Sales Manager
Resume:
PASQUALE GENOVA, M BA
************@*****.*** 201-***-**** 39 Trella Terrace Clifton, NJ 07013
w ww.linkedin.com/in/pasqualegenova
D I RECTOR OPERAT IONS, SALES, BUSI NESS DE VELOP M E N T
PROF I L E SUM MARY
Offering 20+ years of management experience, I am seeking a senior leadership position. My experience over the
past 7 years working as a Director of Sales, Operations Business Development provides a solid foundation for
working with consumers, small businesses, and large corporations. My forte is building and leading strong teams
w ho achieve maximum performance, high customer satisfaction and profitability.
T EC H NO LOGY
Proficient in Microsoft Excel and PowerPoint. Custom ADP Drive accounting system. Higher Gear CRM Suite.
A utoAlert. My DealerLot. Cars.com. Website SEO. Instagram and Twit ter. Directed Internet Manager. Online
research. iPad power user.
PROFESSIONAL EXPER I ENCE
LEXUS OF E NGLEWOOD N J June 2007 to Present
Di rector of Operations/General M anager (2014) for a 350+ new and 70+ pre-owned luxury automotive
dealership with $15M in inventory. Achieved number one status in Northeastern region in 2013 (#22 in 2007). Took
dealership from 50th i n the nation to 8th . Plan, motivate and coordinate the activities of 32 professionals on the sales
and finance team.
Di rector of Business Development (2011-2012) experience includes selling f leets and coaches at a commercial
level, offering employee car buying incentives to local companies and proactively targeting the high net worth
market.
Recruited as Sales Manager for turnaround role by former manager based on reputation for being a
t ransformative leader. Skilled t rainer, mentor, and motivator for diverse groups of individuals; recognized by upper
management for the ability to excel as a leader. Promoted to General Sales Manager within six months.
Established the finance department that generated additional profit through such programs as special
f inancing.
Reduced aged inventory by 50% by moving new cars within 30 days and getting anything over 60 days off the
lot.
Increased revenue 4.5% quarter-on-quarter.
Increased Customer Satisfaction Index (CSI). Won “Elite of Lexus Award” 2006-2013 with a 98%+ rating.
Technology & Marketing
Directed In ternet Manager. Contributed to short and long term advertising strategies, sales and lease
p romotional programs, and marketing initiatives. Maintained a strong presence in collaborating with
marketing.
Designed and negotiated advertising and promotional programs with TV and radio outfits.
Established business development centers (BDCs) in service and parts, increasing revenue to 750K from 450K.
Responsible for monthly and annual sales, profit and expense forecasting; best practices; business planning;
t rade-in appraisals and merchandising strategies. Forecast vehicle requirements by department for 90-day
sales period. Project monthly unit sales and gross profit.
Talent Management
Designed new compensation program, leading to increased performance and higher employee retention.
Project staffing needs, design compensation plans, and evaluate performance of sales consultants. Reviewed
weekly commission sheets, productivity vs. forecast reports, and profit performance for each sales consultant.
Managed team with a hands-off approach that encouraged autonomy, while also working in the t renches to stay
i n-tune with marketing and sales t rends.
Reputed for high-impact yet low-key approach to achieve dramatic results in a positive and collaborative
climate.
Vendor Management / Facilit ies
Reduced expenses overall by 18% through vendor relationship management and negotiation strategies.
Relocated dealership, overseeing all facilities matters from construction to décor. Maintenance vendor selection
and contract negotiation. Inventory: 1.5M.
PASQUALE GENOVA, MBA PAGE 2
************@*****.***
L EXUS OF MAN HATTAN N Y Aug 1997 to June 2007
GENERAL SALES M A NAGER
Lexus of Manhattan serves upper echelon, high net worth and celebrity clientele. Dealership sells f leets and cars
i ntended as coaches to various enterprises. Some private client at-home automotive sales. D irected sales, inventory
and wholesale operations for more than $10 million in inventory. Supervised 15 sales consultants and 2 finance
managers.
Sales
Experienced the new and definitive marketplace branding Lexus boldly embodied. Lexus coined such terms as
certified pre-owned. Lexus led the way in t ransitioning car buying into a customer experience.
Hired people with no experience, grooming them for the specific dealership culture.
Executed 200 retail sales per month through a mix of client retention, online and showroom f loor sales.
Proficient in all sales cycle phases from lead generation, presentation to negotiation, closing and follow-up.
Excel in training and motivating teams to outperform.
Increased gross and volume revenue while decreasing expenditures. Elevated new car department’s ranking in
volume from 22 to 10, thereby increasing profit performance.
B usiness Development
Provide car buying incentives to employees of major, local companies (CBS, Phillip Morris).
Work with purchasing departments seeking luxury f leets and coaches.
Increased repeat business to a 60-70% level through relationship management strategies and referral sourcing.
Developed a lead management system leveraging CRM data and developing creative, timely marketing
campaigns.
E merging and Transformative Technology
Implemented High Gear CRM, a customized ADP accounting system and supplied delivery staff with iPads.
Developed custom retention system. Utilized AutoAlert to increase sales by communicating with existing
customers about equity position, specials, maintenance and other relationship management enhancements.
Hired an internet manager and website developer. Drove the business online while driving t raffic to the website
i tself.
P rofessional Development & Performance Improvement
Established, from scratch, a formalized KPI system. Supplemented KPI initiative with weekly CRM analysis.
Coached and motivated sales team with weekly presentations and daily one-to-one mentoring sessions.
B OB C IASULL I LEXUS June 1992 to Aug 1997
GENERAL SALES M A NAGER
Led a sales team of 15 to outstanding performance, projecting $1M over goal in 1996. Hired two sales managers and
a f inance manager. Created and piloted the company’s first formal sales training program.
BANCA D I RO MA Jan 1988 to May 1992
V ICE P RES I DE N T, A UD I T I NG O PERAT IONS (2 Y RS . U.S., 2 Y RS . R O ME, I TALY )
Directed a team of 10 (5 in U.S., 5 in Rome) internal auditors overseeing the Wall Street and Rome locations of the
bank.
C HASE MAN HATTAN BANK Apr 1980 to Dec 1987
V ICE P RES I DE N T, A UD I T I NG
Managed 162 auditing professionals and four direct reports in the Trust Assets Division. Reported to Executive
V ice President (EVP). Team grew from 98 to 162 in 2.5 years.
E D UCAT ION/CERT I F ICAT IONS
Long Island University
M aster of Business Administration: Ma rketing and Accounting
S umma cum laude
Pace University
B achelor of Business Administration
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