Sales Manager

SCOTT E. PARKER

**** ***** **** ****** *-mail: ***************@*****.***

Draper, UT 84020 Telephone: 516-***-****

PROFILE/QUALIFICATIONS

Intuitive EXECUTIVE SALES & OPERATIONS MANAGEMENT professional with extensive experience and notable achievements in:

Sales & Operations Management Forecasting & Budgeting

Business Development Personnel Supervision, Leadership & Training

Strategic Account Acquisition & Retention Organizational Restructuring

Compensation Planning Purchasing & Inventory Control

Sales & Marketing Development Team Building and Motivation

Demonstrated talent for developing and leading focused sales teams, revitalizing stagnant sales, and delivering significant revenue growth, market penetration, profit gains, and organizational improvements.

Strong client/vendor/employee relations, negotiation, coordination, and decision-making skills. Highly adept in identifying new sales opportunities and building both client and team member loyalty.

PROFESSIONAL EXPERIENCE

DEALERTRACK/COX AUTOMOTIVE Sep 2008 – Feb 2017

Directors Club 2010, Presidents Club 2011, 2012, 2013 (Ineligible 2014 - 2017)

Dealertrack Sales Manager of the Year 2011, Record Breaking Sales Achievement Award 2008, 2009, 2010

Vice President Sales - Registration and Titling (RTS), Accelerated Title (AT) Jan 2017 – Feb 2017

National responsibility for sales of Dealertrack RTS Online Registration and Titling, Collateral Management Systems Accelerated Title product and RegUSA product.

2017 YTD results as of 2/23/17 – Registration and Titling 166% to goal, Accelerated Tittle 343% to goal

Responsibilities include deep participation in white space analysis, goal setting, sales distribution, compensation planning and marketing coordination

Delivered Challenger sales process to RTS sales team

Introduced bi-weekly round table discussions between Sales Leadership, Marketing, Product, Implementation and Engineering

Vice President Sales - Finance and Insurance (F&I), RTS, AT, Telesales, Lead Coordination Dec 2015 – Dec 2016

National responsibility for sales of F&I, Registration and Titling products, AT, Telesales, Lead vetting and distribution

Daily supervision of 95 person team comprised of 5 Sales Directors, 3 Sales Managers, 87 sales people and leads coordinators

Registration and Titling 2016 sales achieved 116% to goal,

Accelerated Title 2016 sales achieved 102% to goal

F&I 2016 sales achieved 99% to adjusted goal

Initiated and completed restructuring of RTS compensation plan to provide compensation clarity to both TM’s and the BU

Initiated and completed California goal adjustment to align sales to delivered product

Delivered all new, 10 person, Salt Lake based Telemarketing team to support the DMS sales team

Created Sales Coordinator role in Dallas generating appointments for RTS field team resulting in $747,000 in annual sales

Introduced Clearslide, Level 11 and ExecVision technology to our Inside Sales organization – responsible for specifications, contract negotiation and deployment

Change Management: Transitioned the F&I, Telesales and Lead Coordination teams to VinSolutions, merged Make My Deal team into and out of F&I

Senior Director of Sales - DMS BDC, DMS IRSM, AKAM, Telesales, AT Jan 2015 – Nov 2015

Built all new team (AKAM) to accommodate sales of F&I products to SMB market segment

DMS BDC achieved 165% to goal – sales of hardware and software upgrades to DMS Franchise/Ind auto dealers

IRSM team achieved 131% to goal – team was responsible for selling DMS software to Independent Auto Dealers

AKAM team achieved 110% to goal – sales of DT F&I portfolio to Ind. auto dealers – all new team for 2015

Built new Accelerated Title (AT) sales team based in Dallas

Senior Director of Sales - DMS BDC, DMS IRSM, ASMIS, Telesales Jan 2014 – Dec 2014

Achieved overall result of 114% to goal

Continued record breaking growth of both top line sales and gross profit

Built all-new ASMIS team to sell the full suite of Dealertrack Products other than DMS to the Ind. Dealer market. This team successfully coordinated with the Ind. DMS sales team to penetrate across the portfolio with $11.3M in first year sales

