Todd Simms
Littleton,CO
Summary
Results-oriented business professional with 20+ years of sales and operational leadership experience with a proven knowledge of supply chain management, client relations and accelerated growth. Versatile Senior Executive knowledgeable about sales, operations and personnel management. Successful at stepping into diverse positions and making immediate positive contributions. Focused on optimizing operations and motivating employees while establishing market dominance.
Knowledgeable leader with solid history of managing client relationships and delivering tailored solutions. Successfully coordinated multiple client accounts, optimizing client satisfaction and driving growth and retention. Demonstrated negotiation and communication skills to foster long-term partnerships.
Overview
21
21
years of professional experience
Work History
Client Executive
Gartner
01.2024 - Current
- Develop innovative strategies, driving business growth and profitability.
- Negotiated profitable contracts with key clients, securing long-term revenue streams for the company.
- Achieved sales goals and service targets by cultivating and securing new client relationships.
- Prepared sales presentations for clients showing success and credibility of products.
VP, Sales & Strategy
FourKites
11.2022 - 11.2023
- Provided leadership to the manufacturing sales organization and develop the overall sales strategy, operational plans and processes that drive revenue growth and accomplish financial objectives for the team.
- Led a team of (7) Enterprise Account Executives comprising of a $7.2M annual quota/ACV.
- Analyzed market trends, identify new opportunities, and determine the best approaches to maximize revenue generation and market penetration.
- Helped drive industry go-to-market approach for respective vertical(s).
- Ensured strong customer relationships and satisfaction by collaborating with the marketing team and customer success teams.
- Provided strategic input to enhance customer acquisition and retention strategies, ensure effective communication channels, and resolve escalated customer issues.
- Leveraged industry executive connections to drive deal strategy, references, and growth opportunities.
- Collaborated with other departments, such as marketing, product development, and finance to align sales efforts with broader organizational goals.
- Worked closely with marketing teams to develop effective sales collateral and campaigns.
- Provided input on product development based on customer needs and feedback.
- Coordinated pricing and contract negotiations.
- Supported Sales, Marketing and CS with customer strategy, EBR's and how to position products to customers based on their network.
- Created/reshaped the vision and make sure the customer(s) and prospects understand why/how FourKites is the leader in supply chain visibility space.
- Developed strategic plans to align business objectives with the company's long-term goals.
- Cultivated relationships with key stakeholders, including customers, vendors, and partners.
- YoY increase in sales is +56%.
VP, Industry Strategy
FourKites
02.2022 - 11.2022
- Supported the Product Management team in building an industry use case solution strategy that drives long-term sustainable growth.
- Drove the industry segment innovation roadmap with strategic clients by actively positioning and executing on co-innovation projects.
- Accountable for driving market adoption of specific innovation ideas.
- Analyzed key competitors, create a compelling win-strategy and educate the sales organization.
- Supported product marketing with industry specific messaging.
- Enabled the global sales organization by training them on the latest industry use case innovation and messaging.
- Engaged with executives and their teams to understand industry- and company-specific business processes and objectives.
- Mapped the customer issues to specific end-to-end solution enablers and develop a solution recommendation to address the business issues and meet business objectives, with a strong goal to accelerate innovation adoption.
- Clearly articulated the business impact of to-be recommendations.
Managing Client Director - Global Enterprise Supply Chain (Chemicals, Oil & Gas, Industrial Manufacturers)
Gartner
01.2019 - 02.2022
- Responsible for leading a team selling, renewing, advising, and delivering supply chain actionable insights to the C-suite.
- Responsible for setting strategy at global enterprise supply chain Fortune 50 and 100 clients. This includes driving & coordinating all activities enabling advancement and improvement.
- Areas of focus include supply chain strategy; cost optimization; digitization of supply chain; strategic sourcing; logistics operations, and more.
- Exceptional understanding of client business strategies, drivers, goals & initiatives & translating these into coaching opportunities for the team.
- Focused on all areas of end-to-end supply chain.
- Developed integrated solutions based on client's key initiatives.
- Timely & accurate revenue forecasting.
- Quota Achievement ($8+ million in ARR) in retaining & growing sales to ensure net revenue growth.
- Responsible for quota-bearing account team, both direct & indirect reports (5 direct reports).
- Territory YoY 2021 227% of quota.
- Territory YoY 2020 105% of quota.
- Territory YoY 2019 142% of quota.
- Achieved Winner's Circle 6 out of 7 years.
- Negotiated favorable contracts to secure long-term partnerships with clients, suppliers, and vendors.
- Optimized resources allocation by closely monitoring project timelines, budgets, and deliverables.
