National Accounts Manager Resume Example

NATIONAL ACCOUNTS MANAGER

Executive Profile

I am seeking a leadership opportunity where my experience and skill set will provide beneficial results to the organization.

Professional Experience

Dublin , OHNational Accounts Manager

Ally Financial Remarketing 2006-2011 (Ally Financial - Leading global provider of financial, insurance and real estate solutions) Provide sales management and operational support for a high-volume remarketing auction.
My team generated over $3.8 million in increased year-over-year revenue from national account direct consultation and sales staff engagement initiatives.
Evaluated client performance and developed specific action plans designed to improve transactional volume and revenue.
Worked with cross functional resources to implement direct enrollment programs resulting in a 12% increase in 2010 customer base despite a reduction in the number of dealerships due to OEM liquidations and dealer buyouts.
Worked closely with company executives to identify new business opportunities and routinely participated in sales related strategy and planning sessions.
Key Achievements: Key management role in increasing YOY remarketing revenue $3.8M average per year Opened and developed several key national markets with national dealer groups Developed and implemented a national account enrollment process resulting in a 12% annual new business growth Project Manager incorporating and facilitating national account client engagement process and reporting metric tools.

01/2011 - Current

STATEDirector of Sales/Business Development

Sales Leadership Created a dealer scorecard to measure and assess dealership performance, yield and profitability Lead role in increasing monthly Indirect Auto/RV/Marine Lending production from $400K to $46M at MSGCU Created the position of Real Estate Relations Manager (field originations of new mortgages) Implemented regional performance dashboards through iDashboards Integration of SalesForce.com CRM tool Developed and implemented opportunity and risk management models to improve Indirect Lending sustainability Implemented automated process for dealer funding and chargeback reporting Created cross-functional Finance, Underwriting and Sales pricing team Organizational Development Developed and implemented analytics and dashboards to measure field staff daily performance Lead Salesforce.com implementation (process mapping, gap analysis, business requirements, cost-benefit analysis) Developed multiple reporting metrics and sales tools resulting in increased sales staff efficiency and effectiveness Oversee Indirect Lending strategic policy development and implementation (automotive and Real Estate) Introduced and coached staff to routinely use Sales performance tools (AutoCount, iDashboards, Salesforce.com MI Schools and Government Credit Union (MSGCU - Bauer Financial 5-Star rated provider of financial solutions with 11 branches in SE MI) Currently provide sales, business development and operational leadership for a credit union with over 100,000 members, 12 branches and $1.5 billion in assets.
Lead significant increases in year-over-year automotive and mortgage indirect lending department production garnered through process enhancements, talent acquisition, compensation and territory analysis, product improvement and relationship management.
Hired and developed the Dealer Relations Management and Real Estate Relations staff to improve volume production performance and developed specific strategies and tactics designed to improve revenue, transactional volume and dealer/realtor performance.
Key Achievements: Lead the acquisition, coaching and assessment of Indirect Lending Group (Sales and Underwriting) Developed and implemented the sales compensation program (salary + variable) Lead role in increasing monthly YOY Indirect Lending production to $46M/month Opened and developed several key markets with Real Estate, automotive, RV and power-sport partners Lead the implementation of (Salesforce.com and iDashboards) to measure DRM, RRM, Underwriter and Funder performance.

01/2003 - 01/2006

Ally Financial And GMAC, LLC GMAC, LLC － City , STATEMI Area Remarketing Manager

Leading global provider of financial, insurance and real estate solutions integrated into Ally Financial) I was credited for managing a $1.9 million average per year increases in annual revenue in MI.
Designed and conducted client and associate remarketing training resulting in formal recognition of the developed curriculum through GMAC Educational Services.
Evaluated monthly client revenue and transactional performance, analyzed client inventory levels and controls and designed client-specific action plans that incorporated business center and regional leadership support.
I managed the implementation of multiple client and inventory management system conversions into web-enabled platforms which included recognition as a national Best Practices Award winner.
Key Achievements: Increased assigned area dealer enrollment 240% resulting in over 220 new dealerships and auctions in three years Created a client engagement model designed to accommodate and engage six different branch management strategies Created and assisted to develop a web-based field sales tool designed to analyze online auction compared to physical auction unit sales based on pricing and inventory management tactics Increased the reporting Business Center ranking of 16 national centers based on annual revenue from #6 to #1 by the second year Developed a field sales staff quarterly sales incentive that increased remarketing revenue 178% in the first year.

01/1999 - 01/2003

GMAC, LLC － City , STATEArea Financial Services Manager

Leading global provider of financial, insurance and real estate solutions integrated into Ally Financial) As part of the Chevrolet Detroit - South Zone Team, I provided analysis and strategies designed to improve dealer sales and financial performance through KPMs (Key Performance Metrics).
I was credited with the successful mentorship of 19 F&I Managers into the Association of Finance and Insurance Professionals (AFIP).
Developed and implemented monthly F&I performance analysis, comparison and recommendations resulting in a monthly dealer leadership performance consultation.
Recognized as the F&I income generation specialist resulting in compensation plan analysis, periodic F&I fill in, dealership variable department performance analysis and facilitating quarterly client roundtable meetings focused on behavior and performance improvements of retail dealership managers.
Key Achievements: Captured nine wholesale floorplan accounts in 18 months Captured six GMAC Insurance accounts in 10 months Successfully mentored 19 dealer and GMAC Managers into AFIP (Association of Finance and Insurance Professionals) Designed and implemented a F&I Management System consisting of monthly dealership F&I performance, comparisons and recommendations.

Education

2008

Ellis College of NYITCity, StateMasters of Business Administration

Central Michigan UniversityCity, StateBachelor of Science

Macomb Career Technical Educators Administrators Association Business Partner of the Year GMAC/Ally Financial Accreditations: Managing Retail Operations, Lease Portfolio Analysis, Wholesale Floorplan, ECOA, FCRA, Regulation Z, Retail Operating Statement Analysis, Sales I, Sales II, F&I Management

Professional Affiliations

Michigan Independent Auto Dealers Association (State Director) National Automotive Fleet Association - affiliate member Macomb Leadership XVI Leadership Oakland XXIV

Skills

automotive, business development, coaching, com, consultation, Credit, client, Finance, Financial 5, Financial, functional, Government, Insurance, inventory management, inventory levels, Leadership, Managing, meetings, Organizational Development, performance analysis, policy development, pricing, product improvement, Real Estate, relationship management, reporting, Retail, risk management, Sales I, Sales II, Sales, sales management, SalesForce.com CRM, strategic, strategy and planning, Underwriter, Underwriting

Resume Overview

School Attended

Ellis College of NYIT
Central Michigan University

Job Titles Held:

National Accounts Manager
Director of Sales/Business Development
MI Area Remarketing Manager
Area Financial Services Manager

Degrees

Masters of Business Administration
Bachelor of Science
Macomb Career Technical Educators Administrators Association Business Partner of the Year GMAC/Ally Financial Accreditations: Managing Retail Operations, Lease Portfolio Analysis, Wholesale Floorplan, ECOA, FCRA, Regulation Z, Retail Operating Statement Analysis, Sales I, Sales II, F&I Management

National Accounts Manager Resume Example

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