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Sales Manager

Location:
Dallas, Texas, United States
Posted:
May 10, 2019

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Resume:

Derek W. Walker

**** ****** **, ******, ** ***** 469-***-**** ac9cji@r.postjobfree.com

Vice President of Sales/Originations and Marketing

Award-winning Sales and Operations Leader with 20 years of experience in the Auto Finance industry. Extensive experience providing business development vision and leadership for billion-dollar corporations through developing top-performing national sales teams that generate up to $1.3B annually. Well-developed skills performing in-depth market analysis, executing strategic sales forecasting and planning, and developing senior-level managers. Dedicated leader with outstanding communication skills and a proven track record of success developing and implementing strategies and processes that increase production and sales, expand market share, and decrease costs. Certified Six Sigma Process Manager and Leader as Coach.

Areas of Expertise

Sales Management

Business Development

Building & Leading Sales Teams

Six Sigma Process Management

Relationship Management

Analyzing Complex Data

Marketing Strategy

Sales Forecasting & Planning

Increasing Revenue & Market Share

Professional Experience

MUSA Auto Finance/MUSA Companies/Mortgages USA, Dallas, TX (December 2016 – Present)

Vice President of Sales/Underwriting and Head of Marketing

Authored, designed and presented “Customer Journey” to tesla leadership which closed the Tesla partnership for MUSA Auto Finance – generated $100MM in originations the first month of partnership

4th Individual to join start-up auto finance company – worked closely with CEO/President/CCO and COO on the closing purchase of MarkOne Financial and also the warehouse facility through Goldman Sach’s of $150MM

Recruited all teams members to join MUSA Auto Finance between January 2017 through October 2018 including outside sales team of 12

authored the complete underwriting guidelines policy with approval from President and Chief Compliance Officer

Co-Authored alongside the President (Richard Frunzi) the full underwriting auto-decisioning rules for Loan Originations system

Worked Side by Side with in-house developer in the design and creation of our proprietary Portal and Loan Originations System

Responsible for generating $180MM in originations the first 18 months for this auto start-up

responsible for hiring full underwriting staff and outside sales staff

created comprehensive training manuals for underwriting and sales staff

designed, created and led 3 leadership/sales meetings in Dallas, tx, for entire staff of musa auto finance

Designed and created Musa Auto Finance website along with Mortgages USA website (subsidiary of Musa Holdings, LLC)

Designed and created all social media strategies for both Musa Auto Finance and Mortgages USA

Managed 15 direct reports and 5 outside representative agencies

etc group, Arlington, TX

Chief Operating Officer/Vice President of Sales (February 2015-December 2016)

Oversaw all day-to-day operations for all 4 lines of business: Corporate Travel Management, Global Meetings, Events and Incentives, and Corporate Branding and Sustainability Apparel

Responsible for managing $125MM in revenue annually

Provided effective and inspiring leadership through active involvement in all programs and services, balanced with people management needs of 4 department heads and 8 sales associates

Designed, created and implemented business strategies, plans and all procedures

Responsible for working with outside firms for investment opportunities, acquisitions and corporate alliances

Key Accomplishments

Responsible for strategic growth in each division. Helped drive 30% growth from 2015-2016 in both Travel and Global Meetings

Researched, interviewed and worked with outside web design firm to recreate entire website

Implemented and standardized year-end review process for all associates with formal written reviews

Created metric driven goals for each line of business and set clear objectives for each associate and expectations for yearly review process

Developed and implemented training programs and town-halls to expand the capacity of all staff

Increased overall employee satisfaction by 42% within first-year

Increased backend market share with our top vendor, American Airlines, and drove backend revenue by 32% from 1st Quarter to end of 2nd quarter of 2016

EXETER FINANCE CORPORATION, Irving, TX 2011 – 2015

Vice President of Branch Operations (2013 – 2015)

Oversaw all day-to-day operations of 8 branch offices in the West Coast region, which included WA, OR, UT, ID, CA, AZ, NV, and CO

Managed 3,000 dealer accounts generating $450 Million in annual revenue

Trained and supervised 8 Area General Managers and oversaw 8 Assistant Area General Managers, 8 Senior Credit Managers, 24 Credit Managers, 1 Sales Director, and 17 Outside Sales Representatives

Established monthly objectives for sales, gross profits, expenses, and operating profits

Continually monitored practices for compliance with all policies, procedures, and applicable legal requirements

Key Accomplishments

Took West Coast territory from lowest region at 82% of plan to #1 in the U.S. with a 30% production increase

Co-recruited, hired, and trained 10 Sales Directors and100 Outside Sales Managers who generated over $1.3 Billion in originations in 2013

