Erik McKee 🍽

12th State Design Co.

Co-Owner 

SaaSBros.

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Co-Founder

Sendspark

Strategic Advisor

Gravy

Q4 2021 Winner - Rep of the Quarter (most closed/won revenue)
Q3 2021 Winner - Rep of the Quarter (most closed/won revenue)

Senior Account Executive

Q2 2021 Winner - Rep of the Quarter (most closed/won revenue)

Q1 2021 Winner - Rep of the Quarter (most closed/won revenue)

Full Cycle Account Executive 

15Five

Account Executive 

May/June/July/August 2020 - Most qualified pipeline

Enterprise SDR 

Sept/Oct 2019 - 150% of quota (ramp)
November 2019 - 130% of quota 
December 2019 - 110% of quota 
January 2020 - 130% of quota 
February 2020 - 150% of quota
March 2020 - 140% of quota 
April 2020 - 200% of quota (company record)
May 2020 - 150% of quota

Sales Development Representative II

Campus Outreach

Executive Director

Area Director

Campus Director

Campus Staff

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Serving the Triangle area’s real estate agents, investors, home builders, and homeowners by turning vacant properties into compelling homes. 

12th State Design Co. is Durham’s premier boutique home staging and interior design brand. 

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Erik McKee

Hal Lanfear IV

Spencer Thomas

My role and what my team is responsible for is expanding.  We are here to support you.  Let’s connect to discuss how we can help you and your team to be successful.
 
Spencer Thomas Group is a WBENC – Certified Professional Services company that delivers comprehensive HCM business solutions globally. We can help with business process transformation, organizational change management, enterprise applications, IT and procurement strategy, as well as project/program management. We can support anything in the HCM space from backfills to direct placement.  Our experience and knowledge come from us working with multinational companies in over 110 countries on six continents.
 
With a proven track record and a team of exceptional consultants, we empower our clients to achieve even their most ambitious transformation goals. For over 25 years, industry-leading companies have trusted Spencer Thomas to guide them through every stage of the HCM journey—from vendor selection and project planning to implementation and post-go-live support.
 
Straightforward and reputable. Spencer Thomas is here to partner with you to help your team thrive. DM me to get started today!

VP, Transformation and HCM Solutions

Spencer Thomas Group is a WBENC – Certified Professional Services firm that delivers comprehensive business solutions globally.  We can help with business process transformation, organizational change management, enterprise applications, IT and procurement strategy, as well as project/program management.  Our experience and knowledge come from us working with over 100 multinational companies in over 90 countries on 6 continents.  www.spencer-thomas.com 
 
Spencer Thomas Group has a proven track record of helping our clients to be successful in their transformation journey.  We attract and retain the best and brightest consultants with the right skills and expertise required to meet the most challenging business goals of our clients.  For over 25 years, many of the world’s largest companies and best known brands have chosen Spencer Thomas to guide them through their HCM journey.  Our methodology, expertise and experience will save you valuable time at any stage of your HCM journey.  Let us help you with your vendor selection, planning, implementation through post go live support on your next project.
 
Global HR, Payroll and Timekeeping/Workforce Mgt. It's what we know. It's what we do. We have helped clients with over 4,000 engagements crossing over 100+ countries do the same. Implementation support, vendor selection, business case development, contract negotiations, operational backfills, change management....the list goes on, but we are focused on the HCM world. If you have a new project, an ongoing project or thinking about making a change give me a call or send a message. We believe we have the best talent in the world to help you with what you need, when you need it, where you need it and at a fair price.

Simple, honest, reputable, and fair. We think it's the right way to do business.  We look forward to helping you and your team to be successful.

Vice President of Sales

I'm responsible for leading a dynamic team of senior leaders who develop, maintain and grow our business through strategic relationships with our partners. The Partner Connect team operates as liaisons with ATS partners, ERP’s and their System Integrator ecosystems, with a primary focus on the delivery side of our SI partners.  We focus on gaining market share, accelerating revenue growth and improving client retention.  We have more than doubled our number of partners and exceeded sales targets YOY.  
  