Director of Sales – BDC, RSM Ind. DMS, Inventory Specialists, DMS Telesales, Jan 2011 – Dec 2013

Achieved overall result of 114% to goal

Launched Inventory Specialists team responsible for AAX inventory product to the Franchise Dealer market achieved 143% of goal

Launched V1 DMS Telesales team to support DMS sales effort

Sales Manager – BDC, Independent DMS, Sales Consultants, Jan 2009 – Dec 2010

Achieved 101% to goal in first full year in role

Sourced and delivered OkiData printers responsible for raising printer GP from 8% to 32% and delivering in excess of $1.5M in sales

Trained sales team to successfully sell $1,999 high margin printers in place of $499 low margin units

Launched Sales Consultant team tasked to collect DMS contract end dates for all R&R/ADP accounts for sales cycle targeting

Sales Manager – BDC, Sales Engineers Sept 2008 - Dec 2008

Hired to rebuild the BDC (Business Development Center) for the DMS Division and improve product demos delivered by Sales Engineers

Tasked with taking the BDC from single digit gross profit to 31%

Tasked with professionalizing an extremely green inside sales team

DEALER SERVICES INTERNATIONAL, TRANSAMERICAN AUTO PARTS LLC Sept 2005 - Jun 2008

Director of Sales & Operations

Daily supervision of 35 salespeople and 3 regional managers in 18 states, generating $39,000,000/yr in sales to New Car Dealers

Responsible for the sales of truck and Jeep accessories and installation services nationwide

Achieved 2005 sales increase of 35%, 2006 sales increase of 27% and 2007 sales increase of 32%

Exceeded budget in 2005, 2006 and 2007 with no less than 30% percent G.P. in any year

Conceived new business initiative, Shock and Awe program, resulting in $675,000 in new 2006 business

Direct daily responsibility for 2 installation facilities, indirect responsibility for 63 retail stores, producing 700 modified vehicles per month

Instituted formalized, electronic, warranty incident reporting system resulting in improved safety, CSI and expense control.

Formalized “10 Day Check” program to improve vehicle safety, customer satisfaction and drive retail sales at 4WheelParts stores

Adopted and deployed Top Grading interview process, resulting in dramatic improvement in “A” player hires for the sales team

Drafted formal training syllabus for new hires resulting in significant reductions in turn over due to improved on-boarding

Implemented electronic call reporting system with statistical analysis leading to improved sales team oversight and efficiency

Pioneered Account Management Program resulting in market penetration analysis, call routing and significantly higher close rates

Introduced Webinar concept for weekly team calls, thereby improving call quality and effectiveness

PRESTIGE PRODUCTS CORPORATION, LOS ANGELES, CALIFORNIA Sep 2002 – Nov 2005

Director of Operations, 2004-2005

Distributor and installer of automotive accessories, wheels and tires

Responsible for 15 accessories installation centers, 4 distribution facilities, and 185 employees in California, Nevada and Washington with combined sales in excess of $27 million

Responsible for maintaining relationships with New Car Dealer Principles and General Managers

Initiated and designed wholesale pricing program with coordinated direct mail campaign which resulting in three new styling centers in 2004 (the first new units sold in five years) generating an additional $300K in monthly revenue. Added two additional units in 2005

Supervised the pre-launch and post launch operations and programming for Prestige’s first Autonation dealership, House of Imports Mercedes Benz resulting in monthly accessory sales of $204,000.00 in six months

Conceptualized and opened installation and distribution center in Santa Ana/Orange County in 2004: achieved target goals within 90 days and ROI in six months. Responsible for site selection and negotiating lease terms

Specified software parameters and implemented a fully automated inventory control system while centralizing ordering procedures which enabled a 30% on-site inventory reduction coupled with a dramatic fill-rate increase of 36%

Instituted formal, annual stock adjustment process resulting in dramatically increased inventory turns and improved cash flow

Revised service technician’s compensation plans and restructured sales and labor forces, cutting labor expenses 12%

