Sales Manager
Resume:
PHILIP PONICSAN
Liberty Township, OH 45044
abj011@r.postjobfree.com
Professional Summary
Sales marketing professional with 24 years wholesale sales experience,
including 10 years supervisory, in the automotive industry. Developed
regional marketing initiatives and incentives that increased market share,
revenue and customer satisfaction on key vehicle lines. Structured and
implemented training for dealership sales teams that increased customer
retention & facilitated incremental sales. Developed and maintained strong
dealer relationships with Ford Sales, Customer Service and Finance
divisions. Demonstrated expertise creating and implementing retail/fleet
marketing programs and prospecting & selling systems to franchised dealers
in 9 states. These process improvement initiatives resulted in expanded
profits for dealers and increased market share for the manufacturer.
Driven change using objective analysis of dealer financial statements,
conducting competitive market analysis, implementing direct marketing
campaigns, and conducting monthly training seminars to improve product
feature/benefit awareness.
Career Experience
Sears Holdings Company, Hoffman Estates, IL 2010 - Present
Automotive Commercial Account Manager - Sears Automotive, Cincinnati, OH
Responsible for growing and managing the service, parts and tire business
of 31 Sears Auto Centers in 3 states. Provide Auto Center Managers with
training support to maximize profit and productivity. Aggressively
prospect and open new commercial customer accounts and proactively work
with store and district management to more efficiently service commercial
customers. Analyze Auto Center financial statements and account sales on a
monthly basis to grow sales revenue, identify areas of opportunity and
implement corrective measures to improve service & parts revenue.
Ponicsan Automotive Solutions, LLC, Cincinnati, OH 2009 - 2010
Developed and implemented sales prospecting systems, lead generation, and
organizational structure for franchised dealer fleet & commercial sales
departments. Established yearly marketing and business plans with market
share driven revenue goals and annualized advertising budgets. Clients
include automotive dealerships, sales/motivational training organizations
and vehicle order management companies.
FORD MOTOR COMPANY, Dearborn, MI 1986 - 2009
Commercial Business Manager - Fleet Operations, Cincinnati, OH 2001-2009
Managed, developed & monitored growing fleet sales and service business
with fleet customers & 54 Ford dealers in a 6 state area and provided
marketing and training support for 122 fleet salespersons. Improved
commercial customer relations and provided "real time" feedback to
dealerships and cross-functional teams. Organized and facilitated
quarterly "grass root" meetings that fostered open two-way communication
with the manufacturer and provided a forum for best practice idea sharing.
. Exceeded 100% of fleet sales objective 7 years running as Regional
Commercial Business Manager by prospecting & growing sales with medium
and large fleet accounts.
. Increased E-Series industry market share to 49% in 2008 by strategically
utilizing $110K marketing funds to promote quarterly marketing incentives
and implemented a sales prospecting strategy with commercial
salespersons.
. Managed and co-funded 8 annual commercial vehicle trade shows in 3
states. Conducted vehicle feature/benefit presentations and reviewed
fleet incentive programs and service options to existing and potential
customers.
Regional Brand Manager - Ford Division, Cincinnati, OH 2000-2001
Created and implemented yearly $6M marketing & customer incentive budget
and communicated ongoing marketing programs and contests to 320 Cincinnati
Region Ford dealers. Adapted marketing plans to reflect changing
conditions in the retail industry.
. Lowered regional Explorer days supply from 162 to 80 during a 2-month
period with an "Explorer Selldown Sales Challenge" dealer contest that
increased Explorer sales by 34% year over year.
. Created a "Top 40 Group" for volume Ford dealers group that motivated and
persuaded dealers thru recognition and awards to increase local media
advertising spending and expand stock of Taurus & F-Series vehicle lines.
This also greatly improved communication and sharing of ideas with the
regional office.
. Planned and executed dealer payoff trips and business meetings, to
include "The Emmy's", with a budget of $780K.
Planning & Distribution Manager - Ford Division, Cincinnati, OH 1999-2000
Responsible for managing & implementing yearly $400K regional operations
budget, securing & distributing allocation of all vehicle lines to field
sales personnel, and development of yearly business plan. Facilitated
financial analysis and product feature/benefit training for dealers Zone
Managers. Conducted monthly sales/marketing presentations with Regional
Zone Managers that implemented a wholesale and advertising strategy for
Cincinnati Region dealers.
. Negotiated the transfer of additional vehicle production that contributed
an incremental $9.3M to yearly regional revenue target. Developed a
monthly marketing plan to sell this additional production to low days
supply and poor performing dealers.
. Created and implemented a "fast turn" report that identified fast selling
options and colors for key vehicle lines in 5 market areas. This report
assisted dealers in ordering vehicles that sold at a quicker rate and
lowered their floor plan expense. This regional "fast turn" report later
became the model for a similar national distribution report.
. Organized and facilitated customer focus groups that provided detailed
feedback on the sales process at Cincinnati Region dealerships. This
feedback allowed dealers to address sales and follow-up policies &
procedures and make necessary changes.
. Created and implemented monthly sales, negotiating, and dealer financial
statement analysis training for 12 Zone Managers. Conducted semi annual
financial statement review seminars for loss and under performing
dealers.
Metro Zone Manager - Ford Division, Cleveland & Cincinnati 1988-1999
Zone Manager - Ford Division, Chicago 1986-1988
Responsible for monthly wholesale of car & truck lines and
training/certification of 142 Ford Dealers. Fostered open communication
between dealer principals & salespersons that allowed input and influence
in advertising strategy and inventory stocking levels. Created an open
line of communication between dealerships and Ford Sales Division & Ford
Motor Credit Company that increased sales and customer satisfaction.
. Achieved highest percent of wholesale performance (exceeded quota), out
of 12 Zone Managers, for 6 consecutive years.
. Created and implemented "Inner Circle" sales recognition club to
stimulate higher sales volume and customer satisfaction rating. Designed
a "Super Bowl" style 14K ring, which fostered motivation to attain goals
that qualified for membership in this club.
. Motivated a dealer to sell 152 Rangers (312% increase in sales) in one
month that generated $165K in gross revenues by identifying and outlining
marketing trends, detailing financial statement revenue opportunities,
and product positioning.
. Increased dealer yearly profits by a record 61.6% through the use of
lease marketing, prospecting and ongoing sales & closing training
seminars with sales teams.
Education
Bradley University - Peoria, IL
B.A. - International Relations
Minor - Public Relations
Professional Development Community Involvement
United States Army Reserve St. Paul
Retirement Village, Board Member
Captain, Artillery Battery Commander
SonLight Solar Power, Board
Member
Certified, Corporate Recruiter
Juvenile Diabetes Foundation
Certified, Employee Mentor
Fundraising Chairman
Master Certified, Commercial Fleet Sales Race For The
Cure, Event Coordinator
Closing The Sale and Sales Negotiating Seminars Junior Achievement,
Sponsor
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