Business Development Manager
Resume:
Greg Clemens
Tustin, CA ****2
Office: 714-***-****
Cell: 714-***-****
E-mail: ***********@*****.***
SUMMARY
Resourceful business development professional with 22 years of experience in sales, sales management, credit, and collections. Performed in increasingly responsible positions in commercial lending with emphasis in the trucking environment. Business development expertise includes persuasive negotiation skills with keen decision making and closing abilities.
• Sales Expertise • Customer Relations • Business Development • Problem Solving
• Sales Management • Up-selling and Cross Selling • Innovating • Negotiating and Closing
SOFTWARE COMPETENCIES
• Word • Excel • Power Point • Outlook • Lotus Notes • ACT • TValue • ADP • HP 12-C
EXPERIENCE
2006 to 2009 MeriCap Credit Corporation Tustin, CA
Business Development Manager, Commercial Vehicle Division (HQ:Lisle, IL)
Successfully introduced the MeriCap brand to vendors consisting of new and used, heavy, medium, and light-duty truck and trailer dealerships in the 11 Western States. Traveled to dealerships and end users to drive business and maintain relationships.
• Consistently exceeded company goals for volume, yield, and document fee targets.
• Created portfolio with lower delinquencies and higher returns than company average.
• Received Sales Achievement awards and Million Dollar Club membership.
• Maintained delicate dealer relationships during challenging economic times.
• Successfully liquidated repossessions through retail, wholesale, and auction channels.
2002 to 2006 Key Equipment Finance Irvine, CA
Regional Sales Manager, Commercial Vehicle Division (HQ: Downers Grove, IL)
Created Southern California & Nevada territory for newly formed division of AMEXBF (subsequently sold to Key Equipment Finance). Developed and grew critical dealer/vendor and customer relationships while consistently exceeding volume, rate, and documentation fee quotas. Booked loan and lease volume exceeded $20.0MM annually.
• Exceeded 100% of volume quota since region opened. Yields on transactions top target yield. Consistently generate doc fees above corporate expectations.
• Received multiple Sales Achievement awards, and earned Million Dollar Club membership.
• Grew dealer base from zero to over 70 active dealers within my first year.
2001 to 2002 Peck Road Truck Center Whittier, CA
Finance and Insurance Manager
Responsible for F&I function for heavy, medium, and light-duty truck dealership carrying Sterling, Isuzu, and Ford franchises. Implemented profitable F&I program.
• Increased Finance and Insurance revenue by 86% over prior 12-month period, generating more than 20% of dealership’s gross sales profit.
• Successfully marketed finance, insurance, and warranty products to end users.
• Achieved Master Certification from Ford Motor Company in F&I Management.
2000 RDO Equipment Co. Tustin, CA
Truck Division Financial Sales Director – RDO Financial (HQ: Fargo, ND)
Managed team of finance and insurance managers for dealerships in four western states. Product lines included Volvo, Mack, GMC and Isuzu. Created new policies and procedures for division. Centralized and managed all print advertising campaigns.
• Created and implemented a dedicated fleet finance and preventative maintenance program for one of the nation’s largest home delivery service providers. Program was instrumental in securing and closing a long-term contract for multiple units.
• Structured competitive financing arrangements with key lenders to facilitate ongoing reduction of both new and used aged truck inventories.
1996 to 2000 Rush Truck Centers of California, Inc. Pico Rivera, CA
Director of Financial Services, California Operations (HQ: New Braunfells, TX)
Developed and secured custom finance and insurance packages for new and used owner/operator and fleet truck purchasers. Worked in conjunction with over 15 new and used Peterbilt truck sales representatives at multiple locations.
• Grew finance volume to record levels by generating $5.98 million of income over a 4-year period. Placed paper for “A” credits through sub-prime credits.
• Increased same store insurance sales from less than $80,000 in 1996 to $433,000 in 1999, including a 166% increase in 1999 over the previous year.
• Consistently sold preventative maintenance plans, extended warranties, and alarm systems generating additional same-store revenues of more than $200,000 annually.
1994 to 1996 SAFECO Credit Company Seattle, WA
Marketing Representative, National Division
Purchased and sold syndicated lease and loan packages nationwide. Prepared comprehensive loan proposal packages for credit committee review.
• Successfully financed, leased, and syndicated multi-million dollar transactions secured by heavy construction equipment, heavy-duty trucks, logging equipment, aircraft, food-processing equipment, machine tools, computers, and marine vessels.
1987 to 1994 Associates Commercial Corporation Kirkland, WA
Transportation Division
Operations Manager, Kirkland, WA 1993-1994
Supervised operations staff with responsibility for a $150 million loan portfolio.
Credit Manager, Collection Manager, Denver, CO 1988-1993
Investigated credit, performed financial statement analysis and utilized $500,000 credit approval authority. Consistently kept delinquency below company averages.
Management Trainee, Fort Worth, TX 1987-1988
Completed intensive 13-month management training program encompassing the areas of collections, credit, financial statement analysis, and management.
EDUCATION
Bachelor of Science, University of Colorado at Boulder
School of Business and Administration, 1987 Major: Marketing / Marketing Research
LICENSES
• California Fire and Casualty Broker-Agent / California Life Agent (#0C02381)
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