Sales Manager

J ONAT HAN M. JO H NSON

*** ***** **** ******, *******, Iowa 51560

Cellular Phone: 712-***-**** Home Phone: 712-***-****

E-mail: j -********@***.***

SU M MARY OF QUAL I F ICAT IONS :

• Successful at Citi Financial Auto as an Area Sales Manager, Corporate T rainer, and a Dealer Development

R epresentative

• Knowledge of, and substantial experience in professional sales management including increasing profits

a nd closing sales

• Management Skills: Organize multiple, complex responsibilities and projects w ith outstanding results

u nder deadlines; able to maintain productivity and ensure quality consistently in a busy and complicated

w ork environment while working under those time constraints; communicates with diverse customers,

staff members, management, and other internal/external professionals

• Dedicated team leader; confident achiever and productive professional who enjoys new challenges and

opportunities.

• Excellent motivator and communicator

• Extensive knowledge of online applications.

E M P LOYM EN T EXPER I ENCE:

2011 To 2012, G M F I NANC IAL, Western Iowa, Nebraska

Dealer Relationship Manager (2011-2012) G rew relationships w ith General Motor f ranchised dealerships

i n both Western Iowa and Nebraska. By using vert ical integration start ing w ith owners, general

m anagers, sales managers, and finance managers was able to increase new car subprime, sub vented sales

b y 100% year over year. With the relationships built inside the dealerships, int roduced GM F inancial

l easing. The region quickly became the la rgest leasing market in G M F inancial’s South Cent ral Region.

T he market made up 33% of every lease done in a region that covered Nebraska, M issouri, Oklahoma,

A rkansas, Kansas, Louisiana, and Texas. Job responsibilities included t raining new car sales managers,

f inance managers, and special finance managers on new subvention programs, lease programs, and in

m any cases understanding special finance and lease selling in general. This led to many incremental

sales and increased profits for both the dealerships and GM Financial.

2009 To 2011, CRED I T ACCEPTANCE CORPORAT IO N, Nebraska

Ma rket Area Manager (2009 to 2011) M anage a group of F ranchised and I ndependent dealerships across

t he state of Nebraska. Activities led to a twenty percent growth of active dealers in the region. Last

q ua rter of 2010 showed a growth in approvals of over 20% from the previous year. Worked to build

r elationships th roughout the te r r itory and inside the dealerships assigned as well as newly signed

d ealerships. New dealers performed above company average for contracts, as well as approvals. M ain

a rea of concern was t raining new dealerships on Credit Acceptances multi-faceted program. This

e ntailed t raining on sales processes, pape rwork, inventory, pay plans, and online approval program

k nown as CAPS. This was a process that requi red a full installation at any dealer that was signed. Using

a t op down management implementation program, this has greatly increased the dealership’s

opportunity for success.

2008 T o 2009, CARFAX, Iowa, Nebraska, Northeastern M issouri

• Regional Account M anager (2008 to 2009) M anage a te r r itory of automobile dealerships th roughout Iowa,

E astern Nebraska, and Northeastern M issouri. Responsible for increasing awa reness of Ca rfax services,

as well as increasing revenue from the dealership customer side. Effectively built relationships

t h roughout dealership channels, which led to a greater understanding of Ca rfaxes’ programs. This added

v alue to the dealerships relationship w ith Ca rfax from the General Manager all the way down to the sales

force. Activities led to a 20% growth in year over year revenues compared to the previous yea r’s

p erformance. Consistently in the top 15% of Ca rfaxes’ Regional Account Manager Met r ics for the nation.

Actively educated dealership personal not only on Ca rfax, but how to be more effective using online

a dvert ising as well. This has led to a pa rtne rship with the customer base, rather than a relationship

solely as a vendor. Effectively leveraged knowledge of the car business to improve presentations, and

sales calls. This greatly increased the importance of Ca rfax w ithin the dealership.

