Sales Manager

Mark Scharff

714-***-**** ***********@*****.***

SALES AND MARKETING OPERATIONS EXECUTIVE

Demonstrated ability to achieve increased levels of sales, customer

satisfaction, productivity, and quality in challenging economic and slow

growth markets.

Management professional with extensive experience leading sales, marketing,

and operations teams. Strengths in recruiting, developing, and coaching

high performing teams in the wholesale automotive manufacturing segment.

Areas of expertise include:

Sales Management Territory Growth Management

Staff Development and Motivation Team Leadership and Coaching

Marketing Operations Field and Sales Operations

Project Leadership Strategic Market Positioning

Process Improvement Budget Planning and Cost Control

PROFESSIONAL EXPERIENCE

carfax, Centreville, VA

October 2013 - january 2015

Regional Account Manager, Orange County, CA

Manage relationships and drive revenue growth with existing dealer

subscribers. Actively sell all CARFAX marketing and Incentive programs to

dealers increasing their product value awareness. Increase dealer

awareness, engagement and retention by building strong relationships.

Selected Achievements:

. 92% retention of Advantage Dealer Accounts

. Ranked 1st of 14 Regional Account Managers on Western Region Team with

Used Car Listings sales

MAZDA NORTH AMERICAN OPERATIONS, irvine, ca august 2006 - July 2012

National Marketing Manager / National Manager, Brand Value

Championed 5 successive years of Mazda Brand and individual model residual

improvement, managing all brand value functions including whole life cost

and residual value setting.

Selected Achievements:

. Improved overall Mazda Brand residuals from ranking of 6th to 3rd

nationally

. Spearheaded initiatives to attain 2 ALG Residual Value Awards on Mazda3

and CX-9, ranked the best in their class by ALG.

Mitsubishi mOTOR SALES OF AMERICA iNC., Cypress, CA 1996 - 2006

National Sales Operations Manager, Cypress, CA 2004 - 2006

Directed and managed all National Sales Operations activities with

accountability for overall retail sales. Chaired weekly sales operations

conference calls with Regional Directors and Sales Managers.

Selected Achievements:

. Generated a 9% increase in sales by developing and implementing a

regional best practices weekly forum, which led to top best practice

recommendations being replicated by all regions.

. Improved communication with regional and national management by

proactively contacting regions and garnering their input and feedback

prior to launching new programs.

Regional Sales Manager / National Retail Marketing Manager, Cypress, CA

2002 - 2004

Managed team of 11 District and Regional Managers responsible for all

wholesale, retail, marketing, and distribution objectives. Accountable for

all national retail marketing including advertising and dealership co-op.

Managed $130M budget and coordinated media buys for 204 dealer advertising

associations.

Mark Scharff Page Two

Mitsubishi mOTOR SALES OF AMERICA iNC., continued

Regional Sales Manager, Schaumburg, IL 2001 - 2002

Led team of 10 District Sales and Regional Managers accountable for all

wholesale, retail, distribution, and marketing objectives.

Selected Achievements:

. Produced record sales and consistently ranked as top performing region in

wholesale and retail accomplishment from 2001 to 2002.

. Implemented a dealer ordering wholesale strategy that led to top

wholesale sales performance in the nation, and was adopted as a model

launched nationwide.

. Successfully executed sales and marketing dealer support programs, which

led to superior performance.

Regional Distribution Manager, Schaumburg, IL Mitsubishi Motor Sales

1999 - 2001

Performed monthly production ordering and ensured achievement of assigned

wholesale and retail objectives. Managed an Assistant Distribution Manager

and Distribution Coordinator.

Selected Achievements:

. Significantly contributed to corporate and regional profitability by

achieving wholesale objectives for 2 consecutive years.

. Co-developed a dealer ordering process that allowed dealers to more

effectively manage their inventory by ordering and replacing fast-turning

models.

. Mentored District Sales Managers to help them achieve individual

wholesale objectives.

. Managed monthly production order process to maximize dealer inventory

turn rate and retail sales.

Retail Marketing Manager, Schaumburg, IL Mitsubishi Motor Sales 1997 -

1999

District Sales Manager, Schaumburg, IL Mitsubishi Motor Sales

1996 - 1997

EDUCATION

BS, Business Management, National Louis University, Chicago, IL

1994

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