Scott Pennell
Barrie,Ontario
Summary
Insightful Manager and leader with experience directing and improving sales operations and exceeding team targets through effective employee motivational strategies and strong policy enforcement. Talented in team leadership, market trends, industry operations and results driven approach. A strategic leader with analytical approach to business planning and day-to-day problem-solving in the automotive financial and services sector.
Overview
22
22
years of professional experience
1
1
Certification
Work History
Manager Regional Growth
Ally/Motors Insurance Corp
07.2021 - Current
- Responsible for strategic direction and promoting sales growth by identifying new opportunities and increasing our market share by hunting, overcoming objections, and signing new users and winning business from competitors
- Responsible for meeting and exceeding sales goals in region by using strong relationship management, building rapport with key decision makers and consistent follow up and monitoring accounts for upsell opportunities
- Meet with decision makers at independent and franchise automotive retail stores to review current protection product offering
- Review current profit margins, retention percentages, penetration, reinsurance opportunities and other metrics pertaining to overall F&I profitability
- Developed relationships with key influencers in large automotive dealer groups in Central Canada
- Continually trying to suggest wedge products and disrupt the current provider
- Achieved highest overall regional volume in country in 2023
- Provide leadership and work collaboratively with partner AE team handling other manufacture programs to prospect and conquest new customers and present to affiliate dealers and grow presence of brand
- Interact with senior management and provide insight on competitors and suggest new product offerings as well as intel on competitive landscape
- Establish and maintained regional budget for dealership events, dealer rewards and appreciation, sales contests
- Main point of contact in handling sponsorship for TADA, Auto show and industry events
- This included organizing budget and other logistics with the marketing team.
Account Executive
Ally/Motors Insurance Corp
07.2020 - 07.2021
- Worked with GM and Subaru franchise stores within assigned area to promote and service manufactured protection products
- Responsible to maintain a strong relationship and best in class customer service
- Saw an increase in overall penetration year over year of 25% for warranty as well as introduced GAP and multi-protect products
- Promoted use of manufacture products over third party in stores by consistent follow up, coaching training and buy in from top down
- Maintained strong relationships with decisions makers by lining up monthly meeting to review wins and suggest areas of opportunity, growth, and increased profitability
- Presented business office menu product and signed five stores up and assisted in implementation, training and follow up
- Also led region in GAP and MP sales during this time
- Worked collaboratively with teammates and maintained strong administrative and internal policy compliance.
Senior Financial Services Manager
Georgian Chevrolet Buick GMC
07.2017 - 07.2020
- Sr Financial Service Manager handling the financial, insurance, accounting aspects of new and used car purchases customers
- As Sr Manager also responsible for hiring, onboarding, and mentoring new hires and guidance and coaching as well as implementing and achieving team targets
- Largest Volume GM store in Ontario 2 years in a row, Second largest GM volume store in Canada
- As a team we were consistently top performer within province in overall gross per deal total product sales
- Ranked #1 in Extended Warranty sales, XWT and Gap sales
- Responsible for providing a high level of customer service, our team finished in top 1% of GM stores 2017- 2018
- Was tasked to implement and improve non-prime sales penetration in the store
- Improved overall results by onboarding new lenders, managing relationships with automotive finance lenders, training sales staff, and quick and effective follow up
- Responsible for training and managing administrative and sales staff and working with accounting department to ensure proper program adjustments.
Dealer Relationship Manager
GM Financial
05.2013 - 07.2017
- GM dealers in area of responsibility saw a 20% lease penetration increase from when I first took over, highest increase in Ontario
- Responsible for promoting Leasing programs and products to all GM branded stores within territory
- Oversaw implementing and facilitating lease and financial training in territory
- Effectively increased leasing penetration through collaborative efforts with all levels within the dealership
- Superior relationship building and communication skills through training seminars and one on one monthly meeting with dealer principals and general managers
- Experienced liaison between dealer and lending team by communicating effectively with all management levels
- Grew lease penetration results for targeted stores
- Consistently recognized as top business development manager within region
- Consistently achieved over 130% of targeted plan in Lease and Non-Prime objectives
- Responsible for 5 floor plan conversions in last 2 years of employment
- Involved in several program enhancement “think tanks” and dealer and manufacture councils
- Top BDM in Ontario for sales penetration of end of lease protection plans.