Responsible for:
-    Strategic direction, planning and management of the Partner Connect team and overall partner program.  Our partner program is improving our penetration and attach rates for our products/solutions
-    Continuous improvement across our operations and strategy based on deep market evaluation of trends, competitive positioning, partner dynamics, and financial growth aspirations 
-    Executive sponsor across different execution pillars for the strategy that spans multiple products/solutions, technology, implementation, sales, partnerships, marketing, finance, and strategy 
-    Leading the execution on driving our strategy and overall change management for a large multi-disciplinary commercial transformation program 
-    Managing the talent across our partner operations team and working closely with functional leadership on shared services
-    Responsible for supporting the field sales teams, product and technology, service and other stakeholders in developing and fostering relationships with key channel partners who can resell and refer our solutions
-    Leading a cross-functional team for the full partner life cycle i.e. business case, vetting partners and partner success
-    Our team is responsible for developing System Integrator University and the continuous training and enablement of our partners
-    Drive the development of integrations both internally/externally and focus on streamlining delivery with new verticals and partners

Executive, Partner Connect - Head of Strategy, Business Development and Operations Leader

Promoted into executive leadership to gain more market share, accelerate revenue growth and improve retention rates.  Our team is responsible for operationalizing the strategy of our partner connect program.  Leading a dynamic team of leaders who develop, maintain and grow our business through strategic relationships with our partners.  I am a thought leader and I have maintained being in the top 5% for my Social Selling Index on linked across all of ADP and top 1% across our industry.
Responsible for:
 
-    Strategic direction, planning and management of the Partner Connect team and overall program
-    Refinement of operations and strategy based on evaluation of market trends, competitive positioning, partner dynamics, and financial growth aspirations 
-    Executive liaison across different execution pillars for the strategy that span product and technology, implementation, sales and alliances, marketing, finance, strategy and PMO 
-    Driving strategy, execution and overall change management for a large scale, multi-year, multi-disciplinary commercial transformation program 
-    Managing the talent across the partner operations team by recruiting the right talent, and working closely with functional leadership on shared resources
-    Responsible for supporting the field sales teams, product and technology, service and other stakeholders in developing and fostering relationships with key channel partners 
-    Leading a cross-functional and highly talented team for the full partner life cycle i.e. business case, partner vetting process for approval, partner success, business plan, and partner performance evaluations and KPIs

Vice President - Partner Connect, Strategy, Business Development and Operations Leader

Expanding responsibilities globally.  Our team is focused on global product leadership, communication, strategy and thought leadership.  Global knowledge around product/industry, product/solution strategy, service delivery, implementation, messaging/communications and strategic sales alignment.  I am a thought leader and I have maintained being in the top 5% for my Social Selling Index on linked across all of ADP and top 1% across our industry.

-	Deep knowledge of the Market and needs aligned with Product: Functions, Technology and Integration Services along with Market . Aligned with Product Development
-	Engaging in the Sales Process as Expert in Domain. Accountable for Sales Success and Achieving Global Targets 
-	Compelling communication to Business Stakeholders. Internal/External. Executive level, Field Sales, Support Teams, Leveraging multiple channels…Social, Internal/External, message platforms
-	Deep knowledge of ADP’s Service Models – Scope of Services, Solution Definition and Implementation
-	Collaborate with global marketing around campaigns, collateral, competitive analysis and consistent messaging.
-	Train and educate the sales force on product capabilities for our Global solutions.
-       Expert in Social Selling and in the top 5% of all sales across ADP with my SSI score from LinkedIn, I'm in the Top 1% of our industry and the Top 1% of my network in SSI score on LinkedIn.
-       Brand champion and Culture Champion

Global Product Leader

Recruited for expertise in Global HCM, Payroll, HR and Talent as a known subject matter expert.  Extremely well networked in the global space.  Brought on to strategically drive sales growth through relationships, messaging, product knowledge and global HCM expertise.  Well known change agent in Global HCM transformations as our team is empowered to help grow the ADP business as experts in this global HCM space.  Product Leadership and management across functions. 

-Consult and strategize with the field sales organization to drive and achieve sales of Global Human Capital Management solutions (e.g. Globalview Payroll, HCM (powered by SuccessFactors), HR, Talent and Benefits).

