Jonathan Shumway
San Clemente,CA
Summary
Results-driven sales performer with track record of success in generating new business, managing existing accounts and expanding revenue streams by leveraging relationships and strong negotiation skills to solidify new and existing partnerships.
Overview
17
17
years of professional experience
Work History
Area Sales Director
Solera Inc
08.2021 - Current
- Achieve sales goals and service targets by cultivating existing and securing new customer relationships.
- Establish ambitious sales targets of 130% to quota or 1.2M in ARR for fiscal year 2023, currently at 115% of sales objective.
- Utilize Salesforce to analyze territory, track activity and quote efficiently to deliver exceptional customer experience.
- Execute key plays designed to land new business and expand sales / service product solutions.
- Collaborate with direct report, executive team, current customers, OEM representatives, customer success team, 3rd party consultants to drive revenue for current customers and prospects.
- Engage in team selling process with ability to demonstrate product while leveraging solution advisor assets.
Account Manager
DealerSocket
03.2018 - 08.2021
- Managed 60+ accounts to identify upsell opportunities for ancillary products. Top producer on team of 16 while generating leads for cross-sell solution pillars.
- Exceeded sales objectives in 2020 earning Presidents Club Honors and secured promotion to field sales team.
- Collaborated with call tracking partner Car Wars to upsell telephony services.
- Addressed problems with accounting, billing, and service delivery to maintain and enhance client satisfaction.
- Coordinated with internal teams to facilitate prompt delivery of client projects.
Executive Sales Manager
DealerSocket / DealerFire Websites
11.2016 - 03.2018
- Promoted to Field Sales for newly acquired DealerFire Websites / Digital Marketing business, managed East Coast Territory (PA, NJ).
- Prospected into new accounts completed 50 Calls per day, resulting in appointment set ratio of 5% avg and closing percentage of 60% on shown appointments adding 865K in new ARR yearly.
- Engaged with 3rd party consultants (Shift Digital) to educate dealers on importance of responsive website design, custom content and Google Driven key metrics related to website and digital marketing spend.
- Established internal referral program between field CSM team and sales to drive cross sell opportunities. (Land and Expand Program)
Strategic Marketing Manager
DealerSocket
11.2014 - 07.2016
- Collaborated with field support to identify and convert upsell opportunities
- Generated 20 opportunities per month on average with high closing percentages above 40% for greenspace and 60% whitespace.
- Provided marketing assistance for CRM clients to help them drive more business in sales and service.
- Developed training material for ancillary products to enable inside sales team to sell, present and convert more opportunities efficiently.
Strategic Sales Team
DealerSocket
03.2013 - 11.2014
- Earned Strategic Marketing Manager position in competitive job market, successfully transitioned from Automotive Retail Sales to SaaS.
- Responsible for taking inbound leads and converting to sales opportunities.
- Performed outbound activities to existing customers and prospects, generating qualified opportunities for outside sales team, averaging 2000 calls per month utilizing time blocking.
- Designated leader for team of 5 people that were new to SaaS of which all were promoted within 1 - 1.5 years based on performance.
Sales Manager
Buena Park Chevrolet
02.2012 - 02.2013
- Exceeded Sales objectives of 25 units per month for new and used retail sold.
- Resolved customer issues quickly to close deals and boost client satisfaction, maintaining CSI above OEM requirements.
- Coached and counseled sales personnel, assisting with individual selling efforts and helping sales representatives exceed targets.
- Continually developed sales acumen by being proactive and investing in sales training courses outside of organization offerings.
Sales Manager
South Coast Acura / Subaru / Mitsubishi
04.2007 - 02.2012
- Successfully transitioned from Customer Service / Restaurant Management roll to sales position in automotive retail.
- Initiated portfolio management program focusing on pull ahead customers, service customers accounting for 10% of sales or 10-15 units per month.
- Worked with Used Car Manager and angel investor to establish new pre-owned lot, assist with vehicle acquisition and developed new wholesale opportunities.
- Delivered over 25 units per month personally and maintained top sales honors for duration of retail auto sales career.
Education
Bachelor of Science - Business And Admistration
University of Arizona
Tucson, AZ12.1999
Skills
- Regional Sales and Support
- Salesforce
- Pipeline Development
- New Business Development
- Extensive personal network
- Review of contracts
- Sales processes
- Coaching and mentoring
- B to B sales
- Territory Management
Accomplishments
- Current sales productivity 115% to quota as Area Sales Director, responsible for 900K in new revenue for fiscal year 2023.
- Presidents Club 2020 exceed sales quote by 10% reaching 950K in ARR as an account manager, collaborating with 4 field sales reps spanning West Coast Region.
- Promoted to Area Sales Director in SoCal from inside Sales / Account Management Team August 2021
- Successfully transitioned to new roles during multiple (3) acquisitions over 10 year period.
Personal and Hobbies
Happily Married for 6 years with 2 beautiful Daughters (Ages 4 yrs and 4 months)
Enjoy writing, composing, recording and performing music.
Focused on optimizing physical, spiritual and mental health.
Lifelong learner and seeker of knowledge
Languages
Spanish
Limited Working
Timeline
Area Sales Director
Solera Inc
08.2021 - Current
Account Manager
DealerSocket
03.2018 - 08.2021
Executive Sales Manager
DealerSocket / DealerFire Websites
11.2016 - 03.2018
Strategic Marketing Manager
DealerSocket
11.2014 - 07.2016
Strategic Sales Team
DealerSocket
03.2013 - 11.2014
Sales Manager
Buena Park Chevrolet
02.2012 - 02.2013
Sales Manager
South Coast Acura / Subaru / Mitsubishi
04.2007 - 02.2012
Bachelor of Science - Business And Admistration
University of Arizona
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