KEVIN NEEDHAM
Columbus,OH
Summary
Dynamic and results-driven leader with extensive experience spanning sales management, consumer underwriting, and inventory control. Proven track record of developing high-performing teams and cultivating lasting business relationships. Skilled people manager who consistently exceeds corporate objectives through strategic leadership, credit analysis expertise, and commitment to operational excellence. Seeking a senior leadership role to leverage 10+ years of comprehensive experience in relationship building, employee development, and portfolio management.
Overview
22
22
years of professional experience
Work History
Regional Dealer Development Manager
Mechanics Bank Commercial Banking
Columbus, OH
09.2020 - 03.2023
- Expanded dealer network across 4 states, successfully growing territory from 28 to 88 active dealers
- Generated over $4 million in monthly loan closings through strategic relationship management and consistent dealer development
- Collaborated with underwriting team to evaluate loan applications and ensure compliance with lending criteria
- Streamlined contract processing by efficiently resolving stipulations and managing fund collections
- Organized events such as trade shows or conferences to showcase the company''s offerings and foster stronger connections between dealers and customers.
- Managed a team of Dealer Development Specialists responsible for supporting the expansion of the company''s dealership network across various regions.
- Increased dealer network growth by implementing strategic development plans and conducting comprehensive market analysis.
- Implemented performance tracking tools to monitor dealer progress and identify areas for improvement.
- Collaborated with cross-functional teams to develop new products or services that met dealer needs and drove business growth.
- Improved dealer performance through regular evaluations, coaching sessions, and tailored training programs.
- Advised senior management on dealership network strategies, presenting recommendations for growth based on comprehensive analysis and industry insights.
Sales Manager
Tansky Toyota
Columbus, OH
05.2017 - 01.2020
- Led and mentored a team of 20+ sales professionals, developing talent and ensuring consistent achievement of departmental targets
- Handled customer relations issues, enabling quick resolution, and client satisfaction.
- Managed $30M+ used vehicle inventory portfolio, maintaining optimal 60-day turnover rate through strategic pricing and market analysis
- Implemented effective sales training programs and CRM management protocols, driving team performance and customer retention
- Established and maintained strategic partnerships with vendors and financial institutions to optimize dealership operations
- Directed dealer trade operations and inventory acquisition strategies across multiple locations
- Spearheaded pre-owned vehicle appraisal process, ensuring profitable inventory acquisition while maintaining market competitiveness
- Increased sales revenue by developing and implementing effective sales strategies.
- Enhanced team performance by providing ongoing coaching, training, and mentoring to sales representatives.
Used Car Sales Manager
Crown Automotive Sales Co. Inc.
Columbus, OH
05.2023 - Current
- Managed used vehicle wholesales and auction acquisitions and monitored and adjusted inventory to optimize customer options.
- Managed inventory effectively for optimal turnover rate and profitability.
- Oversaw repair and maintenance services for pre-owned vehicles, ensuring all cars met quality standards before being offered for sale.
- Mentored new sales staff, providing comprehensive training on company processes and best practices for successful selling.
- Streamlined internal processes to improve efficiency in daily workflow and increase overall productivity levels.
- Negotiated competitive deals with customers, ensuring maximum profit margins while maintaining customer satisfaction.
- Hired, trained and monitored performance of salespeople to establish sales quotas and manage sales goals.
- Collaborated with finance department to secure customer financing options and close sales efficiently.
- Improved overall team performance by setting ambitious sales targets and motivating staff to exceed expectations.
- Conducted daily and weekly sales meetings to develop viable sales forecasts and associated sales strategies.
- Analyzed market trends to identify potential growth opportunities within the used car industry.
- Maintained professional, organized, and safe environment for employees and patrons.
- Controlled costs to keep business operating within budget and increase profits.
Senior Consumer Underwriter III
Wells Fargo
Columbus, OH
05.2014 - 05.2017
- Progressed from Underwriter I to III, demonstrating exceptional performance and increasing responsibility in risk assessment and portfolio management
- Led comprehensive risk management strategies through data-driven analysis of loan applications and portfolio performance
- Evaluated complex credit applications utilizing industry analytics and underwriting guidelines to optimize risk-adjusted returns
- Cultivated and maintained strategic partnerships with 50+ automotive dealerships across multiple markets
- Developed strong business relationships with key stakeholders including dealer principals, owners, and finance managers through regular on-site visits and consultative approach
- Performed detailed risk assessments to ensure portfolio quality while maintaining targeted approval rates
- Continuously updated knowledge on industry trends, regulatory changes, and best practices to ensure the highest level of expertise in consumer underwriting processes.
- Boosted overall portfolio quality by maintaining high standards in client risk assessment while adhering to company policies regarding acceptable levels of exposure.
- Supported the development of new product offerings through market analysis, ensuring relevance to target demographics.
- Optimized customer satisfaction through clear communication of loan terms, conditions, and requirements during the underwriting process
Finance Manager
Germain Nissan
Columbus, OH
12.2011 - 12.2013
- Analyzed and processed credit applications, managing submissions to multiple financial institutions to optimize approval rates
- Consistently exceeded sales targets for F&I products, including extended service contracts, GAP insurance, and maintenance packages
- Served as backup Sales Manager, effectively managing staff schedules and maintaining dealership operations
- Maintained strong performance metrics while handling diverse responsibilities in both F&I and sales management roles
- Reviewed documentation and identified financial discrepancies where applicable.
