Summary
Overview
Work History
Education
Skills
Websites
Professional Development
References
Timeline
Generic

Marshall Carney

Saint Augustine

Summary

National Account Sales Manager with a strong history of driving new business and profit growth across various market segments. Achieved 128% gross margin and generated 1.6M liters of new growth, consistently exceeding revenue targets. Expertise in territory management and consultative selling strategies enhances business development efforts.

Overview

21
21
years of professional experience

Work History

National Account Manager

BP/Castrol
Florida
01.2021 - Current
  • BP/Castrol is the fourth largest customer, with full oversight of business development and working cross-functionally to ensure growth, gross margin, volume, and net turnover.
  • Directly support BP/Castrol to manage all aspects of Advance Auto Parts' growth for their Professional and do-it-yourself business.
  • As an account manager, I provide value selling, complex selling, solution selling, and up-selling products to ensure long-term growth.
  • Exceeded gross margin expectations in 2024 by 128%.
  • Awarded new business of Edge Extended Performance in 2022, generated 700K liters of new growth, and drove gross margin.
  • Awarded new business to launch GTX Full Synthetic High Mileage in 2024, generating 900K liters of new growth.

Sr. Territory Sales Manager / Distributor Business Manager

BP/Castrol
New Smyrna Beach
11.2007 - 12.2020
  • High-profile management role with full oversight of business development and staff through target distributor network and OEM partners.
  • Directly manage six distributors and sub-distributors within direct and indirect business models.
  • Mentor distributor sales representatives on value selling, complex selling, solution selling, and up-selling programs to enhance daily productivity.
  • Oversee budgets and resources to control costs and maximize sales volume in distributors and accounts.
  • Played a key role in developing an online training program and guided the team to generate new business that accounted for 75% of the market.
  • Maintained the lowest turnover rate in the company at 20%.
  • Achieved 185% to plan gross margin for the region, and 133% to plan in new accounts.
  • Sr. Territory Sales Manager of the Year for 2014 and 2015, and Flamingo's Oil Company Vendor Representative of the Year for 2010.
  • Ranked #1 nationwide in Castrol Oil sales in 2009, 2010, and 2019.

Director of Retail Product

CARQUEST
Raleigh
01.2005 - 11.2007
  • Charged with overseeing retail product, product placement, contracts, implementation, and exit strategies.
  • Built and presented business plans and financial analysis to executive management for buy-in.
  • Analyzed categories for growth opportunities and implementation within CARQUEST stores.
  • Cross-trained team members for future opportunities and promotions.
  • Drove retail sales increase by 200% YOY within first year of tenure in role.
  • Grew motor oil category share by $9M in 1 year.
  • Compiled, maintained, and distributed Tool & Equipment Catalog to 3K+ stores.

Education

Bachelor of Arts - Political Science

University of Florida
Gainesville, FL

Associates of Arts -

Valencia Community College
Orlando, FL

Skills

  • Territory management and expansion
  • Account development and growth
  • Team leadership and training
  • Consultative selling strategies
  • Revenue goal achievement
  • Long sales cycles
  • Negotiation expertise
  • Client satisfaction and retention
  • Program launches

Professional Development

  • Korn Ferry Sales Training
  • Franklin Covey – Time Management
  • Karrass Negotiating
  • Value Selling Courses
  • Smith Driving School Courses

References

References available upon request.

Timeline

National Account Manager

BP/Castrol
01.2021 - Current

Sr. Territory Sales Manager / Distributor Business Manager

BP/Castrol
11.2007 - 12.2020

Director of Retail Product

CARQUEST
01.2005 - 11.2007

Bachelor of Arts - Political Science

University of Florida

Associates of Arts -

Valencia Community College

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