-Accountable for driving the HR/Talent Solutions (SuccessFactors) and HCM/HR/Payroll applications (Globalview).  Including Performance, Goals, Recruiting, Onboarding, Learning, Succession and Development.

-Responsible for achieving and driving field sales teams and quotas of ADP’s Global HCM solutions, specifically Globalview Payroll, HCM (SuccessFactors), by providing support and strategic direction.

-Assist with full sales process, product capabilities, value proposition and competitive analysis. Accompany field sales on calls as the global area product leader and subject matter expert.

-Increase sales performance by identifying, developing and presenting global business solutions through sales presentations and demonstrations.

-Train and educate the sales force on product capabilities for Globalview HCM solutions.

-Manage local, national, regional and global consulting and 3rd party relationships related to Globalview/SuccessFactors HCM solutions. Including SAP, Workday and Oracle.

-Share RFP responsibility/leadership and communications for ADP Globalview HCM solutions.

-Act as liaison with Operations to collaborate on and assist with streamlining the sales process.

-Collaborate with Marketing to develop collateral, competitive analysis and consistent messaging.
-Social Sales Pro

Area Product Leader – Global HCM

Delphi

Replacing an existing senior director in this role, I was promoted to spearhead a transformation of our Corporate Services team and drive more robust category strategies for our Global Indirect Purchasing team of category managers and buyers worldwide. Chosen to truly align and transform HR around our global strategies. Tasked with taking things to the next level, I wanted to transform our supplier relationships to trusted partners with mutual goals.  We lead the selection and implementation of a global HCM solution (Workday) and integration to our global payroll and time solutions (ADP). Oversee more than half a billion in annual indirect purchases within Corporate Services. I have become a well-known change agent in the human resources industry; leading projects, transformations and teams through successful global HCM implementations.

- Oversee a global indirect procurement organization across North and South America (The Americas). Provide top-level leadership to a cohesive team of 25+ employees. Work closely with upper management team of senior business leaders, divisional controllers, and functional leaders focused on analyzing, developing, and leading category-specific sourcing strategies and initiatives.

- Responsible for over $600M of spend in our indirect categories (see attached): Human Resources (HCM, HRIS), Payroll, Benefits (Healthcare), Relocation, Talent, Recruiting, Consulting, Travel, Security and Contract Labor. Managing a team of category managers responsible for 10% year over year savings.

- Heavily focused on succession planning, leadership development and talent management.  Performance management and building a team for the future is absolutely our strategy.

- Extremely proud of my team's hard work and efforts to achieve year over year savings while building stronger supplier relationships into partnerships.  This is very important to our global strategies and future success as well as growth for Delphi.

Global Category Leader HCM: HR, Talent, Payroll and Benefits, Regional Category Manager - Americas

Promoted within the global purchasing group to manage a larger global team of senior buyers, my team’s responsibilities have been expanded in NA/Globally and I'm now also responsible for all of North America in the areas of HCM, Consulting, Recruiting and Contract Labor. 

- Responsibilities remain in place for Fleet, Transportation and Cafeteria under Employee Benefits for North America.  We will also continue to be responsible for the following:  Global Benefits, Global Payroll, Relocation & Healthcare.  In addition to being accountable for all global supplier integration with our global HRIS implementation Workday.

- Increased spend to manage as my team will now be managing over $300 Million in spend, which means a savings target of $30 Million.

- As part of procurement's global re-alignment with Human Resources and our other business partners, I am responsible for all Client Relationships, Supplier Relationships, Supplier Strategies, Negotiations, and associated deliverables supporting all Global Corporate Functions.   

- Provide leadership, talent, strategy development and direction to the global indirect purchasing organization on supplier partnerships, strategies and negotiations.  Developing new strategies for global recruitment, consulting, global payroll and benefits.

- Global HCM/Payroll subject matter expert

***Covered for this role while we worked on backfilling it - Global Category Manager - Business Process Outsourcing 8/2013 - 11/2013

I am always a team player and during some turnover, on an interim basis, I immediately acquired the additional spend, responsibility and staff for all Global Business Process Outsourcing Category for all of Delphi globally. My team will continue to support Employee Benefits: Global Payroll, Relocation and Healthcare. Lead by example.

