Sales Manager

OBJECTIVE

A position as a Truck Sales Manager that will utilize my proven strengths in leadership, marketing development, financial analysis, personnel development and organizational management to provide a lasting impact of success, growth, and profitability to the organization.

QUALIFICATIONS

Over 30 years in a distributor and dealership sales environment, a successful District Sales Manager and Engine Distributor Branch Manager. Over 20 years as a successful Dealer Lease Sales Manager. Successfully demonstrating leadership, innovation, analysis, organization, planning, and marketing abilities.

KEY SKILLSETS

• Class 2 through 8 Truck Sales Full Service Lease Director

• Trainer Fleet Sales Management

• Relationship Builder Hunter

• Corporate Fleet Sales Director General Manager

• Travel Self Supervision Self Starter

ACHIEVEMENTS

MARKETING ABILITES:

Independently develop and implement marketing plans, marketing opportunities, coordinate trade show involvement, customer database and sales route plan for individual dealer locations.

Create marketing literature and materials for various dealership sales staff.

Sales calls, coach and train dealer sales staff on outside sales calls, conducting cold and warm calls.

Develop and coach staff on optimizing customer databases, telemarketing, territory sales and marketing.

Create satisfactory relations with dealers, national accounts and strategic partners increasing market share.

Launch new product strategies, expand sales volume and generate profits.

Negotiated multi- million dollar sales contracts with national corporations, work with senior management, and improving customer relations while resolving needs with product and program development.

LEADERSHIP:

Lead turn around in branch profitability, increasing gross sales 100% from low eight figure to mid 8 figures and profitability from a six-figure loss, to a profit of mid seven-figure range in 9 months.

Supervise and coach over 90 direct report subordinate personnel at multiple locations.

Establish and Lead community involvement - customer appreciation programs for multiple locations.

Improve dealer relationships with manufactures and vendor relations saving valuable franchises.

Represent superiors at strategic meetings leading to successful manufacture / dealer relations.

Reduce operational expenses while increasing gross revenue and profitability.

Analyze financial statements resulting in a 95% customer success rate of completed finance contracts.

Successfully recruit personnel from competitors and colleges to fill organizational voids.

Recruit, Coach and Train entry-level sales personnel on the proficient use of telemarketing, operational procedures ranging from systems use to rental and service.

Represent Company President at national meetings resulting in successful vendor relations.

PLAN:

Develop and create financial forecast, service manuals and inventory controls.

Initiate, plan, create and develop new locations, personnel, and customer base.

Evaluate, design, and implement a fleet services program retaining 90% of the customer base.

PLAN:

Create and develop business plans, branch budget, operational procedures and financial forecast.

Develop objective target oriented business plans and budgets on short and long term goals and forecast.

Develop Matrix for long range inventory planning and sales forecasting.

Plan and coordinate travel and daily activities for a 95% travel schedule with self supervision and reducing expenses.

INNOVATION:

Coordinate attendance of new trade shows brought to the attention of management, developing successful participation.

Develop a preventative maintenance sales program, allowing the dealership service department to increase absorption rate by increasing facility utilization increasing overall profitability.

Initiate dealership insurance agency plan and obtained insurance agency license.

Develop personal computer based sales, marketing, marketing data systems, for sales and leasing departments.

Reorganize warranty recovery program to recover old outstanding warranty claims in the range of seven figures that existed reducing the loss to less than 30% of forecast.

EXPERIENCE

2/2011 to Present

Nissan of Elk Grove Elk Grove, CA 95757

Corporate Fleet Sales Director

Duties

Develop market and department operations plans for New Nissan commercial vehicles at dealership level. Conduct commercial vehicle marketing activites and market research. Train staff on sales to commercial vehicle purchasers. Develop commercial F&I programs and finance sources. Assist with retail sales activities. Coordinate trade show activities.

11/2010 to 2/2011

Navistar (International Used Truck Center) Oakland, CA 94621

Sales Consultant

Duties

Conduct marketing and sales activities for Northwestern U.S. relating to Medium and Heavy Duty Used Trucks. Create own marketing strategies and sales plans. Locate used trucks purchase and resale. Perform additional duties of paper closing and F&I placement of sales.

