Mark Croft
Etoile,TX
Summary
Dynamic automotive leader with over 20 years of progressive experience in franchise and independent dealerships, demonstrating a robust track record in sales management, fixed operations, digital strategy, and business development. Expertise includes establishing and scaling Business Development Centers (BDC), appraising vehicles, and strategically purchasing at auction, all while driving profitability through innovative processes. Strong advocate for customer-focused leadership ensures exceptional service delivery and enhanced client satisfaction. Graduate of NADA Academy (DCA-149), equipped with the knowledge and skills to navigate the evolving automotive landscape effectively.
Overview
23
23
years of professional experience
Work History
Owner / General Manager
Maximum Auto Sales
06.2023 - Current
- Oversee all dealership operations including sales, finance, and service. Purchase vehicles from auction, appraise trades, and underwrite approvals on loans. Implement digital retail solutions to enhance customer experience and profitability.
Director of Variable Operations- Illinois South
Rohrman Auto Group
05.2021 - 05.2023
- Directed variable operations across multiple rooftops, overseeing new and pre-owned sales, F&I, and BDC performance.
- Implemented process improvements that increased gross profit and sales volume while improving customer satisfaction scores.
- Trained and developed sales and management teams, resulting in improved closing ratios and consistent achievement of KPIs.
- Led digital retailing and CRM/DMS optimization, improving lead response times and appointment show rates.
- Partnered with OEMs to ensure compliance, incentive maximization, and alignment with manufacturer performance standards.
- Built and monitored sales and inventory strategies to maximize turn rates, profitability, and aged inventory management.
- Established performance dashboards and accountability systems to track departmental progress and drive continuous improvement.
- Worked cross-functionally with service and fixed operations leadership to maximize total dealership profitability.
- Developed and executed marketing and merchandising strategies that increased showroom traffic and online engagement.
- Mentored high-potential managers for succession planning and long-term organizational growth.
General Manager
Schaumburg Honda
10.2020 - 04.2021
- Directed all dealership operations (sales, service, parts, and finance) for a high-volume Honda franchise, consistently exceeding manufacturer and group performance targets.
- Grew overall dealership profitability by implementing disciplined sales processes, accountability systems, and customer-first culture.
- Recruited, trained, and developed management teams across all departments, driving measurable improvements in staff retention and performance.
- Optimized new and pre-owned inventory strategies, increasing turn rates and reducing aged inventory by implementing data-driven pricing and acquisition processes.
- Improved F&I performance through enhanced menu selling and compliance-focused training, boosting per-vehicle retail revenue.
- Strengthened CSI and online reputation scores by instilling a culture of accountability, communication, and customer satisfaction across the dealership.
- Implemented digital retailing and CRM tools to modernize lead management, increasing showroom traffic and closing ratios.
- Partnered with OEM representatives to maximize incentive programs, brand compliance, and factory-to-dealer relationships.
- Established strategic marketing campaigns that increased brand visibility and drove record monthly sales volume.
E-Commerce Director
Rohrman Auto Group
02.2019 - 10.2020
- Directed digital sales operations for a large multi-franchise dealer group, overseeing online lead generation, internet sales processes, and digital retailing platforms.
- Implemented CRM strategies and optimized lead response times, resulting in higher internet closing ratios and improved customer engagement.
- Developed and executed digital marketing campaigns across third-party lead providers, OEM sites, and social media channels, driving increased online traffic and lead volume.
- Trained and coached internet sales teams across multiple rooftops to standardize processes, improve follow-up, and maximize lead-to-sale conversion.
- Partnered with variable operations leadership to align online strategies with showroom sales goals, ensuring consistent customer experience.
- Introduced performance reporting dashboards to track KPIs such as response time, appointment set/show rates, and digital sales penetration.
- Enhanced customer communication processes, incorporating text, email, and video tools to modernize engagement and build trust.
- Worked with OEM programs and compliance standards to maximize co-op funding and improve digital campaign ROI.
General Sales Manager
Schaumburg Honda
12.2014 - 01.2019
- Directed all variable operations, overseeing new, used, and internet sales departments for one of the largest Honda franchises in the region.
- Consistently achieved and exceeded monthly sales and gross profit objectives by driving disciplined sales processes and accountability.
- Managed, coached, and developed a sales team of 30+ consultants and multiple desk managers, resulting in improved productivity and reduced turnover.
- Optimized used vehicle acquisition, appraisals, and pricing strategy, increasing inventory turn and profitability.
- Implemented training programs for sales consultants and managers, improving closing ratios and F&I product penetration.
