Stephen Hoeft

Pioneer
DISC Type : sid

Vice President of B2C Sales at Michelin

Simpsonville, South Carolina, United States

Overview

Stephen Hoeft is a seasoned sales executive with over 26 years at Michelin, currently serving as the Vice President of B2C Sales. An experienced team builder, he has a history of leading North American enterprise fleet and national retail channel strategies. He holds a BS from St. John Fisher University.

Outside of his professional life, Stephen is a proud and engaged parent. He publicly celebrates his childrens accomplishments and values connecting with his team on a personal level, often discussing family events to build stronger relationships and foster a supportive, authentic team environment.

He began his career in the wine industry with E&J Gallo before transitioning to the automotive sector.

Personality Overview

Friendly But Fast

Driven But Considerate

Decisive But Friendly

If they are convinced, they can become very strong champions for your product  They have the unique ability to win both love and respect from their team (or outsiders) They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed

Topics They Care About

Leadership Development
Frequently posts about building winning teams through trust, emotional intelligence, and accountability. He was also a guest on a podcast discussing leadership.
B2C Sales Strategy
His career at Michelin has centered on leading B2C sales, including strategies for national retailers, mega-retailers, and the club channel.
Authentic Team Culture
Emphasizes the importance of knowing team members personally, fostering open communication, and creating a positive, low-stress environment to drive results.

Media Appearances

Stephen has no verified media appearances

Work History

1-2024
Vice President of B2C Sales at Michelin
3-2022 - 2-2024
Vice President, Enterprise Fleet Accounts and OE, B2B at Michelin
6-2016 - 5-2022
Director of Channel; National Retail Group, B2C at Michelin
7-1997 - 6-1999
District Manager at Piedmont Wine (E&J Gallo Wine Sales Program)
2-1996 - 7-1997
Territory Sales Manager at Piedmont Wine (E&J Gallo Wine Sales Program)

Education

1991 - 1995
BS from St. John Fisher University

More Information

Social Presence :

Prographics :

Exp : 12 Location : Simpsonville, South Carolina, United States Job Level : Senior Designation : Vice President of B2C Sales at Michelin
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Insights For Selling To Stephen

During A Call Or A Meeting

DO's

  • Use phrases like ‘your decision will’, ‘you will impact’ etc.
  • Build a trustworthy relationship while keeping the product center-stage
  • Ask them for a lunch or coffee once some rapport has been established

DONT's

  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Don't lean very heavily into providing too much information, sharing whitepapers etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stephen is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from Stephen

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will Stephen move?

  • They are generally fast movers and can take quick decisions
  • Can Stephen take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And Stephen

Personality Compatibility


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