Heavy Equipment Guide Logo

This ad will close in 15 seconds

Ritchie Bros. announces North American organizational realignment


Company info

9500 Glenlyon Parkway
Burnaby, BC
CA, V5J 0C6


Read more

Ritchie Bros. has announced organizational realignment in North America , which will include a focus on three key business areas. The changes will come with several personnel changes in certain positions.

The company plans to take the following steps:

1) Prioritize senior management focus on penetrating the Upstream segment of the used equipment disposition market: 

The Upstream segment represents a large opportunity from OEMs and Dealers, Rental Companies, and other large construction and transportation multinationals, which tend to remarket used equipment through their own channels. Through the recent launch of RB Asset solutions, Ritchie Bros. has evolved beyond just an auction company, penetrating the Upstream segment by providing a suite of asset management and disposition solutions offered only through its Strategic Accounts sales force.

2) Implement a new field sales go to market model called S.A.G.E (Sales Activity Generation Engine), globally and with the U.S. as lead country: 

S.A.G.E. is a strategic initiative to generate sustained revenue growth and increased market penetration through a sharpened and disciplined focus on new customer acquisition. It aims to establish a constant state of market selling activities regardless of macro factors as well as a systematic cadence of sales activity execution across the entire sales cycle while consistently measuring outputs to enhance sales productivity.

3) Profitably scale the Government business: 

The Government business includes Federal, Defense Logistics Agency Rolling and Non Rolling Surplus, Marine Corps, and the fast growing State, Local, and Municipal businesses. This sector represents a significant opportunity for expansion in the U.S. and globally.

In order to successfully achieve these objectives, the following organizational changes are being implemented, effective July 1, 2019:

  • Jeff Jeter is appointed President, Upstream & Emerging Businesses. Jeter's responsibilities will include driving the Upstream business by rolling out RB Asset Solutions in the U.S., developing a go to market Upstream initiative in Canada, continuing to oversee Strategic Accounts in the U.S., and assuming responsibility and enhancing focus on Strategic Accounts in Canada. His remit will now also include the Government business and he will support the team to rapidly penetrate new government customers and help expand the buyer base. Jeter will lead the Caterpillar Strategic Alliance and champion the relationship with Caterpillar Corporate and Cat Financial. 
  • Sam Wyant, SVP U.S. Strategic Accounts, Doug Feick, SVP, New Business and Corporate Development, Kelly Kittson, Director Canada Strategic Accounts, and Liz D'Ambrosio, VP, Sales Support, will report directly to Jeter.
  • Kari Taylor is appointed Chief Sales Officer, U.S. Regions. In this newly created role, Taylor will assume responsibility for the U.S. field based regional sales organization. Sales Effectiveness and Sales Training will also report to her. Taylor will initially focus on successfully implementing the S.A.G.E. 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. Taylor will also help galvanize the Sales organization's embrace of data analytics and metrics, building on Ritchie Bros.' very strong customer relationship based culture.
  • Jake Lawson, SVP Sales US South, Rob Giroux, SVP Sales US West, Franklin Langham, VP Sales US Northeast and North Central, and Darrin Hogeboom, VP, Sales Effectiveness & Training, will all report directly to her.
  • Brian Glenn, SVP Canada Sales, will continue to run the regional field sales organization in Canada.
  • Jeff Jeter, Kari Taylor, and Brian Glenn will all report directly to Ravi Saligram, CEO of Ritchie Bros.

Commenting on these changes, Saligram said, "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 U.S. Sales organization as a strong leader and has been one of the key architects of our Upstream strategy. 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. Jeff's business acumen, passion for Upstream, the strong relationships and credibility he has nurtured over many years with OEMs, Rental, and Strategic Account customers, and his rich global experience in selling software and technology solutions at Manugistics and Iomega make him the ideal leader for this new role."

Saligram continued, "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. She has a proven track record of transforming sales organizations—driving excellence through a disciplined sales management process and operational cadence and influencing behaviors through performance metrics. Her ability to develop high performance teams, build capacity, and create alignment, combined with her tenacity and resilience, will position us well to accelerate our growth agenda in the U.S. I am delighted to have such an exceptional sales leader as Kari join our executive team."

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. Taylor played a leading role in the execution of the company's vision to be the number one choice for dental professionals, team members, and vendor partners.

Taylor said, "I am thrilled to be joining Ritchie Bros.—an iconic auction brand and a trusted leader in the equipment industry. The team has already undergone significant transformational work over the past few years, which has positioned the Company exceptionally well for long-term success. 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 U.S. market."

Taylor previously held senior roles at W.W. Grainger, Inc., overseeing a $1.4 billion Territory sales division, and Office Depot, Inc., where she was responsible for sales operations, pricing, and strategy within the Business Solutions Division with sales of $2.4 billion. At Benco, Grainger, and Office Depot, and other roles, she established a track record of delivering sales growth, market share gains, margin improvement, and increasing customer net promoter scores. Taylor received her MBA in International Marketing & Sales Management from Golden State University and her undergraduate degree from California State University.

