Summary
Overview
Work History
Education
Skills
Timeline
Generic

Scott Preston

Sarasota,FL

Summary

Driven Area Sales Manager with 25+ years of experience in management capacity and strong competitive sales drive, adaptability and perseverance. Well-honed listening skills and problem-solving attitude to uncover needs and overcome objections to close sales and achieve goals within multiple assigned territories. Successfully motivates and develops sales teams in results-driven and customer-focused environments with positive attitude towards achievement.

Overview

36
36
years of professional experience

Work History

Area Sales Manager

Flagship Credit Acceptance
04.2022 - Current
  • Effective and professional presentations of the benefits and opportunities Flagship programs can help the dealer
  • Built lasting relationships with clients through outstanding customer service interactions.
  • Effectively coordinated communication between Sales, Credit and Funding departments and dealer personnel
  • Implemented effective sales strategies to exceed market goals and dealer performance objectives
  • Provided excellent service to our dealer partners, which includes communication and follow up during evenings and weekends
  • Strong ability to develop business relationships with all levels of key dealer personnel, with the Decision maker being a primary focus.

Dealer Relationship Manager

Axos Bank
05.2019 - 04.2022
  • Increased market share with direct results of Axos brand in market
  • Enhanced dealer satisfaction with thorough follow-ups on outstanding issues, promoting long-term partnerships.
  • Recognized as a trusted advisor by dealerships, resulting in improved loyalty and repeat business.
  • Increased sales volume by implementing targeted marketing strategies tailored to individual dealerships.
  • Streamlined processes for dealer onboarding, expediting the time it took to bring new partners onboard.
  • Maintained a regularly scheduled dealership call program to ensure sales and sales related activities for each dealer relationship were consistently achieved
  • Generated revenue with achieving production, yield, efficiency and effectiveness goals.

Dealer Development Manager

CRB Auto - Mechanics Bank
03.2016 - 04.2019
  • Utilized the Auto count tool in MO to identify opportunities for growth and where CRB on occasion is not a fit.
  • Strengthened relationships with dealers through consistent communication, collaboration, and mutual goal setting.
  • In an environment where lenders have become more transactional, I focused on what drives the applications and contracts in house
  • Increased dealer network growth by implementing strategic development plans and conducting comprehensive market analysis.
  • Improved dealer performance through regular evaluations, coaching sessions, and tailored training programs.

Sales Manager

Gateway One Lending Finance/TCF Bank
04.2013 - 02.2016


  • Communicated regularly with territory, regional, and strategic managers for daily support and strategic planning for accounts.
  • Increased funding dealers from 6 to the current level of 76 funding dealers.
  • Attained Level 2 credit authority quickly which has allowed myself to buy deals directly in field thus showing the dealer customer much added value on the spot
  • Worked two Saturdays every month at designated dealers
  • This presence helped the awareness of GOLF at that dealer

Business Development Representative

Wells Fargo Dealer Serv/Wachovia/WFS
01.2004 - 04.2013
  • Responsible for all activities within the Kansas BDT
  • Established new relationships, enhanced current relationships and terminated non performing dealers using Universals Contact Management software
  • Created relationships with all dealer personnel, including the Dealer Principle, GM, GSM, New and Used Car Managers and one of the most important gatekeeper at a dealer, the receptionist
  • Identified and reported recommendations to management regarding all dealer relations in a timely manner
  • Grew territory from $775,000 in monthly volume in 2004 to $17 Million monthly volume in 2013
  • Dealer penetration grew from 26% on first day of employment, to 65-70% penetration currently
  • Presented aftermarket programs to targeted dealers resulting in more value that WFDS brings to the dealers' table
  • Consistently obtained 25% Look to Book month over month, with highest LTB% at 27.8%.

Area Sales Manager

Capital One Auto Finance
01.2001 - 01.2004
  • Developed and enhanced dealer relationships in the subprime arena
  • Sold pre-approval sale events to entire dealer base leveraging monthly business volume as a requirement to qualify
  • Attained and exceeded the monthly goal of 100 core contracts multiple times
  • Signed and activated 50 stores in first year as ASM
  • Resulting in increased application flow of 1500 applications monthly
  • Consistent cash out rate of 15% which was 5% above company goal.

District Sales Manager/Senior Credit Manager

CIT Group
01.1997 - 01.2001


  • Worked with Finance Directors and GMs at Marine/RV Dealers developing relationships in the process, work ethic that set CIT apart from other lenders in same arena
  • Responsible for all sales activities in the seven state New England area
  • Worked closely with Credit and RBC managers in obtaining volume and spread goals in the Marine and Recreational Products industry
  • Coached sales associates in product specifications, sales incentives, and selling techniques, significantly increasing customer satisfaction ratings.
  • Monitored customer buying trends, market conditions, and competitor actions to adjust strategies and achieve sales goals.
  • Devised strategies for retaining accounts, delivering polished sales presentations and promoting brands and products.
  • Worked diligently with dealers and management teams to forge lasting relationships and assist in solving unique business problems.

Credit Manager/Accounting Manager

Digital Products Inc
01.1988 - 01.1997
  • Supervised 15 employees for a $100 million dollar manufacturing operation
  • Obtained and reviewed credit reports, credit references, credit insurance and financial statements to establish credit limits for new accounts.
  • Oversaw reporting, documentation and recordkeeping requirements for department.
  • Devised collection recovery strategies to resolve customer issues and delinquent cases.
  • Reduced past due balances and bad debt by coordinating collection efforts with customer service, sales and billing departments.

Education

Business Administration -

Hesser College

Business Administration/Accounting -

Castleton State College

Skills

  • Contract Review
  • KPI Tracking
  • Leads Prospecting
  • Territory Management

Timeline

Area Sales Manager

Flagship Credit Acceptance
04.2022 - Current

Dealer Relationship Manager

Axos Bank
05.2019 - 04.2022

Dealer Development Manager

CRB Auto - Mechanics Bank
03.2016 - 04.2019

Sales Manager

Gateway One Lending Finance/TCF Bank
04.2013 - 02.2016

Business Development Representative

Wells Fargo Dealer Serv/Wachovia/WFS
01.2004 - 04.2013

Area Sales Manager

Capital One Auto Finance
01.2001 - 01.2004

District Sales Manager/Senior Credit Manager

CIT Group
01.1997 - 01.2001

Credit Manager/Accounting Manager

Digital Products Inc
01.1988 - 01.1997

Business Administration -

Hesser College

Business Administration/Accounting -

Castleton State College
Scott Preston