Mr. Shannon I. Volkov
Rancho Cucamonga,CA
Summary
Professional with expertise in portfolio management and proven track record of managing floorplan lines of credit and client relationships while optimizing performance and profitability. Adept at collaborating with cross-functional teams to deliver consistent results and adapt to evolving market conditions. Skilled in risk assessment, financial analysis, and strategic planning, with reputation for reliability, flexibility and a consistent top producer.
Overview
29
29
years of professional experience
Work History
Portfolio Manager
NextGear Capital
08.2013 - Current
- Optimize each client’s use of the line of credit within an assigned portfolio whose lines of credit range from $50,000 to $2.5m by acting as a floor plan subject matter expert to their portfolio of clients.
- Achieve goals and performance targets set by the company by regularly engaging with clients in person or virtually and collaborating with internal partners to drive revenue and maximize profitability through prudent account management, controlled growth, and risk mitigation.
- Educate clients on desired performance behaviors, self-service options, and best practices and coach them to ensure compliance with company policies and expectations.
- Collect and analyze client financial information and various internal reports and dashboards to assess and monitor dealer performance and address with the dealer as appropriate to drive growth and manage risk.
- Utilize company-provided historical data and tools to identify targets for the opportunity of growth and determine clients that are having financial distress.
- Collaborate and strategize with Risk and Recovery department with pre-default risk mitigation and post-default collection efforts on defaulted accounts within the first 30 days. Minimize loss and maximize recovery.
- Accurately conduct and record physical inspection of inventory including documenting any material changes to lot, inventory, and buildings.
- Orchestrate repossession of inventory as necessary.
- Inspect what is expected to ensure quality control of inventory condition, audit self-rec pictures, owned inventory, and buying behaviors as necessary.
- Serve as a fiduciary for the company, including identifying and reporting to the company any material client or internal non-compliance with company policies, attempted or actual fraud upon the company, or any other circumstance that may require identification and reporting to protect the company.
- Effective communication is essential for assisting team members with best practices and difficult conversations.
- Provide constructive feedback respectfully and professionally.
- When available, conduct 4-legged visits with existing sales executives reviewing best practices and thought-provoking dealer conversations.
- Ability to assist with in-person risk mitigation in territory with elevated risk.
- Operate with the highest level of integrity and always strive to achieve the best outcome for both the clients and our company.
- Detailed documentation in Salesforce of all prudent conversations, activities, and client interactions as required by the company KPIs. Complete all Salesforce campaigns as required by the company.
- Responsible for timely and informative onboarding of new clients to ensure a positive and successful client experience as time permits.
- Responsible for timely submission of expense reports and other documents related to assignment.
- Cultivate Cox Automotive’s cross-functional business unit relationships and opportunities.
- Participate and support other projects and initiatives as required.
- Perform all other duties as assigned.
General Manager
Auctions In Motion, AIM
02.2012 - 07.2013
- Identify opportunities for business growth. Regularly meet with customers, attend sales visits with Sales staff and other customer engagement opportunities. Make sure customers receive prompt, efficient and courteous attention for all contacts and transactions.
- Ensure proper follow-through on all directives, bulletins and schedules from the Corporate Office and Regional Vice President (RVP). Maintain a good flow of communication with Corporate Office, RVP, and other key contacts within the company.
- Attend a Profit and Loss Statement review each accounting period with the RVP. Ensure accurate and timely reconciliation of accounting with weekly and monthly corporate reports. Initiate and follow up on discrepancies. Monitor accounts receivable and report variances to RVP, Controller and Central Office. Control regular and overtime payroll and other business expenses to support business operations and financial objectives.
- Monitor KPI’s and expectations. Leverage technology and tools available. As appropriate, develop and implement action plans to support improvements, and celebrate successes.
- Be familiar with procedures for handling all aspects of customer disputes and resolve any customer complaints in a friendly, courteous manner. Escalate issues to RVP as necessary.
- Identify, hire, train, and mentor the management of today and the future for the auction. Support recruiting, hiring and onboarding initiatives to meet business needs and corporate/legal requirements. Promote, develop and train all employees according to company guidelines.
- Maintain positive employee relations and morale. Practice sound leadership and human relations principles to promote teamwork at all times. Set a good personal example of attitude and performance. Follow-through and communicate employee relations problems to the Regional Vice President and Human Resource team as appropriate. Evaluate and take positive, consistent, disciplinary action on infractions of company policies and procedures as defined in the employee disciplinary policy. Prepare and conduct performance appraisals for direct report employees and support the performance appraisal process for the team.
- Conduct employee meetings at least once a month or as necessary to communicate Company and Department issues and build teamwork among the employees. Maintain a good flow of communication with Regional Vice President, and other pertinent personnel.
- Account for and identify all auction inventory; monitor and report unusual activity and notify RVP and appropriate corporate teams as necessary.
- Monitor and control all site related conditions, vehicles, property and equipment within corporate standards for cleanliness, proper maintenance and safety. Advise Maintenance of all breakdowns and maintenance immediately. Ensure good routine preventive maintenance.
- Make sure all Department area conditions do not threaten employee or customer safety. Respond to and follow proper procedures on employee and customer accidents, injuries, and loss or damage to any property. Report all incidents immediately. Ensure functional specifications are sound, efficient and support ADESA goals. Practice and instruct all employees in proper loss prevention and reaction procedures. Account for and identify all keys, codes or other safety or security information. Report all incidents properly and immediately.
- Direct proper record keeping and follow-through on all sales promotions, advertising and telemarketing. Monitor and ensure compliance with sale plan layouts, corporate requirements with all contractual customers, contractors, and supplier agreements and other directives. Advise and assist with corrective procedures, if needed. Initiate and complete accurate vehicle transfers as instructed. Ensure the use of marketing tools on selected customer accounts as instructed.
