Welcome! I’m Steven Dwight, a seasoned sales leader with 25 years of experience in Transportation & Logistics Technology. My passion lies in driving significant revenue growth and transforming sales teams for tech startups and scale-up companies.
Professional Overview
I am a seasoned Enterprise Sales Business Development and Channel Program Leader with extensive experience in advancing fleet telematics platforms from early satellite and terrestrial communication systems to today’s sophisticated SaaS IoT mobile platforms. My expertise lies in understanding the nuances of intelligent transportation technology and maintaining a cutting-edge perspective in this rapidly evolving industry.
My Approach
My approach centers on three key areas of focus that ensure comprehensive and sustainable growth.
Visionary Leadership
I align executive goals with sales team operations for maximum efficiency and effectiveness, ensuring every aspect of sales supports your broader company objectives.
Hands-On Execution
From market and competitor analyses to developing compelling value propositions, I provide hands-on execution tailored to your specific needs, driving tangible results. This includes personally selling to top 100 fleets.
Building a Strong Sales Culture
Creating a sales culture that values excellence, continuous improvement, and resilience is at the heart of my approach. Together, we’ll build long-term trust and commitment with your customers.
Proven Success
Air-Weigh:
Achieved a 29% year-over-year revenue growth, increased Truck OEM pull-through revenue by 45%, and grew refuse sales revenue by 35%.
TruckX:
Implemented a robust sales strategy resulting in 30% revenue growth in the U.S. and Canada, and increased average customer fleet size and ARPU by 62%.
Platform Science:
Launched the company’s sales operations, targeting the top 100 fleets, and secured significant contracts, including a 5-year, 16,000 truck rollout with Schneider National.
Core Competencies
- Sales Team Leadership & Mentorship: Leading sales teams to record-breaking results by creating impactful and repeatable sales processes.
- Strategic Planning & Execution: Developing and executing strategic plans tailored to client needs.
- Complex Contract Negotiations: Skilled in negotiating and winning complex deals.
- Sales Audits & Evaluations: Conducting thorough sales audits and implementing corrective actions.