Created process for Originations team partnering Exeter with multiple outside vendors that automated verification requirements. Increased income and residence verifications by over 40% and increased loan origination volume by 25%, which led to an overall increase in dealer satisfaction

Designed, created, and recruited for Exeter’s National Buying Center servicing all 50 states. Group finished #1 in production from 2012 to 2014 and produced over $108 Million in originations in first year of service

Vice President of Sales (2011 – 2013)

Oversaw B2B and B2C automobile financing marketing and sales to dealership owners, GMs, General Sales Managers, and Finance Managers in the Eastern half of the U.S., accounting for 56% of Exeter’s revenue

Managed 4,000 dealer accounts generating $800 Million in annual revenue

Trained and supervised 5 Sales Directors and oversaw 65 Sales Managers

Performed all aspects of business development, including building client relationships, performing client needs assessments, selling features and benefits using a consultative sales approach, negotiating contracts, overcoming objections, closing sales, and performing general account management

Traveled frequently to branch offices to train and motivate staff to achieve performance goals and objectives

Key Accomplishments

Served as Salesforce.com Project Lead. Directed platform and visual design, reporting, and client-facing dashboard; integrated multiple lines of business; developed KPIs; and trained sales teams nationwide

Negotiated and closed multiple National Dealer Agreements from the Top 10 dealers in the country

Led the design, development, and execution of the first annual National Sales Conference of 2012

Collaborated with Sales Leadership department to create Exeter Sales Process still in use today

CAPITAL ONE AUTO FINANCE 2000 – 2011

Head of Originations/Risk Department/Dealer Originations, Plano TX (2008 – 2011)

Oversaw all day-to-day operations of Capital One’s groundbreaking Fraud Detection Group, identifying and preventing fraud attempted by dealerships and customers prior to loans being purchased

Monitored 13,000+ dealerships nationwide preventing $60 Million in company loss annually

Trained and supervised 6 Risk Managers and oversaw 125 personnel

Key Accomplishments

Created first-in-market High Risk Detection Group, resulting in $1 Billion in year-over-year originations growth

Created new process with 4 new vendors that yielded $1 Million in cost savings in first year through IT integration and automation of sub-prime task completion. Reduced overall FTE by 23%

Managed a line item budget of $36 Million annually and consistently finished 10% below plan

Negotiated and reduced risk contracts with outside vendors by over $1 Million in first year in role

Managed sales/dealer Interactions through effective risk management, preventing $57 Million in risk exposure

Developed and implemented process improvements that increased dealer and sales satisfaction by 20%

2x Circle of Excellence award winner for exemplary personnel management

Regional Relationship Manager – Central Division, Chicago, IL (2000 – 2008)

Oversaw B2B automobile financing marketing and sales to dealership owners, GMs, General Sales Managers, and Finance Managers in Central U.S. region that included WI, IL, MI, IN, OH, PA, MO, and MN

Managed 4,000 client accounts generating $2 Billion in annual revenue

Trained and supervised 8 Senior Credit Managers and oversaw 40 personnel

Performed all aspects of business development, including building client relationships, performing client needs assessments, using consultative selling, negotiating contracts, overcoming objections, and closing sales

Key Accomplishments

Managed Dealer Originations Center resulting in $2 Billion in originations from 2007 to 2008

Served as SME in sales functions and development; increased production 25% in 2007 with new RM training

Ranked #2 Regional Manager in 2007 and consistent member of President’s Club from 2001 to 2006

Managed a team of top-performing Underwriters, resulting in revenue of $3 Billion from 2000 to 2006

Improved dealer satisfaction by developing national funding guidelines yielding a 40% reduction in turn times

Led multiple team members to be inducted onto the Chairman’s Team, the highest honor for productivity

UNION ACCEPTANCE CORPORATION, St. louis, MO 1998 – 2000

Outside Area Sales Manager

Marketed and sold B2B automobile financing to dealership owners, GMs, General Sales Managers, and Finance Managers at dealerships throughout MO and IL

Managed 150 client accounts generating $150 Million in annual revenue

Performed all aspects of business development, including prospecting, cold calling, performing client needs assessments, selling features and benefits using a consultative sales approach, negotiating contracts, overcoming objections, closing sales, and performing general account management

Increased sales 25% and drove increase in loan production by $150 Million each year

Awarded Area Sales Representative of the Year in 1999

Education

CENTRAL MISSOURI STATE UNIVERSITY, Warrensburg, MO

Bachelor of Business Administration Degree in Finance; minor in Economics

Computer Skills

Microsoft Word, Excel, & PowerPoint (Advanced)



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