Sales Management

J AMES P AUL

*** **** ****** ** **********, FL. *3765 727-***-**** *****.****@********.**.***

S A L E S & A C C O U NT M A N A G E M E N T

Twelve years of successful sales and management experience. Managed 2 regions with 23 sales teams and

152 sales reps throughout a 10-state region generating over $1.9M in revenue on a weekly basis through

multiple channels with the worlds largest automotive remarketing company. Demonstrated expertise in

building long-standing relationships, exceeding target numbers, budgeting, cost cutting measures, and

planning. Process-oriented sales professional with rigorous track record of regional travel. Extensive

background in recruiting, hiring, training, managing, coaching, mentoring, and talent-focused

management.

SALES SKILLS & PROFICIENCIES

Organization Design and build $$Multi-million Contract Negotiation SalesForce.com

Budget and Financial Develop and roll out new products Highly Organized

Accountability Communicating for Results Brand Marketing

Strategic and Operational

Highly organized and multi-tasker Microsoft Office Suite

Planning Partner and Alliance Development Forecasting / Planning

Consistent Revenue Growth

Detailed Territory management Manage by the numbers

PROFESSIONAL EXPERIENCE

MANHEIM AUCTIONS Corporate, GA, IN, 2005 to 2009

Full service provider of remarketing solutions to Manufacturers, Financial Institutions, Fleet Companies, and

Dealerships.

Regional Manager, Sales and Account Management – Southeast and Florida, 2007 to 2009

Partnered with general managers to manage, direct and coordinate the overall sales and business

development of dealer, factory, and fleet account management in Washington DC, Virginia, South

Carolina, North Carolina, Georgia, Alabama, Mississippi, Louisiana, Florida and Puerto Rico. Partnered

with the corporate customer strategy team to ensure effective implementation and execution of account

management initiatives. Developed location managers and sales teams through consistent process of

coaching, mentoring and feedback to ensure that initiatives and goals were accomplished and regional and

locations’ budget

Key Results:

Captured over 50 new fleet lease accounts throughout the Florida and the Southeast resulting in over

$1M of revenue through an extensive product and solutions offerings from creation to execution.

Developed and built relationships with high volume customers (Carmax, Wholesale Inc., Asbury

Automotive Group, Drive Time, Braman Automotive group, Littleton Motor Company, and Auto Nation)

to walk them into new locations to do business.

Forwarded customer complaints from general managers to diagnose and develop customer resolutions

to make them more profitable and utilized all Manheim products to better serve the customer.

Developed and executed a national compensation plan for sales managers and representatives which

consistently led teams to work congruently with management for consistent revenue growth.

Brought new business to the auctions in lane and online on a daily basis throughout 2 regions by

using competitive analysis, cold calling, account maintenance, key account development,

SalesForce.com and working inactive reports in a timely manner .

Created “Manheim Wholesale Marketing Plan” concept to deliver a consistent message to customer.

Recruited and selected top talent within Southeast and Florida and 4 other regions from both internal

and external candidates.

Consistently recommended operational and dealer sales best practices for managers and sales

representatives through consultative sales approach to maximize revenue and cut costs.

JAMES PAUL Phone: 727-***-**** Page 2

PROFESSIONAL EXPERIENCE (CONTINUED)

Regional OVE Market Executive, 2005 to 2007

One of original hires to develop Manheim’s newest online product, Online Vehicle Exchange and sat on the

sales and operations strategic planning board. Cultivated new and serviced existing business on daily

basis through consistent customer contact, cold calling, effective territory management and relat ionship

leveraging.

Key Results:

Continually exceeded all monthly and yearly sales goals which generated $770,000 in territory revenue

in the first year of Online Vehicle Exchange.

Leveraged relationships with Manheim locations, Autotrader.com, and inventory management

companies to grow OVE’s brand awareness, customer base, transactions, and vehicles listings.

Prospected and contracted 8 factory and fleet accounts in the Southeast to migrate 70% of there

business online.

Collaborated with architecture group to develop key sales procedures and process.

Trained and mentored new hires and existing employees on how to prospect, sell, and service Online

Vehicle Exchange clientele

OVE Market Executive of the 4th Quarter 2006

Regional Autotrader.com Auction Manager, 2003 to 2005

Managed the Southeast sales force on training, selling, and servicing of AutoTrader.com’s newly created

division of Auction Listings. Created national training and marketing manuals to help sales force sell and

market to increase their territory revenue share.

Key Results:

Met and exceeded every monthly billing and listing goals since the launch of auction listings product .

Worked directly with the Regional Director to redevelop the relationship with Manheim Auctions in the

South East region to maximize the co branding of Autotrader.com and OVE.

Presented to Dealer Groups at Autotrader.com Ebasics events as well as training seminars for Asbury

and Auto Nation Automotive groups.

Regional Auction Consultant of the 4th Quarter” 2003.

PREVIOUS EXPERIENCE

Advertising Account Executive – Autotrader.com 1999 to 2003

Met every weekly and monthly new business and billings goal since company inception.

Advertising Consultant of the Year 1999.

Developed partnership with Manheim.com used as the model for the nation

Tech Data – Channel Sales Development/ Commodities Sales 1997 to 1999

Architected, implemented, and marketed company’s first website which migrated customers to online

ordering from sales calls. Now accounts for 71% of call company’s orders worldwide

Lead special task force to boost sales and reduce costs in 6 departments.

EDUCATION

ST PETE COLLEGE St Petersburg, FL

Associate in Arts (AA) in Business

Contact this candidate