- Once a permanent Director has been identified to take on this globally business process outsourcing role, I will transition accordingly.  In the meantime, I will manage the team.

Global Category Manager - HCM, HR, Benefits, Talent and Payroll

Promoted into this stretch assignment in a different function that was new to me where I had little pure experience.  The purchasing leadership saw me negotiate contracts with GM, ADP, KPMG, Genpact and Tata though and felt this was a great move for my career.  My team managed over $200 Million in spend. My team exceeded our target performance metrics of $20 million in savings.

- As part of Procurement's Global alignment with Human Resources our team is making sure Delphi has the best employee benefits to remain at a competitive advantage.  Our strategic alignment with HR will help with succession planning, leadership development and retention.

- Partnering with HR leadership on benefits strategy, design and optimizing recruitment.

- Teamed up with HR to review Global HRIS alternatives, such as Oracle, Workday and SuccessFactors. My team was involved with the procurement activities surrounding the global HRIS decision.

- Lead the strategic sourcing process through cross functional teams in order to make fact based decisions regarding supplier selections with constituent support. 

- Manage supplier relationships to assure permanent solutions to systemic supplier performance issues with assistance from other functional representatives. 

- Provide oversight to the team on their research and utilization of market intelligence to assure competitive price and total cost of ownership

Category Manager, Global Supply Management - Employee Benefits

Recruited to Delphi as a global subject matter expert in payroll and time keeping to lead Delphi's global payroll transformation.  Hired to build the business case, obtain all C-level approvals, manage the project and run the payroll organization.  HRIS integration to the overall HCM strategy was key here.

- This project and my team were integral in the transformation out of Bankruptcy and through the IPO process.

-Played a key role in negotiating a 35% decrease saving Delphi over $6M in our pricing for payroll and time keeping with our last payroll/time keeping vendor in the U.S.

- Key member of Finance Leadership, reporting thru Global Finance and CFO, responsible for partnering with HR and IT to manage Delphi’s payroll, timekeeping and HRIS.

- Developed and executed an integrated strategy to transition our payroll, time keeping and HRIS services.

- Established the transition team and detailed plan; performed cost analysis, developed the business case, sought out executive C-Level approval of strategy and tracked performance to plan. 

- Identified and selected the supplier: ADP GlobalView and ADP eTime to provide payroll, timekeeping and other services.

- Established best practices for Payroll Processing and Timekeeping and managing the centralized Payroll Accounting Team to support our U.S. payroll for hourly and salary employee base (approximately 42,000 employees paid) 

- Developed a transition plan in conjunction with third party service providers to ensure a quality transition throughout the implementation

- Established global change management processes and identified training requirements as well as support as needed 

- Developed global metrics to measure and monitor service performance and manage continuous improvement.

- Support our regions globally and outside the U.S. as the SME on payroll, time keeping, HRIS and other Global Integrations and Strategies.

-Successfully implemented ADP GV and ADP eTime, go live 1/2011.

U.S. Payroll and Accounting Operations Manager

In this stretch assignment, I changed divisions to our National Accounts Services (NAS) group where ADP supported clients 1,000 employees and above.  They are often in multiple states and more complex.  In this role, I needed to combine some of the skill sets developed in the past as I managed a team of project managers.  The hiring, onboarding, training and development skills were critical.  But because I was still client facing and involved in the projects, the communication and client facing skills were equally important.  True project management core skills were improved that I would carry forward in my career.

•  Managed multiple associates globally through the process of implementing large companies with a state of the art applicant tracking system (ATS) and contact relationship management tool (CRM).

•  Responsible for consulting Managers, Recruiters and HR departments within companies of 1,000+ employees on a National, International and Global basis about their business processes, primarily focusing on their pre-employment items: mainly their recruiting and hiring processes.  

•  Trained the users from end to end on a complex, configurable recruiting/CRM software product.

