Sales Manager

Objective

SEEKING POSITION WITH A COMPANY REQUIRING A CREDIT MANAGER EXPERIENCED IN

ALL FACETS OF CREDIT AND COLLECTION BY MAXIMIZING REVENUES WHILE MINIMIZING

RISK, IMPROVING CONVERSION OF SALES TO CASH AND REDUCING DEPARTMENTAL AND

ORGANIZATIONAL COSTS WHILE INCREASING EFFICIENCY THROUGH KNOWLEDGE GAINED

IN 25 YEARS OF EXPERIENCE AS A CREDIT MANAGER.

Employment History

2000 - 2010 CREDIT MANAGER GRAPHIC COMMUNICATIONS HOLDINGS, ALISO VIEJO,

INC. CALIFORNIA

SOLE CREDIT DEPARTMENT ASSOCIATE RESPONSIBLE FOR 300 ACCOUNTS AND NEARLY

$1 BILLION IN REVENUES. RESPONSIBILITIES INCLUDED:

Improved Conversion of Sales to Cash: Reduced days sales outstanding by

collecting overdue balances and by system changes such as sending invoices

by email, fax or electronic data interchange. If customer required

physical copy of invoice by mail, billing address, contact and "plus four"

zip codes was required. Redesigned invoices to reduce customer payment

errors and to include lockbox, overnight mail and bank wire transfer

addresses. Reviewed payments to make sure all checks sent to bank lockbox.

Asked customers to pay by wire transfer. Reviewed aging report and

contacted overdue accounts daily.

Risk Management: For new accounts: Established scoring system to evaluate

risk from bank and trade reference letters and Dun & Bradstreet reports and

created model for analyzing financial statements. In addition, researched

prospective customers by searching online news sources, governmental

agencies and courts. For active accounts: Monitored accounts by daily

monitoring of news reports online. Tracked payment days and Dun &

Bradstreet predictive scores to determine risk. Was able to save company

significant losses on a major consumer electronics retailer that liquidated

by closely monitoring the financial results. Did not grant credit terms

to a regional department store chain that filed for bankruptcy. However,

granted credit terms to companies with solid fundamentals impacted by

financial setbacks in the down economy.

Cost Efficiency: In collection cases, determined when to use collection

agency or attorney and prepared documentation for legal cases by logging

notes on calls and keeping organized files. In bankruptcies, prepared

preference payment defense analysis, filed proof of claims, served on

unsecured creditors committees and reviewed bankruptcy case documents.

Prepared personal and corporate guarantees and promissory notes from

boilerplate documents as required. Familiar with security and consignment

documents and Uniform Commercial Code filings.

Reporting: Implemented risk-scoring model for calculating the monthly bad

debt reserve. Reviewed aging report to clear unapplied cash, resolved

debits, offsetting entries and payment application errors. Prepared

reports and updated management on departmental status on weekly basis and

on request.

Computer Skills: Programmed shortcuts and macros in Microsoft Outlook,

Microsoft Excel and Microsoft Word to increase efficiency. Programmed

reports from Microsoft Dynamics NAV (Enterprise Resource Planning software)

add-in program. Prepared presentations using Microsoft PowerPoint. Other

programs used include Virtual Private Network and Remote Desktop

Connection, Adobe Acrobat Standard and Snag-it.

Organizational Efficiency: Determined when to contact sales and management

on collection issues. Worked with sales and executive management to

obtain insurance, guarantees, security, change payment terms, limit

exposure or end open account sales on high-risk accounts. Prepared

information sheet for Purchasing in lieu of completing applications for

credit. Prepared standardized W-9 Form to comply with backup withholding

laws. Designed system to expedite response to Credit Reference requests

from other companies. Audited payment applications to track deductions and

unapplied payments and contacted companies not complying with Cash Discount

policy. Obtained sales tax exemption certificates from customers.

Complied with Sarbanes-Oxley procedures for credit.

Export Credit: Experienced in international credit management - company

had customers in Latin and South America and Europe. Sales terms were cash

in advance, Letter of Credit, sight draft and open account. Knowledgeable

about Letters of Credit and Drafts. Experienced in selecting and working

with Export Credit Insurance agencies.

1982 - 2000 Credit Manager The Goodyear Tire & Rubber Company Los Angeles,

California

Managed $20 million portfolio of Accounts Receivables, including $6

million in Central and South America and Australia. Responsibilities

included:

Collections: Was able to maintain days sales outstanding and past due

percentage levels despite drop in sales due to continued sale of divisions.

Portfolio Management: Analyzed applicants and reviewed active accounts

through use of credit bureau reports, bank and trade references and

financial statement breakdown.

Relations: Made presentations at sales conferences and visits to sales

representatives and customers both in and out of the country. Member of

MEMA Financial Services Group Aftermarket Credit Group.

Computer Skills: Part of company's implementation of SAP Enterprise

Resource Planning system. Responsible for selecting and set up of

department's computer hardware and software. Modernized department by

developing financial statement analysis with Microsoft Excel, and use of

word processing, Internet and electronic communications.

Supervisory Experience: Trained and supervised credit assistant who was

responsible for generating bank and trade reference letters and obtained

credit reports for two credit managers, with the other located in Chicago.

Employment History: Began career as retail sales person at Goodyear in

1982. Promoted to store manager in 1983. Recruited out of the retail

stores in 1984 to become Assistant District Credit Manager in Los Angeles.

In 1984, temporarily assigned to manage credit for the Houston and San

Antonio Districts. Promoted to District Credit Manager in 1987 for the

Phoenix and Salt Lake City Districts. Became Credit Manager - General

Products in 1991, managing credit for non-tire related sales.

Credentials

CALIFORNIA STATE UNIVERSITY LONG BEACH - LONG

BEACH, CALIFORNIA

BACHELOR OF SCIENCE MAY 1982

Majors:

. Financial Management

. Human Resources Management

Minor:

. Journalism

Professional Training Courses:

Dun & Bradstreet:

. Assessing Risk in Latin America

. Best Practices in Commercial Credit Decision-Making

. Assessing Risk in Canada

Other:

. ABC-Amega Inc. - Reducing Risks on Credit Sales into Mexico

. Creditntell.com - Credit Measures & Liquidity Ratios

. Creditntell.com - Debt, Banking & Covenant Analysis

. Creditntell.com - Analyzing Cash Flows

. Creditntell.com - Warning Signs of Troubled Companies

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