Rico Davis

Morning Breeze Cabin Rentals

Advisor

Trendsi

Reported directly to the CEO and acquired top B2B sellers to our platform through effective strategy & robust sales leadership. Led the lead generation team, SDRs, and sales representatives to attain activation targets and grow overall GMV & LTV.

Highlights:

✔Built and implemented key playbooks around lead generation, upmarket ICP targeting, & key channel conversions such as Shopify and TikTok 
✔Doubled the size of the outbound team, onboarded, and ramped them to top 40% contributions
✔Founded an official monthly sync between senior peers which has increased collaboration, opportunities for optimization, and stronger daily communication
✔ Identified key input & output metrics that have 3x-ed daily activity by reps, and added clarity around how we attain our desired outcomes

Head of Sales

Faire

Highlights:

✔ Delivered 102% to 2022's target, which generated over 31M in First Year Value (FYV) and currently pacing 117% YTD to goal expectations; this equates to 32M in First Year Value (FYV)
✔ Led the implementation & follow-through of a proprietary account scoring model that has improved our ability to reach out to the right brands, at the right times, and with the right messages
✔ Created and launched a subject matter expert (SME) program for SDRs that drives more exposure, skill-building, and key project participation
✔ Improved the efficacy of SDR goaling by partnering with revenue operations to create a capacity model that allows us to assign ambitious, yet attainable goals that harmonize with business objectives
✔ 12 team members promoted to next-level roles across Faire during my tenure

Head of Sales Development 

Expedia Group

Led the SDR teams for North America and Asia Pacific; this included people management of 14 Sales Development Representatives who sourced & created BANT qualified opportunities for the leading B2B SAAS solution in travel. 

Highlights:

✔ Fosters collaboration with sales, product, and marketing functions; partners with the senior leadership team to ensure directional success
✔ Attained 148% to annual quota, with all SDRs achieving individual quotas
✔ Loaded the pipeline with opportunities that have directly led to 217M in deal signatures during tenure
✔ Improved the legacy challenge of speed-to-lead and enhanced SDR prospecting efforts that enables the weekly achievement of qualified opportunity targets
✔ Doubled "outbound share" of total meetings with a traditionally inbound-focused team

Manager of Sales Development, Egencia 

Oversaw the markets of Central Texas; this included the leadership and performance management of 6 Market Account Managers, success of 600 partner accounts, revenue growth targets including net-new contracts, driving expansion/adoption, engagement with AI-powered tools, GRR, and market-level strategy implementation.

Highlights:

✔ Attained Q1's OKR stretch target by increasing conversion by 33%
✔ Exceeded Q2's OKR target by increasing customer interactions by 150%
✔ Smashed Q3's stretch OKR target by elevating the win-rate by 69%
✔ Promoted the most qualified direct report into a role of more impact and value opportunity
✔ Elected to define and lead Diversity and Inclusion efforts for the Central USA; created & conducted the first ever Regional D&I Roundtable, educating participants on Diversity Language

Area Manager, Account Management 

Galls, LLC

Successfully managed the Southeast US territory, which included the daily operations of 6 markets; leadership of 6 Retail Branch Managers and 60 FTEs collectively; P&L ownership with 10M+ in annual revenues and ensured the account success of over 200 contracted agencies through SAAS & services.

Highlights: 

✔ Increased area revenue by 10% in 2018 and 22% in 2019
✔ Revived 3 unhappy key accounts with an ACV $2.2 million
✔ Led the design, budgeting, and implementation of a weekly product delivery system to key accounts; this increased wallet-share by $1.7 million annually
✔ Successfully completed the project of downsizing a core branch from 20,000 square feet, to 5000 square feet, increasing service levels, and maintaining the same operational & revenue volume. This project served as a key blueprint for scaling future-branch locations

Area Manager, Retail Branch Operations

Cabins For You

Led the Inside Sales, Marketing, and Guest Experience departments. Partnered with the COO & CMO to manage revenues for the enterprise, including product development, ecommerce strategy, and business development. Effectively managed 3 direct reports and 40 indirect reports; drove revenue for a portfolio of 320 properties & optimized the experience of over 250,000 guests annually; Owned P&L performance for my departments, including 25M+ in annual revenues.

Highlights:

✔ Founded, and launched, partnerships with Airbnb and Blue Green, that are collectively worth $1 million in annual revenues
✔ Launched a Strategic Recovery Plan during The Great Gatlinburg Fire, that offered alternative options to affected guests, protected our brand’s digital reputation, and retained roughly $200k in revenue
✔ Led the Inside Sales Team through a process change that increased annual sales revenue by 186%
✔ Transformed a traditionally inbound call center into a full-service function, including outbound efforts & lead generation

Director of Sales & Marketing

Schwan's Home Delivery

After one year of service as a Territory Sales Leader, I was promoted to Area Manager of Field Sales & Operations. This position encompassed all sales and field operations in my area, including 3 fulfillment depots, fleet management of 10 DOT regulated vehicles, 2 commercial freezers, and over 3000 active customer accounts. In addition, I led 19 reports, including Route Sales Representatives, warehouse professionals, and attained 8M in annual sales revenue. 

Highlights:

✔ Achieved 110% of revenue quotas and achieved all operational profit expectations
✔ 2015, leader in predictive consumption sales; contributing over $100k in additional revenues
✔ Boosted Sales Per Mile by 15%, translating to $1400 per week in company savings, by implementing overnights & strategic hotel partnerships
✔ Recognized by the company's President, for maintaining a minimum safety score of 11 on a scale measuring 1-12 (low to high), while driving double digit growth

Area Manager, Field Sales & Operations

Hissho Sushi Inc.

In this player-coach role, I managed over 15 retail accounts; ensured targeted sales volume and necessary inventory levels; collaborated with Store Managers & Chef Partners (franchisees) to execute key projects, strategies, & growth initiatives; ensured 1.4M in annual retail sales and managed operations for company-ran locations within my region.

Regional Account Manager

Acosta

Retail Sales Merchandiser

Head of Sales | Leadership, Sales Growth, Operations Management

Over a dynamic 13-year career, I've led sales, strategy, and business operations with a knack for meaningful connections and tangible results. Picture this: generating a stellar $260 million in revenue and guiding a vibrant team to new heights—20 of them soaring to promotions. My strategic approach has not only fostered 3,800 robust account relationships but also redefined efficiency, trimming $600k in costs while elevating our customer and team satisfaction. 

I thrive in diverse markets & functions--from the pulse of e-commerce to the rhythm of travel, from the check-boxes of operations to the excitement of generating more sales pipeline--and always with a focus on nurturing talent and driving performance. Eager to share stories and strategies? Let's connect and craft our next success story.

Areas of Experience: e-commerce, travel technology, vacation rentals, B2B/B2C marketplaces, SAAS, & retail.

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