Sales Manager
Resume:
Kyle Gillette
Email: *********@********.***
Address: ***** ******* ***
City: Fishers
State: IN
Zip: 46040
Country: USA
Phone: 317-***-****
Skill Level: Director
Salary Range: $200,000
Willing to Relocate
Primary Skills/Experience:
See Resume
Educational Background:
See Resume
Job History / Details:
Kyle Gillette
10883 Giselle Way
Fortville, IN 46040
C: 317-***-****
*********@********.***
September 2009 to December 2012
M/I HOMES
Indianapolis, Indiana
Vice President of Sales & Marketing
Indianapolis Division
In my first full year at M/I Homes sales were increased 25% from 180 to
225, the highest increase of our ten operating divisions. It was also the
first time the Division was profitable in five years. This was
accomplished through intensive sales training and recruiting as well as the
implementation of refined internet and social media marketing. I also
began listing our entire inventory myself, reducing days on market by one
and half months allowing for additional inventory turns. I implemented our
on-your-lot sales effort increasing our margins by using
construction/permanent financing. I initiated an "Outside" sales team that
had the second highest sales results in our Division. This team did not
have a sales model and called on real estate agents only.
April 2006 to September 2009
CENTEX HOMES
Indianapolis, Indiana
Vice President of Sales & Marketing
Indianapolis Division
Recruited back to Centex Homes at the Dallas corporate office to initiate a
national sales training system then moved to become Vice President of Sales
& Marketing of the Indianapolis Division. Accomplishments include
increasing Division market share from sixth to second in closings in the
nine-county metropolitan area in first year in a rapidly deteriorating
market, 35% year over year reduction in building permits. I developed a
comprehensive Fast Track sales training program that encompasses sales, on-
site marketing, intra-departmental functions and construction knowledge.
Reduced financially based cancellations 67% by requiring credit
authorization in entry level product lines. Established Centex Realty as
the principle broker and brought inventory listings in house thereby
reducing average days on market 50% from 106 to 53. Established a Realtor
Liaison New Home Consultant position that is on pace to generated an
additional 35 sales in the fiscal year from "buyer agent" targeted
producers that had not done business with the Company in the past six
months. Developed an equity estimator program to understand the equity
position of customers in their existing house which has stabilized
contingency failure based cancellations and allowed the integration of
guaranteed buy-out Realtor programs to increase the sale of existing
houses. The success of these efforts have resulted in my appointment to
our national sales leadership and marketing leadership councils.
KYLE GILLETTE - 2
August 2005 to April 2006
BEAZER HOMES
Charlotte, North Carolina
Vice President of Sales
Charlotte Division
Joined the sixth largest national homebuilder as recognized by Builder
Magazine to rebuild the Charlotte Division sales organization and change
the product portfolio from 85% first time homeowner to 20% first time
homeowner, 25% active adult, 20% 1st move up, 20% 2nd move up and 15%
luxury home product. Same store year over year sales were increased 183%.
These results were accomplished by instituting a comprehensive personality
based sales training program along with a sales tracking and forecasting
system based on the five sales channels of walk-in traffic, internet
traffic, Realtors with clients, referrals and business to business sales.
The success of this program resulted in it being exported to the rest of
the Mid-Atlantic Region. I instituted a "Career Night" based recruiting
program that generated 270 attendees at two functions and culminated in
hiring fifteen top candidates. I developed a 360 degree feedback program
with an elected New Home Counselor committee that dramatically increased
employee satisfaction resulting in one involuntary turnover. The Charlotte
Division New Home Counselor retention led Beazer Homes nationally.
1998 to August 2005
CENTEX HOMES
Minneapolis, Minnesota
Midwest Region Sales Manager
Responsible for generating sales revenue for the following Centex Homes
operating divisions: Chicago, Columbus, Denver, Detroit, Indianapolis,
Minneapolis, Salt Lake City and St. Louis. Fiscal year 2004 ended with
5,228 sales compared to 4,457 sales in fiscal year 2003, a 17% increase.
The Region's net conversion ratio led all other regions of Centex Homes.
Net sales increased from 2,747 in fiscal year 2002 to 3,990 in fiscal year
2003. This 45% sales increase led Centex Homes with the average increase
being 24%. YOY revenue increased $187.9M and operating margin increased
$17.1M. The Region's YOY net conversion ratio improved from 1 in 12.72
(7.86%) to 1 in 11.29 (8.86%), a 13% increase, while traffic increased 29%.
This net conversion ratio led the Company for fiscal year 2003.