Area Sales Manager
Scotia Dealer Advantage
04.2008 - 05.2013
- Responsible for driving sales growth through relationship building with dealer principals, business managers and sales staff in automobile franchises
- Responsibilities included capturing and signing new accounts and meeting and exceeding sales quotas
- Part of my role was to train new business managers on our programs and make “best practice” recommendations to increase closing ratios
- Provided industry leading customer service and my district was consistently named as top performer in industry satisfaction surveys
- Experienced consistent year over year growth of market share
- By end of my tenure, we had increased market share in target area from 18% to 48%
- Accomplished through consistent communication and effective follow up
- Highest increase of onboarding new dealers to use loan services in 2009, 2011 and 2012
Business Development Manager
HSBC Auto Finance
01.2008 - 04.2008
- Promoted full spectrum of auto finance loan options to decision makers at automotive dealerships
- Transactional daily meetings with business managers and sales managers to review pipeline and gain and close new business with HSBC
- Increased Non-Prime market share in territory
- Worked with the automotive management to team to install deep relationships and show strength and advantage of working with and sending all applicants to HSBC
- Signed up new franchise and independent dealerships and trained on submitting and closing business with HSBC Auto
- Arranged and Organized Dealer Appreciation events.
Auto Finance Operations Manager
HSBC Auto Finance
01.2007 - 01.2008
- Managed Manufacture relationships with OEM Mazda, Kia, Hyundai
- Instrumental in setting up Subvented loan offering designed to increase sales volume in retails stores
- Assisted in developing national strategic sales plan based on company’s long term growth goals
- Surveyed competitive landscape and kept Senior Management aware of changes and made process recommendations
- Managed project team to complete assigned program and upgrade projects
- Managed all vendor relationships for the auto finance department
- Liaison between business development manager and operations to advocate process changes
- Oversaw compensation review and implementation for business development managers.
Branch Manager
HSBC Finance
02.2002 - 01.2007
- Managed consumer finance branches in Barrie, Cambridge, and Mississauga
- Responsibilities included managing a high performing sales staff of 5-8 Account Executives offering financial services solutions
- Recognized as Branch Sales Manager of the year in 2004 for top volume in Canada
- Club Champion in 2005 for top percentage to plan Branch Sales Manger
- Largest Increase of loan and mortgage volume in Ontario in 2006
- Helped customers meet financial responsibilities by selling and closing consumer loans and mortgages
- Reviewed Credit Bureaus and assisted in helping to rebuild credit
- Worked with credit center to qualify and structure appropriate mortgage offering
- Gained new business through executing sales call to various lead sources by upselling products to new and existing customers
- Responsible for training staff on policy, lead management, customer service, KYC and AML regulations and effective sales techniques.
Education
Bachelor of Theology -
Crown College
01.2002
Public Relations/Advertising - undefined
Pensacola Christian College
05.1999
Skills
- Microsoft Word/Excel/Office/PowerPoint
- Salesforce
- Power BI
- Project Management
- Business Development
- Strategic Planning
- Public Speaking
- Budget Control
- Verbal and written communication
- Team Leadership
- Product Management
- Crucial Conversations Course
- Staff Development
- Performance Management
Certification
OMVIC
REMIC
Train the Trainer
Challenger Sales
Non Profit Management
Community
Volunteer with Bradford Union and Barrie Cardinals Soccer Club
Formerly on the Board of Directors at Timothy Christian School
Volunteer and assistant coach at Timothy Christian and Unity High School
Current Board Member with Community outreach New Life.
Timeline
Manager Regional Growth
Ally/Motors Insurance Corp
07.2021 - Current
Account Executive
Ally/Motors Insurance Corp
07.2020 - 07.2021
Senior Financial Services Manager
Georgian Chevrolet Buick GMC
07.2017 - 07.2020
Dealer Relationship Manager
GM Financial
05.2013 - 07.2017
Area Sales Manager
Scotia Dealer Advantage
04.2008 - 05.2013
Business Development Manager
HSBC Auto Finance
01.2008 - 04.2008
Auto Finance Operations Manager
HSBC Auto Finance
01.2007 - 01.2008
Branch Manager
HSBC Finance
02.2002 - 01.2007
Bachelor of Theology -
Crown College
Public Relations/Advertising - undefined
Pensacola Christian College
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