David Walker
Chino Hills,CA
Summary
Accomplished and Strategic Operations Management Executive renowned for leadership in sales, marketing, and new business development. Demonstrated success in consistently exceeding business objectives and elevating market share performance. Recognized for progressive and innovative approaches, highly esteemed for interpreting corporate vision and strategy, translating objectives into actionable plans, and delivering decisive leadership to a diverse, multi-functional staff. Adept communicator and trainer, possessing exceptional skills in articulation and persuasion, with a proven ability to connect effectively at all organizational levels. Valued by superiors, peers, and clientele for being highly collaborative and interpersonal.
Overview
26
26
years of professional experience
Work History
Director of Parts Sales Operations
Hino Trucks USA, A Toyota Group Company
06.2014 - Current
- Responsible for parts sales of 127 Hino dealerships, leading a team of ten direct reports, encompassing field staff, aftermarket sales, business development, and a parts sales analyst
- Achieved 15% annual growth over four years, resulting from planned and executed initiatives to achieve profitable growth through customer focus and dealer collaboration
- Developed and executed a comprehensive sales strategy, integrating advanced data analytics to enhance sales visibility and effectiveness, resulting in significant growth in dealer parts sales
- Corporate liaison for key large multi-location dealer groups, responsible for identifying business opportunities, formulating strategies, and securing long-term purchasing agreements
- Championed and managed the integration of PartsEye, transforming it into Hino's primary Dealer Inventory Management System
- This initiative substantially enhanced critical dealer inventory efficiency and customer service metrics.
District Parts Manager
Hino Trucks USA, A Toyota Group Company
05.2010 - 06.2014
- Oversaw the parts marketing and sales, as well as customer support operations, across a network of 26 Hino dealerships in the West District
- Successfully identified critical markets for sales expansion over a three year period, resulting in 13% compounded annual growth across all combined parts product segments
- Earned recognition from senior management for creating initiatives that substantially improved dealer capability, evidenced by a marked enhancement in dealer CSI surveys over a twelve month period
- Spearheaded initiatives to enhance dealer business performance through the OES value proposition, focusing on comprehensive training, targeted parts marketing, and effective direct selling techniques
- Developed specific Dealer action plans aligning with the company's "Total Support" initiative, ensuring a comprehensive and impactful contribution to our operational objectives.
Owner / General Manager
JTM Flooring Solutions
01.2006 - 05.2010
- Managed retail and commercial business operations with full profit and loss responsibility
- Improved operational efficiencies, managing financial resources, and optimizing operating expenses while adhering to job cost constraints were instrumental in ensuring sales transaction profitability
- Implemented new processes that reduced job costs by 18%, increased average gross margins by 10%, and boosted sales by over $600k within the first year
- Successfully launched a CRM system and a commercial account management strategy, yielding substantial improvements in sales and profitability within the first nine months
- Strategically managed all print, media, and internet branding strategies, ensuring a unified and effective market presence aligned with business objectives
- Collaborated with critical suppliers to develop efficient product-specific marketing strategies, crucial in driving commercial business growth and capitalizing on market opportunities.
Director of Regional Marketing
Navistar
06.2003 - 01.2006
- Developed a "key market" strategy, crafting and overseeing annual dealer marketing plans to propel unit truck sales and foster regional revenue growth
- Strategically aligned corporate marketing promotions, branding initiatives, and co-op budgets to ensure optimal utilization of the region's marketing resources
- Spearheaded regional-specific campaigns, retail stocking programs, and targeted customer events
- Drove ROI tracking to stakeholders, which fostered data-driven decision-making and accountability
- Created metrics that identified customer trends, providing valuable insights that informed the creation of strategies to enhance sales opportunities and solidify our impact in specific market segments
- Development of a groundbreaking "consortium" approach business model for Florida International Truck dealerships
- This innovative model served as a foundation for driving incremental parts, service, and truck sales for other dealers in the network.
Area Manager, On Highway Engines
Cummins, Inc.
01.1998 - 06.2003
- Led all sales and marketing efforts for truck engine product lines in the Southern CA market
- Managing a portfolio of 225 accounts, including National T/L - LTL, Regional, Owner Operator, and Municipal fleets, I assumed responsibility for fostering strong client relationships and delivering tailored solutions to meet their unique needs
- Designed a comprehensive business model to identify new customers and purchasing trends, ensuring a proactive and forward-thinking approach to business development
- Conducted training seminars to enhance customer knowledge and engagement by creating awareness, facilitating product positioning, and driving incremental sales
- Improved dealer engagement and awareness by streamlining communications between local dealers and Cummins corporate, which fostered a collaborative and unified go to market approach
- Implemented marketing and sales programs, increasing truck engine market share, which impacted Cummin's competitive standing in the marketplace
- Successfully increased the DOEM market segment to $3M annually in loose engine sales.
Education
MBA - Business Administration
University of La Verne
La Verne, CA08.2002
BBA - Financial Management
California State University Fullerton
Fullerton05.1994
Skills
- Operations Management
- Business Development
- Strategic Planning/Vision
- Staff Training/Supervision
- Brand Management
- CRM/Direct Selling
- OEM Sales/Marketing
- Key Relationship Building
- Contract Negotiation
- Team Building/Leadership
- Budgeting/Forecasting
- Program Coordination
- Product Development
- P&L Accountability
- Territory Management
- Channel Management
- Multi-Location Support
- Value Proposition
Education and Development
Acclivus Base & Negotiations, Pathways to Leadership, Customer Relationship Management Strategy
Timeline
Director of Parts Sales Operations
Hino Trucks USA, A Toyota Group Company
06.2014 - Current
District Parts Manager
Hino Trucks USA, A Toyota Group Company
05.2010 - 06.2014
Owner / General Manager
JTM Flooring Solutions
01.2006 - 05.2010
Director of Regional Marketing
Navistar
06.2003 - 01.2006
Area Manager, On Highway Engines
Cummins, Inc.
01.1998 - 06.2003
MBA - Business Administration
University of La Verne
BBA - Financial Management
California State University Fullerton
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