These results were accomplished by applying the sales process and Activity
Based Management (ABM) system developed during my tenure as Minnesota
Division Sales Manager. ABM is used to forecast sales for five sales
channels and the activities necessary to generate those sales based on
historical sales conversion ratios. ABM also results in sales process
improvement by using action plans for specific line items on the Region's
sales report that illustrate where the sales process is breaking down. ABM
pushes the accountability and autonomy of salespeople at the neighborhood
level. The combination of the sales report and action plans allow the
salesperson to make daily corrections in his or her sales process to
maximize results. The ABM system has been adopted by Centex Homes
nationwide. The effectiveness of the ABM system resulted in my receiving
the 2004 Centex Homes President's Award given annually to an individual or
group of individuals for the most
KYLE GILLETTE -3
positive impact on key financial performance measures. I am one of only
three individuals in the Company's history to receive this award.
CENTEX HOMES
Minneapolis, Minnesota
Minnesota Division Sales Manager
Recruited as Minnesota Division Sales Manager. Increased 1999 calendar
year net sales from 337 to 672 (+199%) and net pre-tax operating margin
from 4.5% to 9.6% (+213%) with the same number of neighborhoods, while
retaining 11 of the 12 front-line salespeople. These percentage changes
led all 45 operating divisions in the Company in 1999. The Division was
recognized as fiscal year 2000 Fourth Quarter National Net Sales Champions
with 225 net sales. These results were accomplished by instituting a
comprehensive sales training manual, sales office administration manual,
sales finance manual and sales reporting system.
Developed a real estate office presentation program that increased
brokerage participation by 15%. Marketing responsibilities included
identifying land acquisition opportunities through a new Strategic Market
Analysis and Target Market Research system. Other responsibilities
included on-site marketing as well as developing and refining all printed
marketing material and purchase process paperwork. Managed 18 salespeople
and a staff of five administrators who were responsible for all on-site
marketing, Computers for Tracks sales office automation, purchase paperwork
processing, brokerage operations and sales administration. Instituted
comprehensive job descriptions and award/recognition program for the entire
sales department, including office administrative staff, reducing prior
year turnover from 18% (4 of 22) to 4.5% (1 of 23).
Calendar year 2000 accomplishments included increasing monthly net sales
per neighborhood from 4.38 to 5.86 (+34%), leading the nation for Centex
Homes in gross conversion percentage (17.86%, a ratio of 1 in 5.6 traffic
counts) and increasing net pre-tax operating margin to 12.5%. I was named
Midwest Region Sales Manager of the Year for fiscal year 2000 and fiscal
year 2001 resulting in promotion to Midwest Region Sales Manager in June of
2001.
1996 - 1998
ROTTLUND HOMES
Minneapolis, Minnesota
National Director of Sales
I was recruited as National Director of Sales for the nation's 59th largest
homebuilder and seventh largest attached condominium homebuilder as
recognized by Builder Magazine in 1996. The first year upon implementation
of my sales training system was a record year for this publicly held
company with revenues of $180,457,000 (1,346 closings), an increase of
$48,874,000 (37%) over the previous year's revenue of $131,583,000 (1,187
closings). Approximately 71% of these closings were attached condominium
homes with the remaining 29% traditional single-family housing.
KYLE GILLETTE - 4
The position encompassed nationwide sales management responsibilities for
the Company's division operations in Minneapolis/St. Paul, Des Moines,
Indianapolis, southern New Jersey and northern Delaware under the name of
Kevin Scarborough Homes, Tampa, Ft. Myers and Orlando. Transformed the
Company's approach to sales and marketing from that of a successful
regional builder to that of a national builder. Developed and implemented
a "Customer Driven Selling" sales process and sales training manual
resulting in an on-site gross sales conversion ratio of 1 in 6.25.
Created, designed and introduced audio/visual and cassette training
modules, along with written training examinations, implemented by all
Division operations. I assisted in identification, analysis and review of
new and suggested potential markets and product niches. In addition, I
developed a "Community Life Cycle Phasing" marketing program that
coordinated and integrated print advertising, Realtor sales, direct mail,
sign, billboard, on-site and specialty marketing. This program increased
the effectiveness of each component and reduced the overall marketing
budget eight percent. Reviewed, redesigned and standardized all marketing
literature, purchase process paperwork and administrative forms to adhere
to sales manual guidelines, cutting office administration overhead over
13%.
Created, taught and implemented sales representative recruitment policies
and procedures with each Division President. Developed on-site sales
administration procedural manual used by the Company's more than 60 builder
representatives. This standardization reduced sales processing costs 12%.
