Gary Charlton

Frisco, TX ***** adu2uv@r.postjobfree.com 972-***-****

Operations Management l Sales Management Indirect Auto Lending Consumer Lending P&L Management Credit Risk Model Development

Multi-Award-Winning, Forward-Thinking, and Entrepreneurial Credit Leader with 20+ of Banking and Finance experience and 12 years of dealership experience driving organizational loan growth and member loyalty.

Management Style: A collaborative, leads-by-example manager who is firm but fair and gives people the tools to be successful. Recognized throughout career as a trusted, caring, and empathetic leader, coach, and mentor.

Financial Acumen: Well versed in managing a P&L, creating and controlling budgets, managing profitable portfolios by consistently monitoring charge operation, delinquency ratios, ROE, and ROI.

Broad Consumer Lending Experience: Offering a unique depth, diversity, and understanding of consumer financing to mitigate risks, accelerate the achievement of goals, and grow EBITDA.

NOTABLE CAREER HIGHLIGHTS

Banking Portfolio Management Excellence:

Drove Hibernia National Bank’s portfolio from about $500 million to $1.6 billion.

Co-managed Capital One Auto Finance’s $12 billion portfolio from the origination department and personally managed a $3 billion region.

New Market Penetration:

Played a key role in expanding Hibernia National Bank’s indirect lending footprint; starting in DFW, grew the footprint to include Houston/Beaumont, Austin/San Antonio, Lubbock/Amarillo, and Wichita Falls.

Grew revenue from $0 to $750 million in annual originations.

Helped Capital One penetrate Texas, Arkansas, New Mexico, and Oklahoma with then newly developed full spectrum lending program; rolled out the program, hired over 500 people, and opened 10 offices, including 6 major hubs and 4 satellite offices to cement status as a relationship lender.

Awards for Leadership Excellence:

Hired and led staff that contributed to winning Best of Denton County among all pre-owned auto dealerships 6 years, including 2009, 2013, 2014, 2015, 2016, and 2017.

Secured high ratings on Google, Auto Trader, and Car Gurus.

PROFESSIONAL EXPERIENCE

CarOffer, Addison, TX December 2021-Present

JDealer Sales Manager

Responsibility of managing 70 plus franchise dealership accounts buying and selling transactions through the CarOffer platform. Successfully achieved #1 buying DSM out of more than 100 DSMs for the month of June and have consistently been in the top 5-10 every month in 2022 in total transactions. Perform daily and weekly zoom call meetings with new and existing accounts selling the program. Lead pilot programs rolled out to our

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Gary Charlton adu2uv@r.postjobfree.com 972-***-****

CarOffer Continued from Page One

dealerships. I have consistently been asked to provide input to executive management on current and future programs ideas and other ways to improve operations. Assigned auto groups who were Strategic Accounts. I personally managed and grew the Strategic auto groups by bringing on more stores each month as well as growing their transactions monthly.

QuickTurnRecon, Inc., Frisco, TX 2018 to 2021

Chief Executive Office

Launched all-inclusive automobile paint, body, reconditioning, and detailing company for pre-owned and new vehicles. Led a team that grew to 5 managers, 6 franchise dealer accounts, 25 employees, and 6 contract-labor vendors. Role entailed extensive leadership, EBITDA/P&L management, strategic planning, negotiation, inventory management, purchasing (supplies, equipment, tools), goal setting, and hiring.

Grew revenue from zero to $2.4 million in revenue prior to the global pandemic.

Set the cadence for the business, constantly communicating a vision for the path forward and scheduling routine meetings to ensure communication.

Quickly achieved profitability by leveraging industry relationships with decision-makers and creating a unique promise of value—a 48-hour guarantee—that helped dealers increase turn time from 60-days to 30-days, enhancing their sales 25%-50%.

Consistently exceeded client expectations by creating a revolutionary business model.

Secured business loans and lines of credit by establishing strong banking relationships.

Charlton Enterprises, Inc. (dba Charlton Motors), Dallas, TX 2007 to 2020

Owner / President

Built business from the ground up and led a staff of up to 16 team members and 3 managers. With full P&L responsibility, created and controlled annual budgets, forecasted revenue, spearheaded advertising and marketing, managed contracts-in-transit (CIT) and receivables, and ensured compliance and best-in-class customer service. Sold and serviced cars and had an auto-body shop that did warranty work claims. Role entailed extensive negotiation hiring, long-term strategic planning, and financial analysis.

Grew revenue from zero to $8.4 million in 2018; sold the service department in 2019; found a buyer and negotiated the profitable sale of the company; retained auto reconditioning staff and brought them into next entrepreneurial venture.

Created a streamlined sales and documentation finance process that fast funding time, usually within 24 to 48 hours.

Secured a $2 million line of credit to purchase inventory and negotiated favorable payment terms.

Routinely negotiated indirect credit decisions with all lenders for all vehicles; restructured loans to boost closing ratios with all lenders and generate more car sales.

Innovated business model that laid the groundwork for enhanced revenue growth; implemented a start-to-finish sales process with one salesperson, enhancing relationship building and closing percentages.

Oversaw $70,000 in capital improvements; remodeled dealership and purchased and installed equipment to provide service capabilities.

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Gary Charlton adu2uv@r.postjobfree.com 972-***-****

Capital One (previously Hibernia National Bank), Plano, TX 1998 to 2007

Vice President / Regional Manager, Hibernia National Bank (2004 to 2007)

Regional Relationship Manager, Capital One Auto Finance (2006 to 2007)

Division Manager of Indirect Auto and Marine Line of Business, Hibernia National Bank (2006)

Texas Credit Manager, Hibernia National Bank (1998 to 2003)

Received a series of fast-track promotions through roles with increasing responsibility, culminating with Vice President role, leading a team of 105 reports and 5 senior-manager direct reports in Texas and Louisiana.

Opened first indirect lending office in McKinney and served a footprint that included East Texas, Hibernia bank branches.

Capital One (previously Hibernia National Bank)

Grew East Texas to rank in the “Top 3” Lenders within 2 years after launching business.

Boosted internal state rankings to “Top 10,” outpacing 500+ lenders.

Starting in a new market, grew Texas sales to $750 million and grew overall portfolio for Louisiana and Texas to $1.6 billion.

Played a key role in positioning the company for a profitable sale—starting from scratch, as one of 8 people, built and implemented the full spectrum indirect lending program for the nation, something Capital One didn’t have before; role entailed extensive hiring and training.

Created risk model for Hibernia National Bank’s indirect lending program and served on the credit team; did the same thing at Capital One’s full spectrum lending program; delivered risk model in an accelerated timeframe—took a year as opposed to several.

Personally, managed all Strategic Dealer Auto Group accounts which were Regional and National.

Earlier Career Roles Include: Credit Supervisor / Territory Sales Manager / Branch Manager, Wells Fargo Financial / previously WFS; Senior Loan Officer, Fidelity Acceptance; and Finance Manager / Sales Manager, Toyota Retail Sales.

EDUCATION

Angelo State University, San Angelo, TX

Bachelor of Business Administration, Marketing

Open to securing an MBA

Continuing Education:

7 Habits of Highly Successful People – 3-day continuing education program

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