Multi-disciplined Sales, Marketing and Service Professional with 20 progressive years of accomplishments. Significant strengths in Relationship Skills, New Business Development, Wholesale & Retail Sales, Multicultural Marketing and Advertising, Emerging Media, Franchising & Market Representation, and Public Speaking & Presentations. |
CAREER SUMMARY
Multi-disciplined Sales, Marketing and Service Professional with 20 progressive years of accomplishments with a leading Fortune 500 corporation in multiple and varied management capacities for several divisions and locations, and representing the company in numerous speaking engagements at promotional events across the country.
Significant strengths in Relationship Skills, New Business Development, Wholesale & Retail Sales, Multicultural Marketing and Advertising, Emerging Media, Franchising & Market Representation, Business Plan Development, and Public Speaking & Presentations
A creative, dynamic self-starter and proven senior sales leader committed to creating and leading effective teams led teams of 4 to 23, and consistently outperformed national averages in accomplishment of business plan objectives and employee satisfaction ratings.
PROFESSIONAL EXPERIENCE
ECHELON MARKETING A division of IXI Corporation 2007 2008
VICE PRESIDENT, ACCOUNT SERVICES - AUTOMOTIVE (Denver, CO)
Launched the automotive practice for this marketing solutions company. Provide household-level market segmentation solutions to automotive marketers at the national, regional and local levels.
* Improved clients ability to understand, target, and communicate with their customers and prospects.
* Improved clients profitability, and response rates to marketing initiatives.
* Collaborated with clients to establish marketing communication strategy and growth objectives.
FORD MOTOR COMPANY 1986 2007
BRAND MARKETING MANAGER LINCOLN MERCURY (Dearborn, MI) 2005 2007
Managed the Lincoln Mercury (LM) $460 million marketing budget, supervised advertising and marketing efforts in multicultural markets, and managed operational activities of the LM marketing organization.
* Demonstrated expertise in disciplined financial planning by uncovering $23 million and reallocating to erase $5 million debt and finance advertising campaign for two new products.
* Improved share in ethnic markets greater than share movement in general market by shifting media mix, directing grass roots campaigns, and leveraging already existing philanthropic efforts.
* Pioneered development of widely lauded Mercury Milan VOGA that sparked the launch of Limited Edition vehicle line that is anticipated to generate annual revenues of $6 Million.
LARGE CAR MARKETING PLANS MANAGER LINCOLN MERCURY (Dearborn, MI) 2004 2005
Led strategic development of the package and pricing strategy for Lincoln Town Car, Mercury Grand Marquis and Mercury Montego.
* Negotiated with finance analysts and created a packaging and pricing strategy that helped earned top customer ratings for the market entry of the restyled Mercury Montego.
* Developed consolidated array strategy packages including price realignments, below-the-line package offerings, and price alignment with all Lincoln and Mercury vehicle lines.
* Represented consumer marketing and protected marketable features valued by retail consumers at product marketing and vehicle program management conferences.
FRANCHISING MANAGER WEST LINCOLN MERCURY (Dearborn, MI) 2003 2004
Managed market representation, franchising, and business development in the Western half of the Nation for franchised Lincoln Mercury dealerships.
* Strengthened the profitability and diversity of 320 standalone dealerships through business development and planning acumen, identifying potential retailer candidates and performing extensive due diligence such as financial business case analysis, and legal compliance.
* Guided 17 appointment/replacement actions.
* Coordinated representation strategies with Ford, Mazda, Volvo, and Aston Martin/Jaguar/Land Rover.
* Led the enrollment and development of seven Gallery Facility redesign/renovations.
REGIONAL MANAGER FORD CUSTOMER SERVICE DIV (FCSD) (Denver, CO) 2000 2003
Led a field sales team focused on improving automotive retail dealerships fixed operations, retail parts sales and customer satisfaction efforts to increase company and retailer profitability.
* Transformed performance and morale of 23-person sales force, forging from last place to #1 ranking within 11 months (and maintaining #2 ranking the following year).
* Improved total retail repair order business by $40 million to #3 ranking nationwide (112% of objective).
* Generated an increase in retail parts sales over 20% from $58 million to $70 million and gained 3 positions in the nationwide revenue ranking.
* Outperformed national averages in sales and customer/employee satisfaction ratings.
* Masterminded creation of hugely successful regional dealer contest for best service merchandising display that was subsequently implemented nationwide.
* Produced impressive growth leading the Ford Denver service organization in sales and satisfaction in a region averaging 6.7% unemployment and sales declines in several commodities.
LEAD DEALER OPERATIONS MANAGER FCSD (Los Angeles, CA) 1997 2000
Performed as Assistant Regional Manager while leading three market area teams covering retail Ford and Lincoln Mercury dealers in Southern California
* Directed team to a #1 ranking nationally in Ford branded accessories sales ($4.5 million).
* Produced significant improvements in customer satisfaction ratings in Southern California where customer satisfaction is lowest for all car manufacturers.
* Managed career development action plans for sales and marketing employees in four Western states.
OFFICE OPERATIONS MANAGER FCSD (Los Angeles, CA) 1996 1997
DEALER OPERATIONS MANAGER FCSD 1995 1996
PARTS & SERVICE IMPROVEMENT MANAGER FCSD 1995 1995
ZONE MANAGER FORD DIVISION 1994 1995
LINCOLN MARKETING COORDINATOR LINCOLN MERCURY 1993 1994
PARTS & SERVICE ZONE MANAGER FCSD 1991 1993
* Reduced idle inventory by estimated 40%, or $3 Million, within seven months, which dealerships reinvested in faster moving parts from Ford.
* Trained company and dealership personnel in identifying and correcting performance deficiencies that enhanced dealership performance and greater consumer ratings.
* Established consolidated office operation policies for four strategically aligned regions.
PARTS & SERVICE ZONE MANAGER FCSD (Pittsburgh, PA) 1989 2001
PARTS ZONE MANAGER FCSD 1988 1989
PARTS & SERVICE ZONE MANAGER FCSD 1987 1988
CUSTOMER SERVICE REPRESENTATIVE FCSD 1986 1987
* Conceived a parts training program that educated 120 dealers and led to dramatic improvements in operational efficiency and customer satisfaction, and was adopted as a model for National training.
EDUCATION
CALIFORNIA STATE UNIVERSITY, LONG BEACH Long Beach, CA
B.S. Business Administration - Emphasis: Human Resource Management
RECOGNITION & CITIZENSHIP
Ford Marketing Sales & Service (MS&S) Bold Leadership Recognition Award - Two-time Recipient
Ford Hispanic Networking Group - Member
National Hispanic Business Association Leadership Conference - Recruiter
New Mexico State University - Ford Lead Recruiter
Ford MS&S Leadership Conferences - Interviewer and Assessor
United Way Online Auction - Procurement Committee Member
Christmas in April - Volunteer
CSULB Hispanic Students Business Association President
SKILLS & EXPERTISE
Field Sales Team Management / Business Plan Development and Management / Strategic Development / Forecasting / Budget and Scheduling / Performance Criteria Measurement / Franchising / Market Representation / Financial Business Case Analysis / Legal Compliance / Contract Administration / Marketing Communications / Media Mix and Messaging / Emerging Media / E-Commerce / Merchandising / Product Marketing / Array Strategy Packaging / Price Realignment / Consumer Representation / Customer Satisfaction Standards / Customer Resolution and Dispute Settlement / Inventory Control / Public Speaking & Presentations |
