Sales Manager

Malcolm A. Reid

**** *** ***** ****

Pikesville, MD 21208

Home: 410-***-**** abmr5s@r.postjobfree.com Cell: 443-***-****

MANAGEMENT CAREER PROFILE

A bottom-line driven manager supported by progressively responsible

experience throughout an 18 year sales and management career.

. Combine strong industry knowledge and business leadership skills to

consistently manage day-to-day operations, lead high-performance,

motivate teams, and implement efficient processes.

. Advanced presentation and relationship development abilities, with track

record of generating business growth and engineering red-to-black profit

turnarounds.

. Respected for wide range of industry knowledge, solid sense of integrity,

and demonstrated passion as a whole.

. Critical thinker and adept negotiator who implements revenue-enhancing

opportunities.

Core Knowledge & Skill Areas:

Customer Relationships Solution Selling Strategies Full Dealer Operations

Contract Negotiations Exponential Sales Growth Service

Strategies/Solutions

Systemic Business Niche Market Development Process

Practices Redesign/Streamlining

Sales and Profit Team Training & Mentoring Regulatory Compliance

Expansion F&I Management & Bank Issues

Dealing with Difficult Relations Advanced Internet Sales

People Opportunities

Career Highlights

Leadership - Changed culture and increased net-profits at numerous

dealerships. Reversed net losses through development of sales systems,

F&I, training and budget analysis.

Team Building - Recruited sales and management team noted for integrity and

competency with minimal turnover rate. Demonstrated and loyal team

following wherever I go.

Entrepreneur/Innovator - Built new financial services company (American

Fair Credit Association, 1993), on time and within budget, starting new

business from scratch with sales reaching $6,000,000 in 1995 and growing

from 1 to 172 offices nationwide.

Negotiator - Doubled sales by creating non-confrontational selling approach

which resulted in 150% increase in profit and the best customer

satisfaction in company history.

Customer Service/Customer Relations - Drove aftermarket sales 30% by

focusing on new goals of quality, and by establishing solid customer

relationships and value. Introduced program to increase repeat and

referral business from establish customer base.

professional Experience

Antwerpen hyundai, Baltimore, MD 2009

General Sales Manager

. Improved organizational change management by providing training programs,

improving recruiting, and implementing selling systems.

Malcolm A. Reid Page Two

. Introduced timed systemic, non confrontational process that allowed for

speedy sales transactions tailored to increase dealer profits as well as

customer needs.

. Drove management process and planning by introduction of sales forecast

system. Instrumental in establishing formal dealer policies, job

descriptions, pay scale, and annual written performance reviews. Full

responsibility for 5 Direct Reports and 25 Indirect.

. Doubled sales by introduction of preferred selling methods, transition to

the business office and accountability through performance evaluations.

. Increased net profit by 250% over prior 2 years through inventory

management, sales systems, F&I processes, delivery, budget management and

training.

. Introduced targeted marketing campaigns, which decreased marketing cost

while increasing sales and net profits.

. Changed sales force to payment and value instead of sales price, reducing

unnecessary discounts.

Toyota of bowie, Bowie, MD 2001 - 2008

General Sales Manager

. Reversed prior history of underperforming by overseeing all aspects of

sales, F&I, marketing, budgets, recruiting, training, internet and bank

relationships.

. Exceeded expectations in sales and service objectives through an

uncompromising focus on customer needs and relationship building.

. Reorganized operations by recruiting top management, motivated sales

force and installing state of the art CRM management system. Full sales

staff responsibility; 14 Direct Reports and 66 Indirect.

. Set Toyota record for sales with six (6) consecutive 1st place finishes

in region (2005-2006).

. Credited with a 125% increase in sales by implementing and developing

sales and training processes.

. Sustained cost-effective operations and positive revenue results by

constantly employing cost vs. profit analysis in all decisions.

. Fostered optimum staff performance despite challenging work

environment/deadline commitments by cultivating well-motivated, focused

staff committed to overall team success.

. Pioneered and developed the industries first ever "Radio" interview

format by becoming a part of "The Morning Show" on 4 radio stations thus

creating a steady stream of "trusting" buyers. This resulted in a

complete dominance of local radio, a 30% increase in sales and a 40%

decrease in cost per sale.

Len Stoler Nissan 2004 - 2005

General Sales Manager, Owings Mills, MD

. Recruited by Dealer Principle to develop a detailed business plan to

change the culture and productivity of a historically under-performing

dealership.

. Directed several crucial areas of operations including sales, F&I,

wholesale, marketing, training and bank relations.

. Delivered a 210% increase in net profits by implementing processes that

increased efficiency and insured accountability.

. Decreased operations and marketing cost by focusing on training and

turning current customer base into repeat buyers.

. Devised a pricing strategy that improved competitive position and

increased profit margins.

. Set the benchmark for productivity by breaking all company performance

records for sales, F&I and profit. Enjoyed a 180% increase over prior

company performance record.

Other positions held - President, American Fair Credit Association,

Baltimore, Maryland, 1993-1999; Recovery Manager, Creditrust Corporation,

1999-2001, Baltimore, MD; Collection Manager, National Bureau of Credit,

Alacrity & FCA, Maryland 1989-1993.

Malcolm A. Reid Page three

Specialized training

Advanced Call Management Organizational Planning Small Business Management

Budgeting & Forecasting Efficiency Reviews Advertising & Marketing

Profitability Improvement Human Behavior & Diversity in Planning & Conducting

Systems Organizations Management Audits

Principles of Accounting Business Math Team Building

education

NRI Paralegal School, Certified Paralegal, Washington, DC, 1991

PUBLICATIONS AND PRESENTATIONS

. Keynote Speaker at Regional & National Business Conventions, American

Fair Credit Association, 1993-1999.

. Conducted useful trainings and workshops teaching practical business

solutions to experience growth in any market conditions, American Fair

Credit Association, 1993-1999, Radio One, 2006-2008, 5linx 2009.

. Successfully motivated youth to make an impact as our future leaders,

Milford Mill Academy, 2010.

. Publisher of R&R Financial Services Guide, 2000, Author of soon to be

released book entitled "Excuses End Now."

HONORS AND ACHIEVMENTS

. New Rising Star Award, 5linx Enterprises, 2008

. Top New Business Leader, WPGC 95.5, 2005

. Top Performing Toyota Dealer (6 consecutive months - Toyota

record),Toyota of Bowie, 2005

. Top Performing Dealer in Organization (out of 15 Stores), Len Stoler

Nissan, 2004

. F&I Presidents Club Award Winner, Toyota of Bowie, 2002

. Trackers Club Award Winner, Toyota of Bowie, 2001

. No Complaints Award (given by the Better Business Bureau) American Fair

Credit Association, 1993-1999

. Most Profitable Office Award Winner, American Collectors Association,

1989

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