Mike Orr

As the Area Sales manager I oversaw sales operations within a specific geographic region. Our primary goal is to grow business by promoting auto-related banking products, managing sales teams, and building strong relationships with car dealerships, customers, and financial partners.

• Sales Strategy & Execution
  Develop and implement regional sales plans for auto loans and dealer financing.
  Identify new business opportunities and expand market share.
  Monitor the competitor activity and adjust strategies accordingly.
• Team Leadership
  Recruit, train, and manage a team of sales officers or relationship managers.
  Set performance targets and conduct regular reviews.
  Motivate the team to achieve individual and collective goals.
• Client Relationship Management
  Build and maintain relationships with auto dealers, showrooms, and corporate clients.
  Negotiate terms and close high-value deals.
  Ensure customer satisfaction and resolve escalated issues.
• Reporting & Analysis
  Track sales metrics and prepare monthly/quarterly reports.
  Analyze trends to forecast demand and optimize inventory.
  Provide feedback to senior management on market conditions.
• Compliance & Coordination
  Ensure adherence to banking regulations and internal policies.
  Collaborate with credit, operations, and marketing teams to streamline processes.

Key Responsibilities

As the General Manager I oversaw all aspects of a used car dealership’s operations, including sales, finance, service, and customer relations. I was responsible for achieving revenue targets, maintaining compliance, and ensuring smooth day-to-day functioning across the dealership.

• Leadership & Team Management
  Hire, train, and supervise department managers (sales, finance, service).
  Set performance goals and conduct regular evaluations.
  Foster a positive, high-performance culture.
• Sales & Profitability
  Develop and execute sales strategies to meet volume and profit targets.
  Monitor inventory levels and pricing strategies.
  Analyze market trends and adjust tactics accordingly.
• Customer Experience
  Ensure high levels of customer satisfaction and resolve escalated complaints.
  Implement customer service standards and monitor feedback.
• Financial Oversight
  Review and manage dealership financial statements and budgets.
  Report on profitability and operational efficiency to ownership.
  Coordinate with lenders and financial institutions to support financing options.
• Compliance & Operations
  Ensure adherence to local, state, and federal regulations.
  Maintain accurate records and oversee audits.
  Implement dealership policies and procedures.
• Marketing & Merchandising
  Oversee advertising campaigns and promotional events.
  Develop merchandising strategies to attract foot traffic and online leads.

As the Finance Director I oversaw all financial aspects of the dealership’s operations, including vehicle financing, insurance products, lender relationships, and regulatory compliance. They ensure deals are structured profitably and ethically while supporting the sales team in closing transactions.

• F&I Operations Management
  Supervise Finance & Insurance (F&I) Managers and ensure compliance with dealership policies.
  Review deal structures to align with lender guidelines and maximize profitability.
  Ensure accurate documentation and timely funding of contracts.
• Regulatory Compliance
  Maintain up-to-date knowledge of federal and state regulations, including the Fair Credit Reporting Act.
  Train staff on legal and ethical standards in financing and insurance.
• Lender & Vendor Relations
  Build and maintain relationships with banks, credit unions, and insurance providers.
  Evaluate and onboard new lender programs to expand financing options.
• Sales Support & Strategy
  Analyze sales history and market trends to develop finance campaigns.
  Collaborate with sales managers to “revive” declined deals and improve closing rates.
• Reporting & Budgeting
  Monitor department performance and control expenditures to meet budget goals.
  Provide financial insights and recommendations to senior management.
• Customer Experience
  Ensure customers receive clear, ethical, and competitive financing options.
  Oversee credit interviews and assist with complex financing scenarios.

As the Used Car Managers I was responsible for overseeing the dealership’s pre-owned vehicle operations. This includes inventory management, pricing strategy, team leadership, and ensuring profitability through effective merchandising and customer engagement.

• Inventory Management
  Source, appraise, and acquire used vehicles through auctions, trade-ins, and wholesale channels.
  Maintain optimal inventory levels and ensure vehicles are market-ready.
  Monitor aging inventory and implement strategies to reduce holding costs.
• Sales Strategy & Execution
  Set pricing strategies based on market trends and vehicle condition.
  Collaborate with the sales team to meet monthly volume and gross profit targets.
  Develop promotions and advertising campaigns to drive traffic.
• Team Leadership
  Train and supervise sales staff on product knowledge, customer service, and compliance.
  Conduct regular performance reviews and coaching sessions.
  Foster a high-energy, customer-focused culture.
• Customer Experience
  Ensure customers receive transparent and professional service.
  Resolve escalated issues and maintain high satisfaction ratings.
  Support the F&I team in structuring deals and securing financing.
• Reporting & Compliance
  Track KPIs such as turn rate, gross per unit, and reconditioning costs.
  Ensure compliance with dealership policies and legal regulations.
  Report performance metrics to senior management.