Manager Sales

PROFILE

Accomplished Senior Manager with extensive professional experience in account management, operations, and customer satisfaction with multiple Fortune 50 Companies. Proven leader, strong analytic thinker, and clear communicator with the ability to identify and execute creative business solutions, motivate teams, improve profit center performance, and streamline operating procedures. Post graduate formal training in human resources management. Excellent interpersonal skills.

HIGHLIGHTS OF QUALIFICATIONS

Business Development

Sales & Marketing Management

Facilitator

Financial Analysis

Organization & Strategic Planning

Negotiation Skills

Target Market & Penetration

Customer Relationship Management

Team Builder & Motivator

SELECTED PROFESSIONAL ACCOMPLISHMENTS

Developed national dealer organization blueprint. Quantified all U.S. markets to determine best mix of dealer points to maximize sales volume and customer satisfaction. Used clean sheet of paper approach considering market volume potential, existing dealer locations, projected market population and economic growth, and projected market demographics. Created strategies to grow market share in emerging luxury and high-performance car segments. IMPACT: Produced U.S. dealer organization policies and procedure standards including strategies and tactics for the near and long-term needs and success of the company.

Created a consistent high-quality brand image within the marketplace. Executed new uniform signage standards. Implemented corporate facility appearance, size, design, and location standards. IMPACT: Established new identity program. Built replacement facilities and/or updated existing facilities where appropriate.

Generated sales strategies targeting new customers. Assessed need for new market and developed tactical approaches that could be duplicated. IMPACT: Signed new business at a rate greater than any point in company history.

Achieved the highest percent of market share compared to competition. Offered customers enhanced benefits that delivered superior solutions to their needs. IMPACT: Moved from 2nd in market share to 1st and captured more than 50% of market share.

Increased customer satisfaction in all pertinent areas of measurable performance. Identified those items most critical to maintaining high customer satisfaction and implemented standards that drove the desired results. IMPACT: Raised measured levels of customer satisfaction to highest in the industry.

Assisted independent dealers in surviving an economic downturn. Analyzed internal operations and provided each dealer with a customized operating plan to maximizing sales and profit potential. Helped manage expenses and eliminated waste. IMPACT: Increased profitability for each dealer by focusing on sound business processes under challenging market conditions.

Secured an exclusive supplier agreement with companies. Provided customers with complete needs scenario ranging from specifications, pricing, purchasing, up-fitting, distribution, training, maintenance, and disposal. IMPACT: Increased sales, profits, and market share. Maintained multiple customer relationships and exclusive vendor status for 15 consecutive years.

EDUCATION & DEVELOPMENT

Bachelor of Arts, Business and Financial Management – Lenoir-Rhyne University, Hickory, NC

Graduate, University of Automotive Management - GMI Engineering & Management Univ., Flint, MI

Executive Education, Ross School of Business - University of Michigan, Ann Arbor, MI

Executive Education, Eli Broad School of Management – Michigan State Univ., East Lansing, MI

PROFESSIONAL EXPERIENCE

KENWORTH TRUCK COMPANY Kirkland, WA

Dealer Development Manager

Manage Kenworth Dealer Network Organization. Duties include managing dealer location, dealer facilities, dealer owner changes, dealer process improvement, and dealer profitability.

MATTIAN AUTOMOTIVE SERVICES, LLC Alpharetta, GA

Executive Managing Partner

Provide management consulting services to new passenger vehicle and Heavy Duty/Medium Duty truck dealers relating to fixed operations and commercial vehicle sales. Also provide management consulting services to commercial fleet operators.

WACHOVIA BANK Milton, GA

Region Manager – Wachovia Bank Dealer Services

SE Regional Manager, Wachovia Dealer Services

GENERAL MOTORS CORPORATION Alpharetta, GA

Region Manager – GM Fleet & Commercial Operations

Managed SE Region Fleet & Commercial Field Sales & Service staff; conducted hiring and training

Managed SE Region Federal, State, and Local Government Sales and Service Business

Managed SE Region Alternative Fuel/Advanced Technology Business

Managed commercial and passenger vehicle, Heavy Duty/Medium Duty truck and parts sales volume, pricing & profitability, product distribution, customer service, department budget, logistics

Developed commercial customers, resolved problems, facilitated customer satisfaction

Conducted trade shows and served as local representative of company for all functions

Dealer Network Organization Manager Detroit, MI

Created GM’s first unified blueprint for U.S. dealer development rationalized strategy for near term re-organization and long-term growth and success

Managed GM Dealer Network development strategies, tactics, policies, and procedures; corporate identity. Created strategies to enhance corporate focus on luxury and high-performance models.

Facilitated dealer buy/sell agreements; Developed pool of potential Dealer candidates

Managed compliance with all State and Local laws; Point of contact for GM Legal Department

Supervised six Zone Business Management Managers

Zone Business Management Manager Southfield, MI

Trained dealer financial staffs related to Dealer Performance Measurement tools

Counseled dealers regarding financial operations management and improvement strategies

Performed annual dealer financial audit; measured performance vs. agreed upon action plans

Zone Product Distribution Manager Cincinnati, OH

Managed all passenger vehicle, Heavy Duty/Medium Duty truck, and parts distribution

Managed all passenger vehicle, Heavy Duty/Medium Duty truck, and parts distribution logistics

Developed and implemented systems that maximized inventory mix and turnover rate

District Sales, Service, & Parts Manager Lexington, KY

Generated new passenger vehicle, HD/MD truck, and parts sales per market share objectives

Trained local sales and service representatives

Generated, implemented, and managed local Dealer Marketing and Advertising Group initiatives

Zone Office Assistant Manager Charlotte, NC

Supervised administrative staff; conducted hiring and training

Developed and managed Zone budget including accounts payable and accounts receivable

Managed Zone facility operations

U.S. ARMY Washington, DC

Sergeant

Managed classified information security operations at Headquarters, Defense Mapping Agency

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