Started subsidiary company, CDS (Customer Driven Selling) Sales Training
using the audio/visual and cassette training modules developed for Rottlund
Homes. This training and related material was then sold and implemented
for other builders outside of Rottlund's market locations.
1994 - 1996
MANSUR REAL ESTATE SERVICES, INC.
Indianapolis, Indiana
Director of Residential Sales
Recruited to this privately owned, 400-employee, commercial and residential
property development company, with a portfolio of two million square feet
of office space and 2,000 acres of residentially developed land. The
position offered the opportunity to combine my sales training background
with marketing an 800-acre, luxury home, master-planned, private golf
community, a second golf community in Clarkston, Michigan and two upscale
urban town home/condominium projects.
Implemented on-site need-satisfaction selling process, builder and
purchaser exclusive financing program and builder focused advertising
campaign all of which increased the gross sales closing ratio from 1 in 29
to 1 in 13. These processes delivered the highest return on advertising
expenditures in the five-year history of the Residential Division. Created
traffic and advertising review systems that increased targeted customer
contact and identified cost per exposure, cost per traffic count and cost
per sale by advertising vehicle. I designed competitor spreadsheet
analysis refining new product development. Builder and real estate broker
sales were increased due to on-site marketing presentations.
KYLE GILLETTE - 5
1989 - 1994
DURA-BUILDERS, INC.
Indianapolis, Indiana
Project Manager
I was hired as a Project Manager for this private, locally owned builder
with annual sales exceeding $35M. I directed sales, marketing and
construction plans for new production home developments in the $90,000-
$180,000 range, out-selling nationally recognized competitors 14 to 1.
Responsibilities expanded to the hiring and mentoring of new Project
Managers. We closed over $4M in personal sales in each of my final two
years with the Company. I was recruited to Mansur Real Estate Services as
Director of Residential Sales providing better utilization of sales and
marketing skills.
1987 - 1989
PROGRESSIVE CASUALTY INSURANCE COMPANY
Cleveland, Ohio
Senior Account Executive
I was recruited back to Progressive as an Account Executive of start-up
subsidiary National Continental Insurance Company. Was one of eight
original founders of this fleet truck insurer that provided auto, general
liability, physical damage and cargo insurance. I established a
comprehensive commercial lines agency base over an eight-state region from
Indiana to the East Coast. Sold a record $2.5M in premium in one quarter
following Company initiated direct writing and was promoted to Senior
Account Executive for eight-state West Coast region based out of
Sacramento, California. Managed two Account Executives and renewed all
accounts in spite of a 20% rate increase. Developed comprehensive account
installation, service and renewal procedures adopted by the entire $320M
subsidiary. Reacting to severe industry price-cutting and a lack of
underwriting profitability, the company closed seven of the eight
subsidiary offices necessitating a career move.
1986 - 1987
ASSOCIATED INSURANCE COMPANIES
Indianapolis, Indiana
Commercial Account Manager
Joined Associated Insurance Companies, aka Blue Cross Blue Shield of
Indiana as a Commercial Account Manager for north central Indiana. Major
accounts included several central Indiana municipalities, nursing homes and
original equipment manufacturers. Sold group life, health and disability
insurance direct to end users and facilitated business through Brokerage
Account Managers and independent agents. I successfully renewed all
accounts during this period in spite of significant rate increases.
KYLE GILLETTE - 6
1982 - 1986
PROGRESSIVE CASUALTY INSURANCE COMPANY
Cleveland, Ohio
Senior Account Executive
I joined this property/casualty insurer as an Account Executive,
representing specialty insurance programs to over 800 independent agents in
Indiana and Kentucky. Written premium increased 417% from $600,000 to
$2.5M while decreasing combined loss ratio from 97% to 96%, a 33% increase
in underwriting profit.
I was promoted to Senior Account Executive responsible for training new
Account Executives in the five-state Midwest Region on modified Xerox and
IBM training modules. Company-wide written premium increased from $300M to
$1.2 B.
EDUCATION
BS Business Marketing, Indiana University
Completed degree in 3 years maintaining full-time employment
Xerox Professional Selling Skills I & II
Xerox Need Satisfaction Selling I & II
Centex Homes Managing, Motivating and Leading Training Program
Centex Homes Field Manager Training Program
Centex Homes Facilitative Leadership Program
Beazer Homes Civil Treatment of Managers Program
PROFESSIONAL DESIGNATIONS & AWARDS
Indiana Licensed Real Estate Broker
CSP (Certified New Home Sales Professional)
Licensed Analyst of the Predictive Index System (Personality
Profiling)
Centex Homes President's Award Winner
PERSONAL
Married, 2 children
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