased team engagement by leveling of department positions to provide career pathing and development of employees, created clear workplace expectations, detailed job descriptions, reviewed benchmarking to make sure our positions are competitive, and promoted twenty team members while staying within department budgets
- Simplified processes in partnership with the Product team by analyzing workflows across the department, maximizing technology, identifying best practices that yield positive results and reduced keystrokes by 10%
- Championed the seamless transition of 300+ clients to the XO Platform as part of the Jet Edge acquisition
- Implemented variable compensation plans tied to metrics for Account Management and Client Services in order drive a high-performance culture with accountability
- Established metrics to drive a reduction in errors, increased team member productivity and accountability, client retention targets and seamless new member onboarding
- Drive a client obsessed culture and use direct client feedback to develop strategies for customer growth and retention
- Adjusted interview process to include improved screening upfront, detailed skillset testing and final panel interview resulting in quality talent and a reduction in attrition
- Hired 20+ employees over the past 8 months.
Executive vice president, Sales
XO Global, a vista global holding company
01.2020 - 01.2022
- Advanced to head of North America to serve as the accountable executive of the XO commercial business with $400 million in annual revenue
- Integral member of executive management team, related to the successful investor sale of XOJET to Vista Global and led post-sale commercial integration strategy
- Head of commercial team of 50+ people in complex/regulated business spanning fleet ownership/operations, branded brokerage, membership/subscription model, and innovative technology adoption to enhance effectiveness and efficiency
- Led aggressive rollout of product launch seeking to gain significant market share via recurring revenue subscription model to drive three times exponential growth
- Increased Charter brokerage by $168M (69%) and 3-fold new member growth
- Oversaw corporate transformation with direct influence and thought leadership aligning with Marketing, Product, and Service Strategies to achieve performance and growth
- Scaled multi-dimensional sales functions
- Created new inside sales division to optimize sales cycle, resulting in increased conversion rates
- Hired key leaders and 25+ sales directors to create an inbound and outbound sales channel.
Regional vice president, Sales
XOJET, INC acquired by Vista Global in 2018
01.2015 - 01.2020
- Championed team achievement with proven performance of 10% YOY revenue growth and 75% YOY increase of new membership clients
- Attracted top sales talent and led team of 15 Sales Advisors in the western US committed to building and maintaining a growing portfolio of sophisticated private aviation clients
- Repositioned commercial business from Fleet Operator to Full Service On-Demand.
Vice president, sales operations
01.2008 - 01.2015
- Responsible for the processes, tools, client proposals, and technologies that supported the Sales team
- Served as a liaison between sales, marketing, and upper management
- Boost sales productivity by lead scoring, refining customer segmentation, simplifying the sales process, and identifying pain points at every stage of the sales funnel
- Designed, implemented, and processed sales compensation plans
- Managed sales contracts, track customers and coordinate cross-functional activities across departments to properly onboard new clients
- Set up commission structure and tracking mechanisms to process sales commissions.
Controller
01.2005 - 01.2008
- Led accounting functions from receivables, payables, payroll, general accounting, treasury, and month end close
- Transitioned company from cash base accounting to accrual-based accounting
- Assisted with preparation of financial statements for investors and raising new capital.
Education
bachelor business administration -
texas tech university
Skills
- Business Management
- Sales & Marketing
- Sales & Revenue Growth
- Customer Service & Retention
- Data Analysis
- Performance Management
- Change Management
- Profitability Optimization
- Cross-Functional Team Leadership
- Collaborative Problem Solving
- Product Development
- Talent Recruitment
- Budgeting and cost control
Timeline
President
Private Jet Services, an elevate aviation group company
01.2023 - Current
Executive vice president, Sales
XO Global, a vista global holding company
01.2020 - 01.2022
Regional vice president, Sales
XOJET, INC acquired by Vista Global in 2018
01.2015 - 01.2020
Vice president, sales operations
01.2008 - 01.2015
Chief Service Officer
XO Global, a vista global holding company
01.2005 - 01.2023
Controller
01.2005 - 01.2008
bachelor business administration -
texas tech university
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