Sales Manager

Michael T. Newell

.*** Stratton Drive, Medina, Ohio 44256 . 330-***-**** (Cell) .

ab8wb1@r.postjobfree.com (Email)

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SALES & MARKETING MANAGEMENT EXECUTIVE

Results oriented leader effective at evaluating and identifying opportunity

areas within business operations. Ability to leverage facilitation skills

to build relationships and create lines of communication to keep clients

focused on objectives. Expert at developing, implementing, measuring, and

monitoring action plans to achieve goals. Proven ability to produce

profitable outcomes in a complex and highly competitive industry.

Successful at developing time management processes that increase efficiency

and productivity on a personal and client level. Track record of strategic

and tactical expertise in sales, marketing, team building, process

management, and training.

Core Competencies & Management Strengths:

. Territory & Account Management . Team & Relationship Building

. Problem Solving & Negotiation Skills . Public Speaking & Presentation Skills

. Facilitation & Training Skills . Verbal & Written Communication Skills

. Process Improvement Management . Digital Process Management

. Sales & Research Analysis . Up-to-Date Technology Skills

Master of Business Administration (M.B.A.) . Regis University (Denver, CO)

. 3.95 G.P.A.

Bachelor of Science . Major: Marketing; Minor: Professional Writing .

Ferris State University (Big Rapids, MI)

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PROFESSIONAL EXPERIENCE

MARITZ INC., St. Louis, MO

General Motors Standards for Excellence Account Manager (Cleveland, OH)

2005 to Present

Proactively leads 63 automotive dealership management teams representing

all 7 General Motors (GM) brands. Identifies opportunities in variable

operations (sales & financing), fixed operations (service & parts), and the

business office (accounting & administration). Creates strategic customer

focus initiatives by aligning dealership operating standards with customer

expectations. Launched and directs over 150 cross functional employee

continuous improvement teams. Supervises teams to create formalized action

plans to increase customer satisfaction, retention, sales, and market

share. Responsibilities also include: analyzing and interpreting customer

research data, process mapping, measuring & monitoring dealership

sales/service goals, training management/employees, selling & launching

customer loyalty programs, implementing service lane processes, improving

dealership culture by implementing Disney Institute processes, and directs

digital process improvements.

. Under my leadership 150+ teams implement action plans focused on cost

reduction, employee recognition, and customer initiatives. On average,

employee turnover reduced 40%, good will cost decreased 27%, and employee

satisfaction scores increased 45%.

. $10+ million in performance bonuses earned by dealers over past eight

years. Dealerships increased year over year sales by an average 12%,

customer satisfaction 16%, and overall profitability 8%. Market share

increase in every dealership.

. Subject matter expert developing and implementing service lane processes

focusing on multipoint vehicle inspections, vehicle walk-arounds, and

vehicle re-delivery. Average dollar per repair order increased 11%, which

resulted in an average monthly profitability increase of $25K+.

. Created a digital action plan tool used by over 250 SFE Account Managers

nationwide.

. 99% annual dealership enrollment retention in Standards for Excellence

(SFE) program. Increased program revenue by $420K by enrolling 12 new

dealerships.

Michael T. Newell

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Continued:

. Sold and implemented customer loyalty programs in 60% of dealerships

increasing service customer retention by 17%. Average revenue increase

of $20K+ month and repair order increase of 10%.

. Serves as digital process consultant working on every aspect of

dealerships' websites and lead response processes. Website traffic

increased average 15%. Lead response time decreased to less than 30

minutes. Close rates for digital leads increased over 25%.

. Serves on 6 member service task force developing nationally utilized in-

dealership material.

GENERAL MOTORS, Detroit, MI

OnStar & XM Radio Area Sales Manager (Salt Lake City, UT)

2001-2005

Territory Manager based in Salt Lake City, Utah responsible for 247 GM

dealerships across 7 states. Engaged all levels of dealership personnel in

selling, enrolling, activating, servicing, and marketing OnStar & XM

Radio. Provided consultation & training to over 3,000 dealership

employees. Integrated OnStar & XM Radio activation procedures in dealership

operating processes. Created and implemented programs and contests

for retail personnel to drive sales, activations, and training. Resolved

customer concerns and communicated product/service updates to management.

Managed product launch of XM Radio in dealerships. Territory leader

for OnStar initiatives during the 2002 Salt Lake City Winter Olympics.

Performed 2,000+ OnStar & XM retail demonstrations. Developed personalized

dealership OnStar marketing plans.

. For 3 consecutive years scored in top 10 nationally for Area Sales

Managers in activations, call minute purchases, training completion, and

sales. Territory OnStar activations increased over 55% resulting in over

70% customer retention rates. 75% of customers purchased additional

minutes on the personal calling feature. Dealership training completion

rate of 98%. OnStar vehicle equipped orders increased 25% from 2002 to

2005.

. Developed one page dealer summary tool used by Western Region OnStar

team. Successfully mentored and trained 5 OnStar Area Sales Managers.

Created 3 presentations for OnStar & XM and presented to dealership

audiences of 300+. Successfully resolved 200+ customer and dealership

concern cases.

. Ranked #2 in U.S. for vehicle orders equipped with XM Radio. Sold over

100 XM Radio showroom display units.

EARNEST & JULIO GALLO WINE MANAGEMENT/LEADERSHIP PROGRAM

J LEWIS COOPER WINE & SPIRITS DISTRIBUTOR (Dearborn, MI)

Area Sales Manager (Detroit Metro, MI)

2000-2001

Recruited by Earnest & Julio Gallo (E&J) for its Management & Leadership

Program. Managed 20 wine retailers in metro Detroit territory.

Responsibilities focused on retail performance assessments, business

development, 360 degree feedback process, point of sale displays, and

inventory management. Completed Gallo management program focusing on

development/implementation of tactical and strategic plans for

retailers. Communicated national sales promotions, and policy/product

changes to retail managers. Main contact for retailer/consumer issues and

oversaw resolution process.

.

. Sold over $375K in displays and inventory during 2000 Christmas selling

season. Ranked #3 of 31 Area Sales Managers in cases sold and overall

gross profit. Ranked #2 in retail display cases sold in 2000.

. Increased shelf share & floor space by 8%. Increased sales over 10% in

14 of 20 retailers in 2000. Gallo market share increased 4% in territory

from 2000 to 2001.

. Trained and mentored 3 Area Sales Managers. Presented 6 E&J Gallo

national programs to J Lewis Cooper sales team.

References available upon request.

Contact this candidate