- Analyzed data from various sources to inform strategic planning efforts and drive informed decision-making processes.
- Facilitated regular meetings with stakeholders for effective communication of project updates and progress reports.
- Led cross-functional teams to successfully implement key initiatives, improving overall company performance.
- Contributed significantly to annual revenue goals through a proactive approach in identifying untapped markets potential opportunities.
- Spearheaded innovative approaches to resource allocation and strategic planning.
- Managed accounts to retain existing relationships and grow share of business.
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
- Increased profit margins by effectively controlling budget and overhead and optimizing product turns.
- Built relationships with customers and community to establish long-term business growth.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Developed high-performing teams by providing mentorship, guidance, and opportunities for professional growth.
Area Sales Manager - Large Enterprise Supply Chain (CPG, Healthcare, Chemicals, Oil & Gas, Industrial Manufacturers, and High Tech)
Gartner
01.2018 - 12.2018
- Developed and executed strategies providing supply chain advisory and actionable insights to clients to achieve positive business outcomes aligned to the overall sales strategy.
- Coached and developed direct reports (6) on a regular basis.
- Quota Achievement ($6+ million in ARR) in retaining & growing sales to ensure net revenue.
- Territory YoY 128% of quota 2018.
Senior Account Executive - Large Enterprise Supply Chain (CPG, Healthcare, Chemicals, Oil & Gas, Industrial Manufacturers, and High Tech)
Gartner
12.2014 - 12.2017
- Responsible for the account management and territory planning leading to increased client satisfaction and significant growth and retention (90%+).
- Quota responsibility of $1,800,000+ of ARR within a territory of a global Tier 1 supply chain accounts.
- Mastery and consistent execution of Gartner's sales methodology.
- Managed forecast accuracy on a monthly/quarterly/annual basis.
- Territory YoY 175% of quota 2017.
- Territory YoY 136% of quota 2016.
- Territory YoY 104% of quota 2015.
General Manager
BlueLinx Corporation
09.2012 - 12.2014
- Responsible for all operational activities in the Western Region, including full P&L ownership of sales, customer service/fulfillment, logistics/distribution, inventory management, and personnel (65+ associates) for a $125 million revenue generating distribution network.
- This included (5) distribution centers and (2) reloads.
- Analyzed operational performance and resolved customer issues.
- Responsible for optimizing inventory and delivery processes.
- Developed key customer relationships at the most senior level to help establish, grow, and maintain productive revenue stream.
- Responsible for aligning local market strategy with corporate strategy to maximize long-term profit and ROI on working capital.
- President's Award 2013.
- Vice-President Award 2012.
Western Region Sales Manager
BlueLinx Corporation
11.2010 - 09.2012
Business Manager
BlueLinx Corporation
12.2009 - 11.2010
Industrial Sales Team Lead
BlueLinx Corporation
04.2008 - 12.2009
Sales Training Manager
BlueLinx Corporation
05.2007 - 04.2008
Senior Industrial Account Manager
BlueLinx Corporation
04.2004 - 05.2007
Education
Bachelor of Arts (B.A.) - English Literature
University of Kansas
05.1999
Skills
- Customer Prospecting
- Contract Negotiation
- Data Analysis
- Operations Management
- Sales Leadership
- Forecasting
- Client Relationship Building
- Strategic Planning
- Coaching and Mentoring
- Networking strength
- Solution management
Timeline
Client Executive
Gartner
01.2024 - Current
VP, Sales & Strategy
FourKites
11.2022 - 11.2023
VP, Industry Strategy
FourKites
02.2022 - 11.2022
Managing Client Director - Global Enterprise Supply Chain (Chemicals, Oil & Gas, Industrial Manufacturers)
Gartner
01.2019 - 02.2022
Area Sales Manager - Large Enterprise Supply Chain (CPG, Healthcare, Chemicals, Oil & Gas, Industrial Manufacturers, and High Tech)
Gartner
01.2018 - 12.2018
Senior Account Executive - Large Enterprise Supply Chain (CPG, Healthcare, Chemicals, Oil & Gas, Industrial Manufacturers, and High Tech)
Gartner
12.2014 - 12.2017
General Manager
BlueLinx Corporation
09.2012 - 12.2014
Western Region Sales Manager
BlueLinx Corporation
11.2010 - 09.2012
Business Manager
BlueLinx Corporation
12.2009 - 11.2010
Industrial Sales Team Lead
BlueLinx Corporation
04.2008 - 12.2009
Sales Training Manager
BlueLinx Corporation
05.2007 - 04.2008
Senior Industrial Account Manager
BlueLinx Corporation
04.2004 - 05.2007
Bachelor of Arts (B.A.) - English Literature
University of Kansas
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