- Make sure company driving safety standards are met and substance abuse prevention and control procedures are followed for all activity.
Outside Sales Rep.
Adesa Los Angeles
03.2011 - 02.2012
- Manage multiple sales accounts throughout the Southern California automotive market
- Bring in new accounts utilizing a direct sales approach
- Manage and maintain relationships with current customers
- Build business plans and communicate to senior management
- Provide service and value to current and potential used car customer operations
- Develop various means of communications to increase sales
- Develop various sales tools and tactics to support sales efforts in the field
Sales Planning and Production Manager
American Suzuki Motor Corp.
06.2005 - 04.2009
- Determine the monthly production mix and volume of all automobiles sold in the U.S
- Forecast future retail sales to optimize build mix and improve turn rates
- Work directly with factories in North America and abroad to maximize vehicle production and on time delivery of fast moving product
- Supervise the distribution staff and manager to ensure accurate and effective vehicle allocations nationally
- Analyze various reports and data to determine the most effective and efficient distribution of dealer and fleet vehicles to increase retail sales and momentum
- Work directly with the president and vice president of automotive operations regularly to report on production, planning, and distribution related activities
- Successfully implement a new allocation system and strategic plan to optimize future business related functions and growth
District Sales Manager
American Suzuki Motor Corporation
03.2003 - 06.2005
- Manage all franchise dealer activity within the southwestern United States
- Interact daily with franchise owners, management and sales staff
- Consult with dealers to develop business plans and maintain focus and commitment to brand
- Develop and Implement strategies to maximize wholesale and retail sales activities
- Advise regional and national staff of ongoing activities, inquiries, and issues
- Manage advertising/marketing funds and programs to increase sales and achieve assigned goals and objectives
- Take full ownership of corporate goals, policies and procedures to enhance market penetration and product brand image throughout the entire district
Senior Fleet and Remarketing Rep.
American Suzuki Motor Corporation
02.2002 - 03.2003
- Manage and distribute automobiles to national fleet and rental car companies
- Remarket program vehicles at wholesale dealer auctions within the western United States
- Set and maintain floor pricing on all program vehicles running through auction
- Develop relationships with fleet and rental car companies to support the sales of fleet vehicles
- Work closely with Auto Lease Guide to sustain and improve vehicle residual values
- Support the development and structure of a certified used vehicle program
Sales Programs Representative
American Suzuki Motor Corporation
07.2000 - 02.2002
- Develop the national retail and lease programs for supported automotive financing
- Support financial captive relationship from corporate down to individual branch levels
- Monitor and report national penetration levels with financial captive
- Manage monthly audit of subvention billing
- Research and document competitive incentive programs and market trends
- Structure special lease programs for national and regional advertising
- Manage the incentives, legal disclaimer, and payment calculation information posted on the Suzuki web site
- Develop and present sales presentation to financial captive branch locations nationwide
- Support DSMs and entire dealer network with all program and pricing inquiries
Product Manager, Marketing
Washington Mutual
02.1998 - 07.2000
- Support creative design for interior merchandising and brand image materials for all loan centers nationally
- Manage manufacturing, creative, printing, and installation of all brand image POP materials
- Manage national warehousing and distribution of all division materials
- Manage reproduction of printed collateral, including estimates, blue line, and press checks for the mortgage division
- Support the design, printing, packaging, and distribution of internal sales publication
Project Manager, Sales Support
Washington Mutual
05.1997 - 02.1998
- Designed and managed a database to track sales performance for national incentive campaigns
- Manage the organization and distribution of sales campaign awards and incentives
- Assisted with the network and system conversions stemming from necessary upgrades to grouping company data from mergers and acquisitions
- Designed and managed the national facilities project tracking database
- Manage facilities projects from new locations, remodels, relocations, and expansions
Pricing Analyst, Treasury Division
Washington Mutual
03.1996 - 05.1997
- Support the banks treasury and trading division and hedging of loans based on treasury notes and long bond performance
- Calculate and adjust pricing exceptions based on current rates and policies
- Design and distribute rate sheets nationwide
Education
Bachelor of Science - Business Management
University of Phoenix
Skills
- Staff and Department Management
- Automotive Dealer Operations
- Sales and Marketing
- Account Management
- Financial Markets
- Training and Facilitation
- Microsoft Office programs
- Project Management
- Client Consultation
- Business Planning and Budgeting
Accomplishments
- Top 20 Portfolio Manager 2020, 2023
- Leadership Program 2017
- Top Account Executive 2014
- Presidents Club, Washington Mutual 2000
Timeline
Portfolio Manager
NextGear Capital
08.2013 - Current
General Manager
Auctions In Motion, AIM
02.2012 - 07.2013
Outside Sales Rep.
Adesa Los Angeles
03.2011 - 02.2012
Sales Planning and Production Manager
American Suzuki Motor Corp.
06.2005 - 04.2009
District Sales Manager
American Suzuki Motor Corporation
03.2003 - 06.2005
Senior Fleet and Remarketing Rep.
American Suzuki Motor Corporation
02.2002 - 03.2003
Sales Programs Representative
American Suzuki Motor Corporation
07.2000 - 02.2002
Product Manager, Marketing
Washington Mutual
02.1998 - 07.2000
Project Manager, Sales Support
Washington Mutual
05.1997 - 02.1998
Pricing Analyst, Treasury Division
Washington Mutual
03.1996 - 05.1997
Bachelor of Science - Business Management
University of Phoenix
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