2/2009 to 7/2010

Arrow Truck Sales (The Volvo Group) French Camp, CA 95231

Assistant Branch Manager

Duties

Hired as a Retail Sales Consultant and promoted to Assistant Branch Manager after 120 days, Conduct marketing and sales activities for Northwestern U.S. relating to Medium and Heavy Duty Used Trucks. Responsible for wholesale truck purchasing and sales, assist Retail Consultants in closing sales. Cover sales in a multistate territory; locate facilities for a new location. Assume duties of Branch Manager in his absence.

4/2006 to 8/2008

Nissan Diesel America ( The Volvo Group) Irving, TX 75063

District Manager Sales

Duties

Conduct dealer site audits to assure compliance with dealer franchise requirements. Maintain dealer wholesale inventory levels. Coordinate inventory levels of all dealers. Coach new dealers in operations and procedures. Coach new salespersons, and then work with salespersons to close sales and prospect for new business. Perform quarterly financial reviews. Be a resource of information for dealers, salespeople and corporate headquarters. Self supervise activities, 95% travel, make own travel arrangements and schedules. Organize, coordinate and participate in industry related trade shows. Revitalize district that had been under performing, to over 108% of objective in down year. Maintain a positive relationship with dealers, salespersons and service personnel. Prospect for and cultivate new dealership relationships. Maintain relations with National Accounts.

8/2004 to 4/2006

John L. Sullivan Chevrolet Roseville, CA 95661

Commercial / Fleet Outside Sales Manager

Duties

Commercial and fleet sales of new and used cars and trucks. Create marketing format for outside sales program. Self-Supervision and motivation for sales and marketing actives. Create and develop community

awareness and activities programs, participate in community organizations. Develop outside sales prospect database for commercial fleet sales. Prepare and bid on all State and Municipal contracts. Create customer base for new Commercial / Fleet Service Center under construction. Act as own F&I Manager and closer. Prepare contracts for deal. Specify and engineer new vehicles for order. Coach and train sales staff in commercial fleet sales process. Maintain National Account relationships.

7/2003 to 8/2004

Scully Transportation Services, Inc. West Sacramento, CA 95691

Rental Manager

Duties

Lead branch turn around in profitability and market share. Create a positive image for the operation in the community. Responsible for daily rental operations, revenues and profitability. Direct marketing and contract with rental and lease customers. Maintain a positive working relationship with competitors. Obtain and analyze customer credit applications for submission. Coordinate fleet maintenance with service department. Maintain inventory to balance utilization with revenue needs. Assist Customers with fleet safety. Train branch personnel in systems operation.

2002 to 2003

Dan Dewald, Inc. West Sacramento, CA 95691

Commercial Truck Specialist

Duties

Train Principals in new truck engineering and software systems. Negotiate with both buyers and sellers to complete sales and purchases. Specify and order all new trucks.

2000 to 2001

Stewart & Stevenson Houston, Texas 77251

General Branch Manager – West Sacramento

Stewart & Stevenson

Duties

Full P&L financial responsibility to Executive Vice President for Sacramento branch, Redding branch, and Beijing, China branch. Operational and financial responsibility for 9 business units; Detroit Diesel Engine, Power Generation Unit, Compressor Sales, Manufacturing & Fabrication, China Sales,

Irrigation Products, Thermo King Refrigeration, Parts, Engine Service, Allison Transmission, and Generator / Compressor Rentals. Direct responsibility and supervision for 200+ employees and $54 million in gross sales.

1981 to 2000

Riverview International Trucks, Inc. West Sacramento, California 95691

Idealease- Lease Manager

Duties

Develop, create and maintain dealer leasing department. Responsible to President for all leasing operations, sales and duties. Full P&L responsibility for assets and revenue. Responsible for supervision of personnel at multiple locations. Responsible for growth of sales from $0 to sales of $7 million. Develop fleet from 0 units to 518 units under contract. Compile, complete and submit all IFTA tax reports and DOT regulatory compliance and reports for both internal fleet as well as customer fleets. Maintain national account relationships. Develop service procedures and supervise service operations.

EDUCATION

Graduate Study Lincoln University School of Law

B.A. Criminal Justice California State University, Sacramento, CA

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