Sales Manager
Resume:
Barry Shaw
Tega Cay, SC ***08
acbi8j@r.postjobfree.com
An accomplished and dynamic professional with 28 years of experience and an
expertise in successfully building a business, establishing a presence in
new markets and developing lucrative B2B relationships. Skilled in
training employees in sales, closing skills and lead management in order to
increase closing ratios as well as creating incentives to raise
productivity and decrease turnover. Possess an ability to utilize proven
research techniques to identify profit opportunities and coordinate the
development of new strategies for an ever changing market.
Professional Experience
2007 - Present
B. Scott Shaw Consulting Services, Tega Cay, SC
General Manager
Key Responsibilities
1. Provide consulting with large and mid-size RV, boat and power sports
dealerships ranging from $7,000,000 to over $50,000,000 in annual
sales nationwide in all facets of retail sales, services parts,
finance, and insurance operations.
2. Manage, motivate and train employees as well as developed a team
approach throughout all departments to increase efficiency and
profitability.
3. Oversee all aspects of the business including in-depth knowledge of
all facets of large service integration, pricing and overall
dealership profitability.
4. Responsible for the planning, forecasting and marketing of a product
or products.
5. Collaborate with the dealer principal and/or general manager in
analyzing their P&L statements.
6. Increased sales and generated repeat business by ensuring customer
satisfaction and developing long term relationships.
Key Accomplishments
7. Increased closing ratios from 20% to 30% by training employees in
sales, closing skills and lead management.
8. Improved F&I income by 40% through instructing staff on how to
maximize each deal utilizing all back end products available to the
dealer.
9. Created a new service and parts system that increased overall service
revenue from 10% to 38%.
10. Analyzed each employee's job function and reworked their job
descriptions when necessary to increase productivity resulting in
lowered variable expenses.
11. Established incentives for employees to increase job performance and
reduce turnover.
12. Preplanned tradeshow set-up and implemented practices to increase
dealer's show closing ratio by 50%.
2004 - 2007
Tennessee, RV, Sevierville, TN
General Sales Manager
Key Responsibilities
13. General Sales Manager for a large RV sales and service organization
with unit sales ranging from $5,000 to $1,000,000 with $16,000,000 in
gross sales.
14. Managed all aspects of the Sales Department including the ordering,
pricing, lead management, and sales training.
15. Created and established all policies and procedures for the Sales
Department.
16. Oversaw advertising for the company and introduced internet
advertising to increase customer base.
Key Accomplishments
17. Implemented a new sales system with a takeover system to provide
better efficiency and productivity.
18. increased sales from $9,000,000 to $16,000,000 through training,
successful RV shows, and revamping the product mix.
19. Raised F&I profits 50% through the introduction of backend products.
20. Achieved and increase of 45% in closing ratios with training and an
organized sales system.
1990 - 2004
Casey Marine, Hampton, VA
Owner/General Manager
Key Responsibilities
21. 50% Owner and General Manger of all business operations for 67
employees(including 24 salespeople) and the oversight of all managers
including the involvement on a daily basis with marketing.
22. Monitored P&L statements for maximum control and profitability, boat
shows, closing sales, improving service and customer satisfaction.
23. Participated in the hiring, performance evaluation and disciplinary
actions of employees and provided the final decision as required.
24. Managed a multi-franchised marine boat sales and service dealership
consisting of 4 deal locations throughout eastern Virginia whose unit
sales ranged from $11,000 to $1,000,000 with an overall revenue of
$27,000,000 annually.
25. Responsible for all aspects of the dealership operations including
sales, service, parts, accounting, F&I, inventory control, pricing and
marketing.
Key Accomplishments
26. Increased the company's profitability from $2,000,000 when hired to
$27,000,000.
27. Opened 3 new locations and was responsible for the hiring, training
and set-up of each site.
28. Participated in 8 boat shows a year which required the planning,
pricing and remaining on site to run the operation "hands on."
Professional Skills
29. As Management Consultant assisted organizations in problem resolution,
create value, maximize growth and improve business performance.
30. Identified options and suggested recommendations for change plus
provided "hands on" assistance in implementing solutions due to
concerns with the strategy, structure, management and operations of
each organization.
31. Provided business strategy, marketing, financial and management
controls, human resources, inventory control, P&L statements, sales,
service and F&I training among other services.
Education
Indiana Northern University, Gary, IN, Master of Arts
City College of New York, New York, Bachelors of Arts
Additional Training
Dale Carnegie Sales Workshop
Dale Carnegie Leadership Training For Managers
Tom Hopkins Sales Workshop
Zig Ziglar Consumer Sales Training
Zig Ziglar Negotiating And Closing For Sales Professionals
Relationship Selling Techniques, Online Course
Reynolds & Reynolds F&I Training
Training Workshops With Many RV, Boat & Auto Manufacturers Chuck Morgan RV
Sales Training
Dealership University, NADA Academy College of Automotive Management
Spader Dealer Management Training
Computer Skills
Windows, Microsoft Office Vista, Excel, Outlook, Internet, Experienced with
IDS, Dockmaster, Marine Track Lead Mgt., Dealer Track, Systems 2000, CMR,
TCS, EDS&ADP, Channel Blade Technologies, Footsteps Lead Mgt, CRM, Systems
2000, and Reynolds and Reynolds, Etc.
Contact this candidate