Sales Manager

Robert W. McKie

***** ********* *** ************@*****.*** Home 952-***-****

Eden Prairie, MN 55347 linkedin.com/in/robertmckie Mobile 952-***-****

CAREER ACCOMPLISHMENTS

** + year successful career with Wells Fargo Bank/Financial leading teams to 16 years of double digit growth

and record profit

Proven leader with extensive experience building collections and operations teams, developing and mentoring

team members to successful careers and driving results using metrics based reporting

13 years of under 2% portfolio loss by proactively managing accounts

Led change in the business development space that drove better receivables lead ing to some of the lowest loss

ratios within the company with some units under 5%. One unit achieving a yoy credit for losses during 2007 -

2008

Managed a positive environment, coaching and mentoring team members to overcome obstacles and achieve

results regardless of the challenges

Managed teams to 13 years of above quota collection results and 50 -80% of projected overall loss

Led the successful launch of collections and sales handoffs to mitigate loss, strengthen collateral positions and

avoid bankruptcies

PROFESSIONAL EXPERIENCE

WELLS FARGO FINANCIAL, Eden Prairie, MN 2005-2009

Vice President – Business Development/Strategy

Managed and directed 4 virtual consumer lending teams, totaling 150+ sales professionals throughout the U.S.

Managed the loss mitigation strategies for leasing. Oversaw all phases of the business development cycle in direct

to consumer lending. Managed prime, near prime and subprime sales, credit analysis and fulfillment functions.

Managed direct to consumer call centers supporting refinance and consolidation products, purchases and lease

buyouts. Managed all teams in a virtual environment.

o Grew business from $90 million to a high of $600+ million in volume over 4 years accomplished by

developing and implementing accountability metrics to drive performance

o Managed teams nationally that mitigated loss by the sale of assets achieved through repossession and foreclosure

averaging near retail level in the auto space

o Developed, implemented and managed to all new pro ductivity metrics that resulted in rep production

improvements of 35-60%, profit increases of 25%, and overall cost per unit decreases of 25%

o Developed and implemented process changes that resulted in rep production increases of 14 times larger than

the company average

o Developed new loss mitigation strategies that combined auction data, loss leaders, and market analysis to

reduce overall loss

o Implemented operational efficiency improvements during 2007 and 2008 that led to $2 million in savings

o Designed, developed and launched Internet E-business and E-commerce channels that resulted in a 25%

increase in business, and were the most profitable and cost effective channel s

o Development and Execution on new B2B relationships that resulted in 4X lead and busine ss productivity

o Initiated, and drove the development and implementation of a comprehensive systematic training program for

each employee that allowed us to benchmark progress and establish progress from day 1. This drove new hire

production metrics up by 30%

WELLS FARGO FINANCIAL, Waukesha, WI 1999-2005

District Manager- Store operations

Managed and directed Wisconsin and Iowa consumer lending business production offices. Directed and managed

the sales, collections, credit and credit analysis of real estate, auto, consumer, and credit card products. Managed

the recruiting of all teams to insure the highest quality employees. Developed and implemented district and per

store sales strategies leveraging the talents of each location to achieve maximum results.

o Top 5% district in overall collection and loss operations performance

o Winner of every annual collection/loss contest from 1999-2005. This was accomplished by building high

performing teams, establishing and managing to accountability and perf ormance metrics

o Hired, trained and promoted the most individuals to district managers within the company while holding this

position

o Developed key dialing time and appointment strategies to proactively reduce collections, increase sales and

reduce loss. Successfully led teams to 6 years of beating loss forecasts with some years a by up to 50%

WELLS FARGO FINANCIAL, Eden Prairie, MN 1998-1999

Indirect Operations Manager

Launched a centralized buying center to purchase indirect auto contracts from dealers. Led a team of professionals

that developed the business, analyzed transactions using business underwriting practices, and booked the loans.

50% of all sales finance transactions in Minnesota were financed through my office.

Chosen to launch one of two centralized test centers for Wells Fargo’s new fulfillment process that resulted in

o

the growth of volumes from $20 million per month in 1996 to over $1 billion per month by 2006. The success

of the test centers led to the development of Wells Fargo Auto Finance Indirect

o Increased center effectiveness with this launch from 20 units per month in 2006 to over 200 units by 2007.

o Successfully integrated 3 employees into a cohesive business unit that delive red exceptional sales results. Each

of these employees went on to become regional sales managers within the company and were integral parts to

building of the company

o Managed the financial budget of the operation to a 20% reduction in cost, while exceeding production goals by

18%

WELLS FARGO FINANCIAL, NV and MN 1991-1998

Store Manager/ Associate Manager

o Individual producer of the year in 1992 for overall business production, outperforming the next person by 20%

o Promoted to manager in 13 months, the time of other employees in the region. This was accomplished by

asking for the goals necessary to make this happen during my first week of employment

o Drove accountability metrics which led to our being named the most profitable office in the region in 1995

o Achieved Office of the Year in 1997 by focusing efforts on volume produced, collections and bad debt

reduction and maximizing profit

o Designed strategies and worked relentlessly to win every company contest from 1993 -1998

o Managed teams to a 50-80% under plan loss goal

EDUCATION AND COMMUNITY INVOLVEMENT

EDUCATION

University of Colorado, Boulder

B.S. Double Major: Marketing and Organizational Management, Minor in Communications

COMMUNITY INVOLVEMENT

Habitat for Humanity, Emergency Food Shelf Network, United Way, Bridging Inc.

Developed the Hurricane Katrina mobilization response for Wells Fargo Financial

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