Below is a Q&A with Heather Greenawald, vice president of legal at ADESA and a 2017 Women in Remarketing honoree. 

Auto Remarketing: What was your path to the automotive industry, and what do you enjoy most about working in the car business?

Heather Greenawald: The people are what drew me to this industry and what I enjoy most about working here. I met the general counsel of KAR Auction Services, Becca Polak, at a business dinner a few years ago. Her passion for her work, her company and the industry was evident. I was so intrigued by this meeting that when a position became available, I applied.

During the interview, it was clear how unique this industry really is — relationships are paramount. I continue to be amazed by the authentic and sincere friendships I see among colleagues, customers and vendors, and the longevity of their careers. I remember that when I first started, someone told me that once people join this industry, they rarely leave. I can absolutely see why.

AR: How is the remarketing/used-car segment of the business most different from when you first started out?

HG: As a fairly new member of this great industry, I can already see that our business is constantly changing and growing. One example I see in my area is that in recent years, the remarketing business, especially financial services consignors, has faced enormous pressure from various federal and state regulators. The remarketing industry has evolved in an effort to better understand and accommodate these regulatory and compliance needs. I have seen the dialogue around “compliance” become more robust at all levels.

AR: How would you describe your leadership style and approach to problem-solving?

HG: I think the best way to describe it would be to quote the former Indianapolis Colts head coach, Tony Dungy: “A good leader gets people to follow him because they want to, not because he makes them.”

I truly aspire to be that kind of leader. But to be that kind of leader, I think it is important to always be self-reflective and to continuously be willing to learn and grow.

In my career, I try to be mindful and to adopt positive leadership traits from leaders I respect and people who have served as my mentors. I think to be a great leader, you also have to be a great listener and be willing to learn from others.

I have a very collaborative management style that supports open discussions and encourages different perspectives and approaches. I believe this ultimately leads to better decision-making and more effective problem-solving because it allows you to understand all perspectives when it comes to addressing business challenges.

AR: What have been some of the top keys to your success in the car business?

HG: The fact that I love to learn and my attention to detail have definitely been two of the top keys to my success in this business. The auction industry is very complex, and it is influenced by a number of external factors, including the regulatory environment and customer needs. My willingness to dive into the details and work hard to understand all aspects of this business were important so I can serve as a trusted resource for our company, customers and industry groups.

Surrounding myself with some of the smartest people in this industry — from my outstanding team to my fellow colleagues on industry committees — has also contributed greatly to my success. It is important to me that I contribute to the development of sound practices through groups like the NAAA and IARA.

Participation on various compliance and legislative committees within these organizations has helped me gain a better understanding of the broad spectrum of issues facing the industry, and what I can do to help shape its future.

AR: Who are some folks, whether in the auto industry or not, that you admire professionally, and why?

HG: Paul Lips, COO of ADESA, is one of the most impressive executives with whom I have ever worked. He has an encyclopedic knowledge of the industry and its history. From my experience, if Paul doesn’t know the answer to a question, then no one does. He is able to really look at things both operationally and strategically.

Not only is he extremely knowledgeable, but I also appreciate his demeanor. He is very approachable and always willing to help. I can see why he is so well respected, both within the company and the industry as a whole. Even though he is incredibly busy, I respect that he always takes time to mentor others and contribute to industry groups. It is obvious how much he genuinely enjoys being part of this industry and how much he cares for the people in it.

AR: When you are able to get away from the office or work, what do you enjoy? What are your hobbies, interests, etc.?

HG: I enjoy spending time with family and friends, and traveling. I have three children who are all very active in sports, so we spend a lot of time at the baseball diamond and soccer field. I also love to travel, whether it’s just a simple trip to the beach or a more exotic location. One of my most unique travel stories includes horseback riding at 2 a.m. by the pyramids in Egypt.

Read about all of this year's Women in Remarketing honorees in the April 1 issue of Auto Remarketing.