•  Selected to be a leader and subject matter expert on the (S.T.A.R.T.) Sales Transition Analysis and Review Team.  This specialized global unit was formed within our National Accounts group to increase productivity and efficiency from Sales to Service.

•  Chosen to be on Global Project Management Council as part of the Pre-Employment Services Division.

Implementation Project Manager

Promoted into the HR organization for this role.  I needed to grow my HR skills while getting my MBA.  I was to build, maintain and manage client relationships at all levels of the organization to ensure ADP is successfully helping clients achieve their business strategies.  Retention and reference able clients were key.

•  Account management of HR related matters: benefits, 401k, employee relations and training for 110 clients, over 2,500 employees and $8.5M in revenue in multi-states with multi-site operations.

•  Provided Organizational Leadership, Best Practices and Benchmarking, Strategic Planning, HR recommendations and handle all investigations of misconduct as well as employee terminations.

•  Acted as HR consultant and handle onsite training and market/promote new products and services.

•  Responsible for driving results with clients, with the goal of increasing their satisfaction and retention.  Consulting with clients and evaluating their needs in regards to HR services and up selling them on additional products, while managing internal service teams.  Proactively developed, implemented, and monitored HR Strategies that fit the strategic goals of the organization.

•  Provided clients the following services: Recruitment/Selection, Payroll/Tax Administration, Benefits, Employee Relations, Training & Development, Risk Mgt, Regulatory Compliance, HR consulting.

•  Conducted training on harassment, mentoring, coaching, leadership, effective supervision, customer service, diversity, violence in the work place and progressive discipline.

•  Consulted client owners/contacts on: employee handbooks, job descriptions, appraisals, discipline/performance issues, performance optimization, compensation analysis etc.

•  Team Lead on Human Resources Small Business Unit – increased client retention within book of business from 78% to 94% while having 3 straight quarters of 95% client satisfaction scores.

•  Sales Partner Award Q1 2006 and 4th Quarter of 2006.

Human Resource Business Partner

I enjoyed selling, the cold calling, foot canvassing and prospect interactions.  But I was recruited back to the ADP TotalSource division where I initially started my career.  This is ADP's Professional Employer Organization (PEO) division and it was growing 12-15% year over year.  They needed someone that understood the role, could handle larger, more complex client situations and had established street credit internally and externally.  I had started to establish a name for myself in the midwest.

•  Facilitated the internal setup on large, complex clients on payroll, benefits, HR policies and procedures. 
 
•  Acted as a consultant to the owners in regards to payroll/benefits/401k/HR procedures to ensure regulatory compliance with ERISA, FMLA, HIPPA, and align their strategic planning initiatives.

* ADP TotalSource is total business process outsourcing in the areas of payroll, human resources, training, benefits, time keeping, worker's compensation and health and safety.

•  Sales Partner Award – 4th Quarter of 2004, 2nd & 4th Quarter of 2005.

Senior Implementation Specialist

In this next stretch assignment, I changed divisions and it was time to see if I could sell the product and solutions to small businesses.  Here I learned how to interact with business owners at the C-level, how to adapt to their requirements and cut to the chase around their priorities.  I also found that I needed to establish a new support network within this new division where I was a new face.  This helped my rapport building and networking skills as I needed to operate in a matrix environment with the support from others.

•  Prospected new clients through foot canvassing, cold calls and other lead generating channels.

•  Coordinated the client implementation process from close of sale through payroll processing. 
 
•  Maintained a current client base through a high touch model, which included regular visits,      training/upgrades and focuses on client referrals.

•  Built relationships with accountants, CPA's, lawyers, banks and business groups to form a foundation for quality referrals.  A true “hunter” when it comes to new business development.

•  Trained and mentored new associates as they learn how to manage client issues, relationships and sales.  Instructed employees on utilizing sales force and customer relationship management tools.

•  District Manager of the Month – April 2004 at 225% of plan.

District Manager

I am a product of high potential programs and having great mentors and sponsors throughout my career.  In this first promotion at ADP, I was on a stretch assignment to be the first person to meet the client as the sales process ended.  It was a key role to help the clients transition from sales to service.  I developed client facing skill sets, stronger communication skills and started to get my arms around the HR/HCM space as a role and solution to business needs.