More from Industry News

Subscribe to our free newsletter

Get our newsletter

Learn more

Superior appoints Belterra to distribution role in Quebec

Superior Industries, Inc., the U.S. based manufacturer and global supplier of bulk material processing and handling systems, has announced a new partnership with Canada's largest distributor of conveyor belting, components and other bulk material handling solutions. Belterra, a 50-year-old distributor with 19 locations throughout the country, will stock, sell and service Superior's conveyor idlers, pulleys, scrapers and accessories in Quebec. 

Minnich Manufacturing selected as vendor partner of Associated Construction Distributors International, Inc. (ACDI)

Minnich Manufacturing has been selected as a vendor partner of Associated Construction Distributors International, Inc. (ACDI). ACDI is a co-operative association of independently owned and locally operated distributors of specialty construction products and equipment. The organization offers members information on business and industry trends, training, fellowship, manufacturer-ready access for products, and more. ACDI distributors account for more than $1 billion in the sale of materials and equipment to the construction industry.

Terex AWP celebrates milestone in production

Within two months, Terex Aerial Work Platforms (AWP) Changzhou plant will celebrate the production of the 1,000th Genie GS-1330m scissor lift, introduced globally in early 2019, manufactured in the factory. This milestone is a testament to the great success of the facility's production capabilities in China and shows the brand's capacity to ramp-up production to meet high global demand for this product.

Subscribe to our free magazine

Get Our Magazine

Paper or Digital delivered monthly to you

Subscribe or Renew Learn more

Tadano acquisition of Demag Mobile Cranes ushers in new era

Tadano Ltd. completed its $215 million acquisition of the Demag Mobile Cranes business on August 1. The transaction brings together two of the top names in the lifting equipment industry - each well known for safety, quality, innovation, and performance. The Tadano and Demag brands now leverage a long combined history of manufacturing and lifting experience. Working together, we will push forward, innovate, and contribute to the success of our customers worldwide.

Takeuchi introduces Jeremy Lindsay as Regional Manager for Alaska and Canada

Takeuchi-US has hired Jeremy Lindsay to fill the regional manager position, effective immediately. In this role, he will be responsible for all sales development and activity within Alaska and Canada. His additional responsibilities include visiting assigned dealers throughout the region to oversee company business and assets while strengthening dealer relationships.  

JCB apprentices win SkillsUSA national competition

Two JCB apprentices won first place in the mechatronics division at the recent SkillsUSA national championships. Anthony Smith and Victor De La Cruz were tested in practical skills in pneumatic technology, electrical systems, mechanical systems and general automation techniques. Smith and De La Cruz now have the opportunity to compete in the WorldSkills championships held in Shanghai in the Fall of 2021.

Alliance Parts expands offering of products, retail locations to create one-stop solution for Daimler customers

With the recent addition of new retail locations and more value-based parts to its portfolio, Alliance Parts is fulfilling Daimler Trucks North America (DTNA)'s vision of a one-stop solution, to provide exceptional customer experiences and parts to customers when and where they need them. The growing parts portfolio, increasing retail footprint and ability to deliver parts in 24 hours or less will benefit customer uptime.

Manitowoc launches apprenticeship program to help certify welders in Pennsylvania

Manitowoc is launching a new apprenticeship program to help certify welders in Pennsylvania. This new program follows recent approval from the state of Pennsylvania Department of Labor. The company expects to have the program up and running in August of this year. The move reflects the company's commitment to further building the U.S. skilled workforce. 

Subscribe to our free newsletter

Get our newsletter

Learn more

Equipment Source Inc. is JCB's new dealer in Alaska

Equipment Source Inc. (ESI) JCB is the newest addition to the growing JCB dealer network in North America. The new JCB dealer sells and services a full range of JCB construction machines – including excavators, skid-steer and compact track loaders, and telehandlers – from locations in Anchorage and Fairbanks. 

Volvo Group and Samsung SDI to develop battery packs for electric trucks

Volvo Group and Samsung SDI have entered into a strategic alliance to develop battery packs for Volvo Group's electric trucks. Working together with Samsung SDI, Volvo Group aims to accelerate the speed of development and strengthen the long-term capabilities and assets within electromobility, to the benefit of customers in different truck segments and markets.

Serious Labs developing VR training modules for IPAF PAL+ Advanced Operator Certification

At the International Powered Access Federation (IPAF) INNOVATE event in Chicago , Edmonton-based Serious Labs, a leader in virtual reality (VR) solutions for training and operations of heavy equipment such as cranes and aerial boom lifts, announced it is working in conjunction with IPAF to develop PAL+ VR training modules. PAL+ training, which can be completed for the first time on a VR simulator, tests existing Powered Access Licensed-Registration (PAL) Card holders at a more advanced level than required for the PAL Card operator license. Completion of the course will also renew a PAL Card holder's license for another five years. IPAF's PAL Cards are recognized worldwide as proof of the highest standard in Mobile Elevated Work Platform (MEWP) operator training.

Subscribe to our free magazine

Get Our Magazine

Paper or Digital delivered monthly to you

Subscribe or Renew Learn more