Kevin Stefek
Regional Operations & Sales Manager
Summary
I’ve been repeatedly recognized and awarded throughout my career for my leadership, operational success, sales growth and business acumen, achieving and/or outperforming sales, profitability, and revenue targets through account management, team leadership, and decisive action.
~ ~ ~ ~ Strategic Vision and Execution ~ ~ ~ ~
I have a strong track record in defining and executing the strategic vision to significantly increase sales and revenue growth, competitively positioning the organization as an industry leader. I am successful at turning around underperforming divisions to consistently achieve profitable growth.
*Increased EBITDA from single digits to over 20% within two years and 30% by year three.
~ ~ ~ ~ COLLABORATION ~ ~ ~ ~
As we are a global community of industries and people today, my greatest strength is in developing high-performance teams, improving collaborative efforts across multiple lines of businesses, and aligning each focus on the organization’s overall mission.
*Recruit, hire, and interview growth-minded branch and sales managers/members, assessing talents and expertise for placing in best-fit roles and situations throughout the company.
*Partner with direct report managers to identify and drive out wasteful expense.
Experience
Regional Operations & Sales Manager
Safety-Kleen Environmental / Greater Chicago
Report to senior vice president of branch sales and service, overseeing region with seven branches and two sales teams across Illinois and Wisconsin. Manage and direct seven branch managers, two regional sales managers, one regional administrator, and 130 indirect reports with full P&L accountability of $53 million in revenue and EBITDA of $18 million annually. Develop and control $53 million annual budget.
- Lead monthly P&L reviews with branch and sales management teams to discuss gains and shortfalls on revenue and profits and uncover expense opportunities to improve profitability.
- Develop and execute business plans to drive growth and volume, setting sales team goals and collaborating with sales managers and teams to increase market share and sales growth.
- Conduct on-site branch visits quarterly to audit and review operations.
- Recruit, hire, and interview growth-minded branch and sales managers/members, assessing talents and expertise for placing in best-fit roles and situations throughout the company.
- Guided sales managers, branch managers, and sales team on new go-to-market sales process targeting specific vertical class customers, resulting in recurring revenue for sustained profitability and loyalty.
- Grew revenue YOY since 2014, including 8.3% growth for 2016 by working with sales team on targeting recurring revenue, advising branch managers on addressing low margin customers, and developing realistic business plans positioned for sustainable growth.
- Turned around underperforming region and increased EBITDA from single digits to over 20% within two years and 30% by year three by working with vendors to drive down costs, sourcing new vendors, collaborating with branch managers to identify and drive out wasteful expense and increase pricing on low margin customers, and addressing intercompany costs that were out of line with the market.
- Increased profitability 300% by improving sales margins and eliminating wasteful expenses.
- Improved customer satisfaction to drive loyalty and retention through intense customer engagement with high-value customers, ensuring service team interacted with customers at time of service, reviewing services performed for satisfaction, and understanding customer concerns to address and resolve immediately.
- Initiated and chaired regional safety committee, resulting in zero OSHA recordable accidents/injuries for two consecutive years.
- Received 2015 Chairman’s Award as Top Regional Manager for sales, revenue, and profitability performance, customer satisfaction, and safety rating.
Education
Northern Illinois University
BS in Marketing
Skills
