Ritchie Bros. has announced a strategic realignment in North America to meet a number of business objectives.
The first goal is to prioritize senior management focus on penetrating the Upstream segment of the used equipment market.
The Upstream segment represents a large opportunity from OEMs and dealers and rental companies, which tend to remarket used equipment through their own channels.
As well, Ritchie Bros. will implement Sales Activity Generation Engine (SAGE), a strategic initiative to generate sustained revenue growth and increased market penetration through a sharpened and disciplined focus on new customer acquisition.
The third goal is to scale government business, including federal, defense, state and municipal businesses. The sector, according to Ritchie Bros., represents a significant opportunity for expansion in the United states and globally.
In order to achieve these objectives, Ritchie Bros. implemented the following organizational changes, effective July 1:
Jeff Jeter is appointed president of Upstream and Emerging Businesses. Jeter’s responsibilities will include driving the Upstream business by rolling out RB Asset Solutions in the US, developing a go to market Upstream initiative in Canada, continuing to oversee strategic accounts in the US and assuming responsibility and enhancing focus on Strategic Accounts in Canada.
Sam Wyant, senior vice president of US strategic accounts; Doug Feick, senior vice president of new business and corporate development; Kelly Kittson. director of Canada strategic accounts; and Liz D’Ambrosio, vice president of sales support, will report directly to Jeter.
“In the last two years Jeff has done a tremendous job integrating the Ritchie Bros. and IronPlanet sales forces and creating a strong foundation for multi-channel selling. He has earned the respect of the entire US sales organization as a strong leader and has been one of the key architects of our Upstream strategy,” said Ritchie Bros. CEO Ravi Saligram.
“We are fortunate to have a senior executive of his caliber to lead the Upstream and Government businesses, two of our most important long-term growth initiatives.”
Kari Taylor joins Ritchie Bros.
As well, Kari Taylor is appointed chief sales officer for US regions. In the newly created role, Taylor will assume responsibility for the US field based regional sales organization.
Taylor will initially focus on successfully implementing the SAGE initiative to accelerate new business growth and enhance territory manager sales productivity. As importantly, she will work closely with the field teams to accelerate online momentum and take multi-channel selling to the next level.
“We are very excited to welcome Kari to the Ritchie Bros. family. She is a charismatic, high energy, results driven executive who has an extensive leadership background in all aspects of sales management in multiple industries and large B to B businesses,” Saligram said.
“She has a proven track record of transforming sales organizations — driving excellence through a disciplined sales management process and operational cadence and influencing behaviours through performance metrics.”
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Taylor joins Ritchie Bros. from Benco Dental, where she had been Chief Revenue Officer since 2016. In this role, she served as the principal executive responsible for sustainable revenue growth through Benco’s national sales and service footprint, which included 500 sales reps and 325 service technicians.
“I look forward to leveraging Ritchie Bros.’ leading industry position, history and brand in partnership with Jeff Jeter as we realize the growth potential of the US market,” Taylor said.
Brian Glenn, senior vice president of Canadian sales, will continue to run the regional field sales organization in Canada. Jeter, Taylor and Glenn will all report directly to Saligram.