Alfred E. Crum III (Jay)
Maumee,USA
Summary
Strategic executive specializing in automotive lending, focusing on territory growth, risk management, and operational compliance. Expertise in planning and executing initiatives that drive profitability and expansion. Leadership and client relations skills effectively attract new business opportunities.
Overview
36
36
years of professional experience
Work History
Vice President, Dealer Relationship Manager
PNC Bank
Pittsburgh, PA
12.2012 - Current
- Territory development and management of indirect retail and floor plan relationships with automobile dealerships.
- Manage relationships with dealership Owners, General Managers, Sales Managers, CFOs, Finance Directors, Controllers, and Office Personnel.
- Foster relationships between dealership staff and our internal credit and funding departments.
- Oversaw retail business, managing growth opportunities and expanding retail and floor plan portfolio.
- Establish and maintain retail relationships in conjunction with wholesale relationships encompassing floor plan, commercial real estate, capital, and treasury management.
- Manage expenses within company guidelines with a full analysis of all expenses, reviewed and submitted monthly.
- Perform risk assessment audits annually on all dealerships within my portfolio.
- Manage all relationships within policy and risk guidelines ensuring maximum growth and profitability while minimizing risk.
- One key aspect of my position is managing risk to protect the best interest of the bank.
- Managed four large territories, including Northwest Ohio, Northeast Ohio, Cleveland, and Dayton.
- Grew territory growth from six (6) retail accounts to 174 retail dealership relationships in twenty-four (24) months.
- Fostering relationships with dealer principals for retail growth and floor plan development.
- Work closely with our commercial floor plan relationship managers to maintain and prospect floor plan and treasury management relationships with dealerships in all my markets.
- Promoted to Vice President from Assistant Vice President within the first 24 Months of Employment based on territory growth, volume achievements and relationship growth with retail and floor plan dealers.
- Complete audits on all dealers in my portfolio on an annual basis reporting areas of growth and deficiencies identifying growth opportunities.
- Perform full financial reviews of all dealerships requesting a business relationship with PNC Bank Dealer Finance.
- Manage the budget and expenses associated with dealership events and corporate bank events.
- Client development while representing PNC Bank Dealer Finance at the Annual Toledo Zoo-To-Do, the largest annual fundraising event in Northwest Ohio for the Toledo Zoo.
- Represent PNC as the key sponsor at the annual Toledo Auto Gala in support of ADUK (Auto Dealers United for Kids), Barefoot at the Beach to Benefit Boy & Girls Clubs of Northwest Ohio, and The Toledo Clambake to benefit the Toledo Home Builders and Toledo Board of Realtors.
- Oversaw risk management processes to ensure regulatory compliance and mitigate exposure.
- Managed cross-functional teams to drive organizational performance improvements.
- Cultivated relationships with key stakeholders to support business objectives.
- Analyzed market trends to inform decision-making and strategic planning.
- Collaborated with executive leadership to align vision and operational goals.
- Identified problems and implemented solutions to better streamline operations.
- Collaborated with executive team members on major decisions regarding company-wide initiatives.
- Implemented process improvement procedures that resulted in cost savings across the board.
- Maintained relationships with key stakeholders by attending meetings and responding promptly to inquiries or requests for information.
- Analyzed market trends to identify opportunities for growth within existing markets or new ones.
- Spearheaded efforts to enhance customer service processes while maintaining quality assurance standards.
- Ensured compliance with federal, state, and local laws related to employment practices.
- Ensured compliance with applicable laws and regulations related to operations activities.
- Developed and implemented strategic business plans to drive growth and profitability.
- Analyzed competitive landscape to adjust strategies and maintain competitive advantage.
- Provided organizational leadership and collaborated with executive partners to establish long-term goals, strategies and company policies.
- Exceeded sales goals through upselling and cross-selling within existing client base as well as strategically attracting new business.
- Drove revenue by cultivating successful client relations.
- Developed long-range plans for business growth, resulting in increase in annual sales.
- Managed dealer relationships to enhance collaboration and communication.
- Analyzed dealer performance data to identify improvement opportunities.
- Coordinated marketing initiatives to support dealer engagement and sales efforts.
- Conducted regular meetings with dealers to discuss goals and challenges.
- Participated in industry events such as conferences, trade shows, seminars.
- Followed up on loan applications through funding and compliance issues to achieve timely resolutions.
- Maintained consistent level of business and optimal coverage for areas with external business management presence.
- Monitored dealer performance metrics, including sales volumes, revenue targets, and profitability goals.
- Resolved conflicts between dealers and other stakeholders in a timely manner.
- Established relationships with dealers across multiple regions.
- Maintained accurate records of all interactions with dealers in the CRM system.
- Ensured that all relevant policies were being followed by both parties when engaging in business transactions.
- Collaborated with internal teams to develop innovative solutions for dealer issues or challenges.
- Provided support to existing customers during times of need or crisis situations.
- Developed territory to enhance engagement and marketing effectiveness.
Business Development Representative
Wells Fargo Dealer Services
Independence, OH
11.1999 - 12.2012
- Perform sales calls and develop business relationships with automobile dealerships.
- Promoted full spectrum lending services across Ohio and Indiana while ensuring compliance.
- Interact with all disciplines of dealership personnel including; Dealer Principles, CFOs, General Managers, Sales Managers, New and Used Car Managers, Finance Managers, Office Managers, and Title Clerks.