•	Handled all aspects of new client setup: reviewing health, medical, dental and vision options, market trends and contribution/cost sharing amounts, implementation of payroll, human resources policies, 401(K), benefits and loss control/risk management.  

•	Point of contact for the client with the sales director, benefits manager, payroll manager, operations executive and human resource manager while ensuring a flawless client setup and coordination of internal resources.

•	Established and managed the client relationship for all new clients during their first 90 – 120 days.

•	Conducted all New Hire, Benefits and 401(K) orientations for owners and their employees

New Business Representative/Human Resource Generalist

Many were surprised when I left GM to go to ADP, but I knew I wanted more generalist experience early in my career.  I also liked the multiple different career paths that ADP had to offer and explained during the recruiting process.  In this role, I had the opportunity to field client calls, handle situations over the phone and develop phone and email communication skills.

•	Resolved benefit claim issues related to medical, dental, vision, life, LTD and STD benefits (pre-HIPPA) through strong customer service skills.

•	Supported HR Generalists by resolving problems, answering employee/client questions, and performing employee orientations at client sites.

•	Responsible for the unemployment process in 10/2001 for Midwest Region (IN, OH, MI, IL, WI, STL and KS) including claims management, determinations and hearings.

•	Processed over 1800 unemployment claims from 10/2001 – 12/2001.

Client Service Specialist/Human Resource Representative

Subcontract Work - General Motors

I was hustling and grinding. I worked full time while going to school full time taking 12 - 16 credits each semester for my undergraduate degree.  I did subcontract work in the areas of labor relations, construction and health and safety in GM manufacturing plants at the following locations:

Romulus GM Powertrain
Pontiac Plant 14
Pontiac Truck and Bus

Employed through Superior Electric and International Industrial Contracting Corporation, now known as Burns International.  Swinging a hammer and working with the skilled trades helped me to appreciate hard physical work and the process of a team working together toward one goal.

General Laborer, Electrician Apprentice and Construction

Transformation Leader, Driving Business Outcomes Through Innovation, Insights and Accountability - Global Change Agent at Spencer Thomas|Motivator|Mentor|Advisor|Humble Grinder|Warrior|Leader

I have leveraged life experiences to learn, improve and develop as a driven leader.  Early in life, I learned to prioritize and adapt to changes.  I worked full time in college and continue to learn daily.

I am a tenacious and performance driven senior leader with a history of leading high performing global teams to exceptional corporate results. Extremely client/customer - oriented with a broad range of experience in establishing and managing diverse business relationships with global clients, suppliers and business partners that result in continuous additional business and referrals from my clients. I have been very fortunate to be part of high potential programs with good sponsors and mentors. I do my best to pay it forward!  I enjoy writing about life experiences and motivating others to achieve more!

I believe loyalty, integrity, grit and exceptional follow through skills lead to success. I'm a dedicated corporate senior leader with proven experience and the ability to manage cross-functional teams, while mentoring and coaching others along the way. I am a driven change agent and known for leading teams through transformation. Set your goals and then achieve them, execution is key, failure is not an option.  Trust and empowerment are foundational to how I lead, be true to your core and take care of your people!

Strong business acumen, specialties: Culture Champion, Social Selling, Talent Management, Strategic Outsourcing, Sales Performance, Corp. Leadership, Strategic Planning, HR Outsourcing, Account Management, Forecasting, Process Improvement, Cost Analysis, Project Planning, Purchasing, Supply Chain, Business Partnerships and Staff Development.  Software as a Service (SaaS), Payroll, Global Human Resources (HR), Healthcare, Benefits Strategy, Relocation, Expatriate Services, Human Capital Management (HCM) and recruiting, compensation, performance management, succession planning, goals alignment and learning management.

My natural passion for relationships has led to continuous growth and revenue. Coaching, motivating and inspiring my teams to accomplish amazing results is what drives me every day. Feel free to contact me hal.lanfear@spencer-thomas.com or 586 322 9280. Thank you!  Creator/Equalizer in Standout.

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Erik McKee

Hal Lanfear IV

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