2002 to 2008, C IT I F I NANC IAL AUTO, Omaha, Nebraska

• Area Sales M anager (2007 to 2008) M anage a team of Sales Representatives who visit clients in N E, I A, N D,

S D, and No rthern M N to sell products and acquire financing on auto sales w ith car dealers. M anage

m arkets and prepare budgets. Ma rket increased 30% from previous year for te rm of position; ensure the

best possible customer service. T roubleshooting problem situations when they are indentified; solves

issues efficiently. Set up sales plans; facilitate conversations on sales plans. I ncrease profits via strategic

p lanning. I mplement strategic changes in fundamental business models. Added incremental products to

e nhance sales. Top sales in the Northern M idwest Region.

• Corporate T ra iner (2005 to 2007) P romoted to Head Regional T rainer for the M idwest Region. Solely

r esponsible for t raining newly-hi red professionals in and out of region. Taught how to use sales tools,

sign new dealers and create professional presentations for dealers. T ra ined staff on polices, sales

t echniques, products, organizational skill, computer systems and sales documents. P rovided and good

b ase for them to flour ish in their job.

• Dealer Development Representative (2002 to 2007) Serviced franchised and independent auto dealers for

N ebraska and Western Iowa. Imp roved dealer and branch business relationships; built value into

C itiFinancial Auto’s program w ithin the dealership. Educated new and existing dealers on buying

p a rameters and how they could become more profitable, which increased CitiF inancial Auto’s bottom

l ine. Actively prospected, identified, signed, and incorporated new dealers across Nebraska and Western

I owa for the branch in Omaha. Pa rt of a team that took the Omaha branch from $5.1 million in 2002 to

over $30 million in 2007. An increase of over 600% dur ing the 5 year period. Grew the dealer base by 300%

i n that same time period. I mp roved dealer/branch relationships via promotions and contests. Helped get

t he branch manager, buyers, and funders into the field, t raining them on sales techniques, sales etiquette,

a nd sales presentations, while assisting them in gaining k nowledge on how a dealership wor ks. Imp roved

r elationship and communication between the origination and sales depa r tments, which led to more time

servicing our clients efficiently.

1999 to 2002, U N ION ACCEPTANCE CORPORAT IO N, I ndianapolis, I ndiana

• Dealer Development Representative-Des Moines, Western Iowa, Omaha, and Western Nebraska (2001-

2002) Company specialized in extended te rms and over-advances for premier quality customers. Serviced

a nd grew the given te r r itory. Region pe rformed above stated goals. Vital par t of buying team who moved

UAC to the forefront in prima ry finance offices across Nebraska and Iowa. Overcame many changes and

c hallenges, including two ownership changes while at UAC.

• Dealer Development Representative-National Te r r ito ry (1999-2001) T raveled two years; set up new

m arkets. T roubleshooting of under-performing markets. I dentified, t rained, and oversaw teams of

R epresentatives in new markets nationwide. P rospected new dealers. Completed follow-up in new

m arkets, which performed ahead of expected results annually. T rained five sales Representatives in new

m arkets in Jacksonville, Nor th/South California, Maine, Vermont, and Connecticut; All five stayed in the

f inance indust ry.

ED UCAT IO N, WORKSHOPS, AND T RA I N I NG:

• Bachelor of Science in Business Administration, GPA 3.1, University of South Dakota, Vermillion, South

D akota, 1992

• Du r ing tenure at Citi Financial Auto-H i r ing/T raining Classes, Sales Techniques Course, Service Cont ract

Workshop

ACCOMP L IS H M E N TS AND PROFESSIONAL STRENGT HS:

• CitiFinancial Auto-I nc reased sales a profits substantially; also revised and improved sales and t raining

p rocedures

• Report analysis lead to increased sales and enhanced efficiency in ever-changing markets

• T raining is a strength-ensure that sales staff are cur rent in all markets and understand the sales process

for all to benefit

• Solid experience in selling and closing sales-provide detailed information to produce buying needs and

motivate clients to purchase

• Lear n new procedures and methods quickly; inte rnet, and e-mail-Work with M ic rosoft Word, Excel, and

PowerPoint

• Detail oriented professional and t rustworthy individual w ho completes responsibilities from start to

f inish

• Credit Acceptance greatly increased the depth and breadth of knowledge in sub-p rime lending. This has

l ed to an experience base that r uns the full gambit of financial service.

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