Strengthened personnel’s product knowledge and sales production via the creation and implementation of product-related web-casts, conference calls and vendor training

Additional contributions to overall sales and profit performance have included: securing new vendors; negotiating substantial price reductions from existing vendors; fleet management improvements; a written installation labor guide; conversion to flat rate pay program for labor and the production of revised wholesale price book

Director of Sales 2002-2004

Directed a team of 11 outside sales representatives in the Western U.S, increased sales 21%

Restructured and reassigned sales territories and instituted call reporting procedures

Successfully introduced good, better, best marketing and pricing programs resulting in significant revenue gains

Introduced Nissan and Toyota programs with a new family of marketing materials

Reduced graphics expenditures 40% by bringing graphics production operations in-house

MANHATTAN MOTOR SPORTS WEST, LAS VEGAS, NEVADA 1998 - 2002

President

Directed all aspects of operations for this multi-faceted business that included contract towing services, high performance import service and accessories sales, and general automotive repair services

Operated an AAA contract station with a fleet of 22 tow trucks, 25 drivers, and 8 dispatchers/office personnel with operations in Nevada, Utah and Arizona

Introduced and managed general automotive repair and services operations which grew to account for 40% of overall gross sales; hired and supervised 7 automotive technicians

Devised and delivered highly effective sales presentations and cultivated accounts such as AAA, Geico, Allstate, USAC, Graebel Las Vegas, and dealerships throughout Las Vegas; personally generated over 30% of the total sales production

Increased revenue from $500,000 in 1998 to over $6,500,000 in 2001

SEBRING/MANHATTAN MOTOR SPORTS EAST, JAMAICA, NEW YORK 1990 -1998

President

Managed sales, marketing and service activities for a 50,000 sq. ft. installation service center and retail/wholesale parts operation: selling high performance wheels, tires, suspension parts, and accessories; designed and built high performance Import street/race cars, specializing in turbo-charged vehicles and engine building.

Identified and seized opportunities in the exploding import performance market, building business from start-up to $10,000,000, and positioning company as a market leader.

Created and marketed accessories programs to new car dealerships, specialty shops

Coordinated sales and merchandising activities for auto racing event venues.

Launched a direct mail vehicle for performance parts/accessories which increased sales 15%.

AMERICAN AUTOMOTIVE DISTRIBUTORS, RICHMOND HILL, NEW YORK 1980 - 1990

Wholesale distributor of automotive hard parts – AC/Delco, Borg Warner, FelPro, Champion, TRW, etc.

Sales Manager - responsible for field sales team calling on Jobbers and Independent Repair Shops 1986-1990

Inventory Control Specialist/Buyer – responsible for purchasing, fill rates, stock adjustments, new product acquisition and negotiation. Improved both fill rate and inventory turns substantially resulting in significant top and bottom line improvements 1980-1986

EDUCATION/PROFESSIONAL TRAINING

Boston University, Boston, MA – Business Administration

University of New Mexico, Albuquerque, NM - Business Administration

Parsons School of Design, NY, NY - Direct Marketing Course Work

Hofstra University, Hempstead, NY - Computer Workshops

Conference Executive Board - Challenger Sales Method

Direct Marketing Association - Direct Marketing Course Work

G.H. Smart– Top Grading Interview Process

AAISP – Inside Sales workshops

LICENSES/CERTIFICATIONS

Licensed Private Pilot

General Motors School, TARRYTOWN, NY – Certificated in Engine Management, Circuits & Meters, Emissions, Brakes, Advanced Diagnostics

Mitchell, U.S.A. – Certificated in Toyota Drivability, Nissan Drivability, Schematic-based Electrical Diagnosis, OBDII

Certified Accel Digital Fuel Injection Electronic Engine Management Specialist

SCCA, BMWCCA, MARLBORO and PCA Driving Schools

Featured, weekly performance expert on the WMCA radio talk show, “The Auto Lab.” (1994-96)

COMPUTER SKILLS

Salesforce.com, Clearslide, Word, Excel, Outlook, PowerPoint, Visio, Genesis, NAVISION

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