STEVE LUPTON
Fishers,IN
Summary
Sales and business development executive with a strong focus on consultative B2B sales and customer success. Demonstrated ability to drive revenue growth and cultivate executive relationships. Skilled in leading cross-functional teams and utilizing analytics to enhance market expansion and profitability.
Overview
18
18
years of professional experience
Work History
Business Consultant
US Venture
Fishers, Indiana
02.2026 - Current
- Achieved profitable territory growth by delivering customized business solutions.
- Enhanced market penetration within automotive dealerships through targeted relationship management training.
- Collaborated with auto manufacturers on promotional strategies to strengthen partnerships.
- Identified revenue opportunities by analyzing purchasing trends and customer metrics.
- Utilized CRM analytics for improved sales execution and forecasting precision.
- Worked closely with parts and service managers to drive profitability and enhance retention.
- Recommended pricing strategies that bolstered competitive positioning in the market.
Regional Sales Manager
EATON CORPORATION - MOBILITY GROUP
04.2024 - 01.2026
- Led the development and execution of sales strategies for the Digital Service Tools portfolio (IQ Cruise, Select Diagnostics), driving profitable growth and increasing Eaton's market position within the Commercial Aftermarket sector.
- Developed and executed strategic sales plans, identifying new business opportunities and expanding client base through effective relationship management.
- Led and coached Territory Managers to achieve targets, enhance product knowledge, and improve customer satisfaction.
- Managed sales forecasting, budgeting, and performance analysis to optimize operational efficiency.
- Cultivated partnerships with key fleets and dealers, ensuring consistent brand representation and customer engagement.
- Provided market feedback to senior management, contributing to competitive positioning and business development initiatives.
- Held on-site / virtual training events to educate customers on features and benefits of product portfolio.
Business Development Manager
MICHELIN NORTH AMERICA/SES
03.2023 - 04.2024
- Market expansion & Strategy: Conducted market research and analyses to identify new business opportunities; including emerging markets and verticals, resulting in a 20% increase in market share over the initiative period.
- Sales & Revenue Growth: Developed and implemented sales strategies that resulted in 15% year over year growth in revenue by leveraging both inbound and outbound sales channels with a focus on B2B manufacturing clients.
- Client Relationship Management: Led client relationship initiatives that improved customer retention rates through tailored solutions, consistent communications, and post-sale support.
- Strategic Partnerships: Established key partnerships with suppliers, distributors, and OEM's leading to a 10% reduction in procurement costs and enhanced product offerings.
- Directed business development initiatives for B2C retail networks.
- Provided external training to dealer networks and major fleets, resulting in a 20% increase in service event volume.
Solutions Consultant
MICHELIN NORTH AMERICA/SES
06.2017 - 03.2023
- Collaborated directly with clients to assess and define their business-related "journey" identifying key needs and developing tailored digital solutions to optimize workflows and improve operational efficiency.
- Facilitated Business Process Analyses (BPAs) to uncover potential challenges and opportunities in the digitization process, ensuring alignment with client protocols and business objectives.
- Researched and analyzed industry trends, competitive market patterns, and technological advancements to offer strategic recommendations and propose necessary resources for successful implementation (including IT/UI/UX enhancements).
- Designed and deployed comprehensive technical trainings and user documentation to support platform use and navigation.
- Managed multitier account interfaces to ensure seamless product and service delivery, enhancing customer satisfaction.
Regional Sales Manager
MICHELIN NORTH AMERICA, COMMERCIAL B2B
05.2013 - 06.2017
- Managed commercial sales strategy across 3 states (IN, KY, OH), delivering tailored product and service solutions to both national and regional fleet customers that drove region growth, improved retention, and expanded key accounts.
- Oversaw largest-volume Region, consistently growing market share YoY. Managed a book of business of $17M+ in annual sales.
- Presented monthly (MBR's) and quarterly (QBR's) business reviews to Executive Management, ensuring alignment and accountability across all businesses.
- Designed and executed promotional programs through distributor channels to drive revenue.
- Expanded three-state Region by strengthening distributor relationships and capturing competitor share.
- Captured multiple notable conquest accounts from competition, adding $1.5M in additional revenue.
- Provided competitive insights, pricing guidance, and product positioning support to sales teams in field execution.
Training Development Manager
MICHELIN NORTH AMERICA, COMMERCIAL B2B
05.2011 - 05.2013
- Responsible for developing and facilitating a curriculum of effective sales training sessions to all prospective Michelin B2B new-hire sales candidates.
- Conducted department-level and individual training needs analyses to identify gaps in performance. Proposed training and development support solutions to shorten the time to competency for the new hire managers.
- Implemented continuous virtual training modules specifically designed to reinforce the key points of the Michelin sales methodologies and the commercial trucking industry.
- Shared a joint responsibility with each Zone for onboarding and conducting in field training evaluations for all new hires. Salesmanship and product knowledge were consistently evaluated.
- Prepared and managed a Training budget for each new hire class. The department averaged 3 training classes per year with at least 16 new hires per class.
Strategic Account Manager - Dealer
MICHELIN NORTH AMERICA
Orlando, FL
01.2009 - 01.2011
- Managed the distribution network for the State of Florida as part of B2B Dealer Logistics Team. Coordinated with inventory and logistics to maintain customer satisfaction and product delivery timelines.
Territory Sales Manager
MICHELIN NORTH AMERICA
Chicago, IL
01.2009 - 01.2011
- Managed National Accounts and Servicing Dealer accounts in an assigned territory.
Education
Master of Business Administration -
UNIVERSITY OF PHOENIX
Warrenville, Illinois10.2004
B.S. - Marketing/Business Administration
MORGAN STATE UNIVERSITY
Baltimore, Maryland06.1995
Skills
- Consultative and relationship selling
- Sales negotiation
- Situational leadership
- Influencing skills
- Team leadership and collaboration
- Coaching proficiency
- Interpersonal communication
- Google Analytics Certification
- Certified Langevin Trainer
Core Competencies Certifications
- Consultative and relationship selling
- Sales Negotiations
- Situational Leadership Training
- Influencing Skills Training
- Google Data Analytics Professional Certification
- Langevin Certified Trainer
- Team Leadership & collaboration
- Demonstrated coaching skills
- Strong interpersonal communications
Timeline
Business Consultant
US Venture
02.2026 - Current
Regional Sales Manager
EATON CORPORATION - MOBILITY GROUP
04.2024 - 01.2026
Business Development Manager
MICHELIN NORTH AMERICA/SES
03.2023 - 04.2024
Solutions Consultant
MICHELIN NORTH AMERICA/SES
06.2017 - 03.2023
Regional Sales Manager
MICHELIN NORTH AMERICA, COMMERCIAL B2B
05.2013 - 06.2017
Training Development Manager
MICHELIN NORTH AMERICA, COMMERCIAL B2B
05.2011 - 05.2013
Strategic Account Manager - Dealer
MICHELIN NORTH AMERICA
01.2009 - 01.2011
Territory Sales Manager
MICHELIN NORTH AMERICA
01.2009 - 01.2011
Master of Business Administration -
UNIVERSITY OF PHOENIX
B.S. - Marketing/Business Administration
MORGAN STATE UNIVERSITY