- Collaborated with marketing teams to execute lead-generation campaigns, increasing showroom traffic and digital lead conversions.
- Partnered with service and F&I departments to improve cross-departmental performance, enhancing per-vehicle revenue and overall customer satisfaction.
- Maintained strong OEM relationships, maximizing program incentives, allocation, and compliance.
- Enhanced CRM utilization (VinSolutions) to track sales opportunities, improve follow-up, and increase customer retention.
New Car Manager
Toyota of Naperville
05.2014 - 12.2014
- Directed new car department operations, inventory control, and sales performance.
Used Car Manager
Toyota of Naperville
05.2012 - 05.2014
- Managed used vehicle operations, appraisals, and acquisitions for a high-volume Toyota dealership.
Used Car Manager
Schaumburg Honda
12.2010 - 04.2012
- Oversaw used vehicle inventory, acquisitions, appraisals, and sales team performance.
New Car Manager
Schaumburg Honda
01.2010 - 09.2010
- Directed daily operations of the new car department, including sales, inventory management, pricing strategy, and customer satisfaction initiatives.
- Trained, coached, and developed sales consultants on product knowledge, sales process, and closing techniques to maximize performance.
- Collaborated with OEM representatives on allocation, incentives, and compliance to optimize inventory mix and sales programs.
- Analyzed market trends and competitive data to develop effective sales and pricing strategies, increasing unit sales and gross profit.
- Established and monitored performance metrics (sales volume, CSI, gross per unit, F&I penetration) to drive accountability and results.
- Partnered with F&I, service, and used car departments to create a seamless, customer-focused sales process and improve dealership profitability.
- Oversaw merchandising, showroom displays, and digital vehicle listings to enhance customer experience and increase lead conversion.
- Resolved customer concerns to ensure high CSI and long-term retention.
Sales Manager
Schaumburg Honda
04.2004 - 01.2010
- Led sales team performance, optimized inventory management, and executed sales strategies.
Sales Consultant
Schaumburg Honda
01.2003 - 04.2004
- Achieved top sales performance, building customer relationships and exceeding sales targets.
Education
Dealer Candidate Academy -
NADA Academy
03.2008
Associate of Arts - Business Administration And Management
William Rainey Harper College
Palatine, ILHigh School Diploma -
Elk Grove High School
Elk Grove Village, ILSkills
- Automotive Sales & Operations
- BDC Development & Oversight
- Team Leadership & Training
- F&I & Loan Underwriting
- Vehicle Appraisal & Acquisition
- CRM/DMS Proficiency (CDK, VinSolutions, iPacket, CarWars, vAuto, Impel)
- Customer Experience Optimization
- Digital Retail Strategy
Timeline
Owner / General Manager
Maximum Auto Sales
06.2023 - Current
Director of Variable Operations- Illinois South
Rohrman Auto Group
05.2021 - 05.2023
General Manager
Schaumburg Honda
10.2020 - 04.2021
E-Commerce Director
Rohrman Auto Group
02.2019 - 10.2020
General Sales Manager
Schaumburg Honda
12.2014 - 01.2019
New Car Manager
Toyota of Naperville
05.2014 - 12.2014
Used Car Manager
Toyota of Naperville
05.2012 - 05.2014
Used Car Manager
Schaumburg Honda
12.2010 - 04.2012
New Car Manager
Schaumburg Honda
01.2010 - 09.2010
Sales Manager
Schaumburg Honda
04.2004 - 01.2010
Sales Consultant
Schaumburg Honda
01.2003 - 04.2004
Dealer Candidate Academy -
NADA Academy
Associate of Arts - Business Administration And Management
William Rainey Harper College
High School Diploma -
Elk Grove High School
Similar Profiles
SAGAR PATELSAGAR PATEL
Retail Sales Associate at Maximum Auto PartsRetail Sales Associate at Maximum Auto Parts
Christian HurlockChristian Hurlock
Commercial Manager/Commercial Sales/ Commercial Driver at AutoZone Auto Parts/ US Auto SalesCommercial Manager/Commercial Sales/ Commercial Driver at AutoZone Auto Parts/ US Auto Sales
Sarah WilsonSarah Wilson
Auto Body Technician at Dwayne Doza Auto Body And Auto SalesAuto Body Technician at Dwayne Doza Auto Body And Auto Sales
William BishopWilliam Bishop
General Contractor Apprentice at Gen Rev ConstructionGeneral Contractor Apprentice at Gen Rev Construction
Kathy BlackKathy Black
RN Staff Nurse at Thrive Specialized Pediatric CareRN Staff Nurse at Thrive Specialized Pediatric Care