- Cold called dealerships to generate retail and floor plan business.
- Monitored outstanding titles and rebateables, collecting overdue funds from dealerships.
- Managed the territory and achieved monthly budgets set by Wells Fargo Dealer Services for overall volume and dealer performance ratios.
- Created strong relationships with automobile dealerships in Ohio and Indiana.
- Achieve budget goals in excess of $140 million annually.
- Developed a territory that was producing $80,000/month in 1999 to $15 million/month in 2011 and 2012.
- Cultivated a territory that is the most profitable in the Cleveland office and the Great Lakes Division.
- Mentored and developed numerous credit analysts, of which two have since been promoted to management positions within the company.
- Received multiple awards for sales goal achievements, excellent customer service, and coaching.
- Assisted and fostered commercial relationships through developing floor plan accounts at six different dealerships in my territory with commercial balances in excess of $150 Million.
Credit Officer
MID AM BANK
Toledo, OH
01.1990 - 01.1999
- Originated indirect auto loans and floor plans as a credit officer.
- Underwrote credit cards and revolving lines of credit for Mid Am Credit Corp, including medical and dental professionals nationwide.
- Managed and expanded a large dealer base, including retail and floor plan dealerships.
- Grew the dealer base by expanding to markets with little or no bank presence from Mid Am Bank.
- Conducted monthly and annual floor plan audits and financial reviews for all floor plan dealers.
- Supervised four direct reports and collaborated on lending decisions for lenders in 54 branches.
- Worked with dealership employees in numerous disciplines including Dealer Principles, General Managers, Finance Managers, CFO’s, Office Managers, and back office staff.
- Provided leadership and direction, with respect to financial policies and procedures, in the development of the Indirect Lending Department.
- Reported to the Executive Vice President and had daily interaction with the President of the bank as well as the executive management team.
Education
Bachelor of Business Administration - Finance
University Of Toledo
Toledo, OHSkills
- Product sales
- Business growth
- Territory management
- Market analysis
- Portfolio optimization
- Risk management
- Budget administration
- Stakeholder engagement
- Strategic planning
- Process improvement
- Team building and leadership
- Customer engagement
- Effective communication skills
- Credit assessment
References
Available upon request
Professional Awards
- Business Development Team of the Year Award
- Sales MVP Award
- Service Leadership Award
- Hats of Leadership Award for Coaching
- Sales Excellence Award—Highest Core Originations at 143% of Budget
Career Experience
- PNC Bank, Pittsburgh, PA, 01/01/12, Present, Vice President, Dealer Relationship Manager, Territory development and management of indirect retail and floor plan relationships with automobile dealerships., Manage relationships with dealership Owners, General Managers, Sales Managers, CFO’s, Finance Directors, Controllers, and Office Personnel., Foster relationships between dealership staff and our internal credit and funding departments., Oversee retail business as well as properly managing opportunities for growth and expansion of our retail and floor plan portfolio., Establish and maintain retail relationships in conjunction with wholesale relationships encompassing floor plan, commercial real estate, capital, and treasury management., Manage expenses within company guidelines with a full analysis of all expenses, reviewed and submitted monthly., Perform risk assessment audits annually on all dealerships within my portfolio., Manage all relationships within policy and risk guidelines ensuring maximum growth and profitability while minimizing risk., Manage four (4) large territories, Northwest Ohio, Northeast Ohio, Cleveland Ohio, and Dayton Ohio., Grew territory growth from six (6) retail accounts to 174 retail dealership relationships in twenty-four (24) months., Fostering relationships with dealer principals for retail growth and floor plan development., Promoted to Vice President from Assistant Vice President within the first 24 Months of Employment based on territory growth, volume achievements and relationship growth with retail and floor plan dealers.
- Wells Fargo Dealer Services, Independence, OH, 01/01/99, 12/31/12, Business Development Representative, Perform sales calls and develop business relationships with automobile dealerships., Foster business relationships with internal business partners in credit and operations., Promote full spectrum lending in the states of Ohio and Indiana within compliance guidelines., Interact with all disciplines of dealership personnel including; Dealer Principles, CFO’s, General Managers, Sales Managers, New and Used Car Managers, Finance Managers, Office Managers, and Title Clerks., Develop business relationships between the credit department and the dealership., Created strong relationships with automobile dealerships in Ohio and Indiana., Achieve budget goals in excess of $140 million annually., Developed a territory that was producing $80,000/month in 1999 to $15 million/month in 2011 and 2012.
- Mid Am Bank, Toledo, OH, 01/01/90, 12/31/99, Credit Officer, Worked as an officer of the corporation originating indirect auto loans and floor plans., Developed relationships with dealerships in Ohio, Indiana, and Michigan., Responsible for the underwriting of credit cards and revolving lines of credit for Mid Am Credit Corp., Performed floor plan audits and financial reviews for all floor plan dealers on a monthly and annual basis., Provided leadership and direction, with respect to financial policies and procedures, in the development of the Indirect Lending Department., Developed and managed a large dealer base of both retail dealers and floor plan dealerships.
Timeline
Vice President, Dealer Relationship Manager
PNC Bank
12.2012 - Current
Business Development Representative
Wells Fargo Dealer Services
11.1999 - 12.2012
Credit Officer
MID AM BANK
01.1990 - 01.1999
Bachelor of Business Administration - Finance
University Of Toledo