Sales Manager

R

obert N. Crocker Jr.

Executive Sales Management

Vigorous, performance-focused sales and management training expert

with extensive experience, beginning with the family-owned sales

business, that has crafted the expertise and know-how in creating

successful sales teams and winning business operations. Consummate

professional continually recognized for the drive and perseverance in

generating high-performance sales strategies and developing training

initiatives that are aligned with organization's sales and operational

objectives. Commendable track record established for producing notable

sales increases, strengthening sales management team's capabilities, and

implementing motivational and knowledgeable training programs that

consistently deliver profit improvements. Extensive experience working

abroad; provides unbeaten training expertise to major corporations across

the globe.

Areas of Expertise

V Bringing about long-term organization's vision while advancing short-

term financial goals

V Transforming underperforming sales teams and achieving rapid and

continued profit growth

V Improving sales outcomes through enhancing sales training, mentoring,

and one-on-one coaching tactics

V Creating efficient and productive business operations and upholding

growth through dynamic management approach

V Providing international sales team training in the art of trade cycles

designed to sell the "Why leasing is the most beneficial and lowest

cost option".

Sales Management Success Stories

Sales Training & Marketing Success

Challenge: Create marketing efforts to resell returned lease vehicles

for six Ford dealerships in pilot program.

Action: Launched "Showcase Event" training and direct mailing

campaign sales promotion and spent seven weeks at each dealership

training sales and management personnel on how to market these

units that were priced over market value.

Result: Each dealership increased the amount of retuning lease

vehicles at average of 74% and marketed them for average gross

profit of $2,200 per vehicle.

Sales Management, Training, & Marketing Success

Challenge: Create marketing efforts to resell returned lease vehicles

for BMW factory owned dealer.

Action: Implemented the "Showcase Event" training and direct

additional mailing campaign sales promotion, spent one week

preparation in training sales and management on marketing units,

and spent additional week to manage the actual sales event.

Result: Produced 28 used BMW sales, with three day sale, that

resulted in $146,000 in gross profits; beat the dealer's best used

sales per month by 13 additional unit sales.

Sales Management Turnaround Success

Challenge: Turnaround Ford dealership that was losing money every month

for one year.

Action: Took leadership over the entire dealership as acting General

Manager, instituted new sales department processes, and hired new

personnel to bring in fresh accomplished talent.

Result: Established the first profitable sales month the dealership

had experienced in 13 months and produced increase of $2,100 per

unit sale.

Robert N. Crocker Jr.

Employment History

Retail Operations Consultant

NCM Associates

2013-present

As the originator of the Automotive 20 Group peer collaboration process,

NCM Associates has been empowering businesses to learn from each other

since 1947. We grew up in the automotive retail business, helping

thousands of new and pre-owned auto dealers enhance their profitability.

Along the way, we've expanded our clientele to include businesses in

more than 20 industries.

Our goal is to help our clients become more profitable and more nimble

in today's challenging economic environment. Our 20 Group process,

innovative Benchmark tools, educational programs and holistic, in-

dealership consulting services can put your business on the path to

sustained growth

Automotive Process Consultant

2011-2013

MSX International

Headquartered in Warren, Michigan, with decades of experience and over

4,000 industry experts in

42 countries, MSXI serves as a perpetual pioneer,

opening new roads in the retail network and human capital solutions

spaces. Leveraging its expertise in the passionate pursuit of outstanding

results, MSXI is adept at bringing innovative resolution to both its

customer's opportunities and their complex challenges.

General Manager

2009-2011

Balise Subaru

In charge of running this new acquisition for the aforementioned

franchise. Belong to a dealer group of sixteen rooftops, four collision

centers, and three buy here pay here operations. We have taken the

operation from a 30 unit point to 80.

District Manager

Jim Moran & Associates

2006-2009

Managed and provided training for all front-end sales operations and

business processes, implemented Target Sales Performance training with

measurable metric results regarding customer satisfaction, conducted

leadership conferences for management staff, and consulted on overall

financial aspects of dealership operations.

Sales Director

ComSearch, Inc

2004-2006

Held responsible for guiding sales team in creating increased sales

numbers and developing new products for the insurance salvage industry;

led technology company involved in parts location for casualty and

property insurance companies throughout the United States. Performed as

primary liaison between the company and American Recyclers Association

and collaborated with internal auditors to determine and review

performance metrics.

General Manager/Director of Operations

Columbia Ford Lincoln Mercury/Gates GMC Nissan

2003-2004

Managed business operations for two dealerships, responsibilities

included managing all personnel in both locations, and combine operations

into same process management system. Conducted training for management

and sales staff, managed P&L related functions, and developed strategies

for pre-owned sales department's operations.

Senior Catalyst & Trainer

Reynolds Consulting Services

1993-2002

Provided consulting and training services and directly involved with

developing curriculum regarding all phases of dealership operations in

the US, Canada, Europe, and Australia. Placed emphasis on strategic

selling practices by providing tactical sales training procedures;

traveled extensively around the globe to conduct training sessions and

seminars for large dealer groups. Contributed to seminar and training

manual development and implemented methods for lease and retail renewal

processes.

Founder & Sales Consultant

1987-1992

RNC Associates Inc

Founded sales and management consulting firm to assist in the building of

effective sales and management training programs; improved overall

customer service, sales process, and overall dealership operations.

Established processes for front end procedures including F&I management,

guided management team regarding dealership operations, and analyzed

financial metrics to target problem areas and implement corrective

practices.

Crocker Ford Sales

1973-1986

Dealer Principal

I was responsible for all phases of the daily operation of the

dealership. This included sales management, sales promotion, market

research, and all fixed operation .My first three years spent on all

administrative functions of the dealership operation. My next three years

were spent involved in all sales management functions, working retail

deals and the training of all of our sales staff. I started as a sales

manager and then took on the General Sales Manager role. I then took the

role of the General Manager of the entire dealership operation and became

a partner of the company as my father took a step back from the day to

day operations of the dealership.

Professional Development

Ford Motor Company Institute-Financial Analysis & Bentley College-

Accounting

Franklin Covey-Corporate Training

131 Sweet Farm Road Portsmouth, RI 02871

H: 401-***-**** C: 401-***-**** accykh@r.postjobfree.com

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