Richard Kling
Beaufort,USA
Summary
General Sales Manager with 30 years of experience at Ford Motor Company, excelling in both retail and commercial sales and finance. Successfully built sales momentum, which contributed to increased revenue, and developed high-performing teams, helping enhance overall productivity. Possesses strong leadership, strategic planning, and relationship-building skills. Offers a wealth of expertise in driving sales growth and fostering team success for potential employers.
Experienced in managing sales operations with a focus on enhancing customer satisfaction and driving revenue growth. Successfully supported sales teams by providing training on trade assessments and deal structuring, which improved team performance and customer interactions. Developed strategic initiatives that fostered client engagement and established long-term partnerships, contributing to sustained revenue streams. Proficient in sales forecasting and inventory management, ensuring alignment with organizational objectives and efficient resource allocation.
Overview
29
29
years of professional experience
1988
1988
years of post-secondary education
Work History
Sales Manager
O.C. Welch Ford
Hardeeville, South Carolina
10.2021 - Current
- Managed desk deals and provided support to salespeople in closing sales, which helped enhance customer satisfaction index (CSI) and future business opportunities.
- Appraised customer trades and trained salespeople on effectively presenting trade assessments, improving their confidence and customer interactions.
- Interacted with salespeople to foster enthusiasm, professionalism, and growth in their sales careers, which contributed to a more motivated and productive team.
- Submitted and tracked Retail Factory Orders for customers through WBDO and VinView, ensuring timely processing and fulfillment of orders.
- Reported on New and Certified Pre-owned vehicles while claiming Manufacturer's Incentives, which maximized revenue opportunities for the dealership.
- Collaborated with Business Managers to structure deals, increasing the likelihood of backend sales and enhancing overall profitability.
- Developed strategic sales initiatives that increased customer engagement and drove significant revenue growth across product lines.
- Led a high-performing team, mentoring sales representatives to exceed quarterly targets and enhance overall performance.
- Managed sales forecasting and budgeting processes, ensuring alignment with organizational objectives and efficient resource allocation.
- Established strong relationships with key clients, fostering trust and long-term partnerships that contributed to sustained revenue streams.
- Conducted comprehensive training sessions for new sales staff, equipping them with essential skills to achieve sales goals.
- Streamlined the sales process by integrating CRM tools, improving efficiency and enhancing the customer experience.
- Managed daily operations of sales department, including supervision of staff members.
- Trained, coached, and mentored junior sales personnel to ensure success in their roles.
Sales Manager
Stevens Ford Lincoln
Milford, Connecticut
10.2017 - 06.2021
- Conducted daily deal reviews with the sales team, which helped identify unsold prospects and improve closing percentages.
- Reviewed and assigned BDC appointments and hot leads each day, ensuring that every opportunity was effectively pursued.
- Motivated and coached the team to meet expectations related to sales performance and customer satisfaction index (CSI), contributing to a culture of continuous training.
- Ensured the sales team adhered to the dealership's sales process, which drove efforts toward achieving sales goals.
- Desked deals and assisted in closing transactions, which maximized gross revenue while enhancing customer satisfaction.
- Updated and maintained the Sales Log regularly, helping the department stay on track with monthly sales forecasts.
- Assisted the General Manager with new vehicle wholesale processes, including ordering and tracking incoming inventory, which streamlined operations.
Sales Manager/Finance Manager
Colonial Ford Auto Inc.
Danbury, Connecticut
08.2016 - 10.2017
- Managed desk deals while assisting in closing transactions, which enhanced overall sales efficiency and improved customer satisfaction.
- Appraised customer trades, ensuring fair evaluations that helped build trust and foster repeat business.
- Processed, appraised, and purchased off-lease vehicles through the Accelerate program, which streamlined inventory management and increased dealership offerings.
- Reported on new and certified pre-owned vehicles while claiming manufacturer's incentives, which maximized potential revenue for the dealership.
- Processed credit applications and finance contracts, ensuring compliance with dealership paperwork while providing financing options to clients, thereby facilitating smoother transactions and improving financing approval rates.
General Sales Manager
Brewster Ford Sales Inc.
Brewster, New York
01.1997 - 07.2016
- Managed the ordering and maintenance of both new and pre-owned vehicle inventory, which ensured we had a well-stocked selection that met customer demand.
- Attended auctions to purchase used vehicles, helping to expand our inventory and enhance our offerings for customers.
- Trained the sales team on client interviews and needs assessments, which improved their ability to deliver exceptional customer experiences and build strong customer satisfaction index (CSI) scores.
- Oversaw monthly advertising and sales promotions, managing department expenses to maximize profitability while promoting our inventory effectively.
- Collaborated with the General Manager to forecast quarterly sales goals, which allowed us to strategically plan for future sales growth and align our efforts.
- Ordered and maintained commercial inventory, ensuring it was built to specification and marketed effectively, which improved our sales in that segment.
- Reported sales and claimed rebates for specialty programs and upfits, helping to enhance our financial performance and capture all available incentives.
Education
Danbury High School
Danbury, CtSome College (No Degree) -
Western Connecticut State University
Danbury, CTSkills
- Sales training
- Trade assessment presentation
- Team motivation and coaching
- Deal structuring
- Revenue maximization
- Deal tracking and reporting
- Inventory management
- Forecasting and sales log maintenance
- Sales forecasting
- Customer engagement
- Team leadership
Timeline
Sales Manager
O.C. Welch Ford
10.2021 - Current
Sales Manager
Stevens Ford Lincoln
10.2017 - 06.2021
Sales Manager/Finance Manager
Colonial Ford Auto Inc.
08.2016 - 10.2017
General Sales Manager
Brewster Ford Sales Inc.
01.1997 - 07.2016
Danbury High School
Some College (No Degree) -
Western Connecticut State University