- Streamlined month-end close process, reducing time spent on manual tasks and improving data accuracy.
- Ensured compliance with local, state, federal tax regulations; timely filing of all required documents, mitigating potential penalties or fines.
- Prepared monthly reconciliation of bank accounts and took corrective actions on deviations.
- Mentored junior finance staff, fostering professional development and strong team dynamics.
Finance Manager
Taylor Dealerships
Columbus, OH
01.2010 - 12.2011
- Reviewed documentation and identified financial discrepancies where applicable.
- Streamlined month-end close process, reducing time spent on manual tasks and improving data accuracy.
- Ensured compliance with local, state, federal tax regulations; timely filing of all required documents, mitigating potential penalties or fines.
- Trained new and existing staff members in various financial procedures to prepare for job requirements.
- Monitored budget and revenue trends, compiling reports for company leadership to inform decision-making.
- Played key role in strategic planning sessions, offering insights that shaped company direction and growth.
- Managed inventory effectively, ensuring optimal vehicle selection and availability for prospective buyers.
- Negotiated purchase prices and explained sales, warranty, and optional products.
- Cultivated strong relationships with clients, resulting in numerous referrals and repeat customers.
- Implemented metrics-driven performance management systems that encouraged employee growth while aligning individual goals with organizational objectives.
New Car Sales Representative
Toyota West
Columbus, OH
02.2008 - 11.2011
- Utilized CRM systems to manage customer information, track leads, and maintain organized records of sales activities.
- Collaborated with service department staff to address client concerns promptly and ensure a seamless after-sales experience.
- Conducted comprehensive needs assessments for each client, resulting in tailored vehicle suggestions that met individual requirements.
- Negotiated deals skillfully, balancing the interests of both the dealership and the buyer for mutually beneficial agreements.
- Demonstrated exceptional product knowledge, enabling customers to make informed decisions and feel confident in their purchases.
- Contributed to a positive work environment by collaborating effectively with team members and supporting colleagues during peak periods or absences.
- Enhanced dealership reputation through consistent delivery of high-quality customer service and positive word-of-mouth referrals.
- Achieved top sales performance by proactively engaging potential buyers on the showroom floor and effectively showcasing vehicle features.
- Streamlined the purchasing process for customers by managing paperwork efficiently while maintaining attention to detail throughout all stages of the transaction.
- Improved closing rates by establishing trust with clients through transparency and open communication about pricing, incentives, and available options.
New and Used Car Sales Manager
Toyota Direct
Columbus, OH
03.2003 - 10.2008
- Managed used vehicle wholesales and auction acquisitions and monitored and adjusted inventory to optimize customer options.
- Managed inventory effectively for optimal turnover rate and profitability.
- Mentored new sales staff, providing comprehensive training on company processes and best practices for successful selling.
- Oversaw repair and maintenance services for pre-owned vehicles, ensuring all cars met quality standards before being offered for sale.
- Maintained a deep understanding of competitor offerings and pricing strategies, positioning our dealership as the top choice for prospective buyers.
- Streamlined internal processes to improve efficiency in daily workflow and increase overall productivity levels.
- Negotiated competitive deals with customers, ensuring maximum profit margins while maintaining customer satisfaction.
- Hired, trained and monitored performance of salespeople to establish sales quotas and manage sales goals.
- Coached sales team to drive traffic through phone and online appointments and referrals to meet or exceed sales targets.
- Built strong customer relationships through exceptional service and follow-up communication.
- Improved overall team performance by setting ambitious sales targets and motivating staff to exceed expectations.
Education
Ohio Property, Casualty, Health, And Life
Hondros College
Traver Technologies
Columbus, OHSkills
- Budget forecasting
- Financial budgeting
- Customer satisfaction
- Internal controls
- Proficient in credit reporting systems: TransUnion, Equifax, Experian, LexisNexis
- Experienced with automotive dealer management platforms: DealerTrack, RouteOne, DeskLink, DealerDaily
- Advanced knowledge of inventory management tools: vAuto, Manheim, CARFAX, Dealercom
- Skilled in CRM and financial software: DriveCentric, ADP, REYN & REYN, Credit Review
- Proficient in business applications: Microsoft Windows, Adobe Suite, Arconia, Provisions
Timeline
Used Car Sales Manager
Crown Automotive Sales Co. Inc.
05.2023 - Current
Regional Dealer Development Manager
Mechanics Bank Commercial Banking
09.2020 - 03.2023
Sales Manager
Tansky Toyota
05.2017 - 01.2020
Senior Consumer Underwriter III
Wells Fargo
05.2014 - 05.2017
Finance Manager
Germain Nissan
12.2011 - 12.2013
Finance Manager
Taylor Dealerships
01.2010 - 12.2011
New Car Sales Representative
Toyota West
02.2008 - 11.2011
New and Used Car Sales Manager
Toyota Direct
03.2003 - 10.2008
Ohio Property, Casualty, Health, And Life
Hondros College
Traver Technologies