Stephen Dortch
Reno,Nv.
Summary
Results-driven Director of Sales and Marketing with over 20 years of experience leading productive and cutting-edge teams. Talented leader with proven history of developing top-producing salespeople and personally winning major new accounts. Dedicated to detailed analysis, critical thinking and maximized use of computer technology to exceed sales and marketing goals. Focused Compliance Officer bringing 12 years of expertise in regulatory compliance, audit procedures, project oversight and risk management. Excellent history of delivering effective leadership and training to support staff development. Driven and strategic with an aptitude for program management. Advanced knowledge of audit methodologies, functions and compliance teams. Accuracy-driven Compliance Officer focused on evaluating and optimizing company policies and procedures across the board. Disciplined and forward-thinking with results-oriented approach. Offering over 20 years of inside & outside sales experience.
Overview
26
26
years of professional experience
Work History
Director of Sales and Marketing
JB Supply Company, INC.
06.2021 - Current
- Build relationships with builders, machine shops, auto dealers, manufacturers, etc to find out what their current needs might be
- Created all social media platforms as well as a newsletter which is emailed out to almost 20,000 customers and potential customers monthly
- Meet with people who are in the industrial sales business, whether a sales outlet or buyer daily, and make recommendations regarding local mandates, with the intentions of bringing them on as a client.
- Created realistic weekly, monthly, quarterly & annual goals and worked with the team to make sure we met those goals.
Radio Marketing Professional
Lotus Radio Corporation
03.2020 - 06.2021
- Take a consultative approach to building relationships with business owners and managers to lead them down a path of advertising on one or more of our radio stations
- Dissect the Needs Analysis and brainstorm with clients to gather enough information to write, voice, and produce commercials while coming up with clever run schedules that attract the most listeners for clients' products and services, all while staying within the legal sphere of the advertising industry.
Sales Manager / Business Manager
Kunes Chrysler-Dodge-Jeep-RAM
04.2018 - 02.2020
- Help manage a multi-person sales team so that everyone meets and even exceeds their goals and forecasts, all while maintaining superior customer satisfaction
- Penciled deals and helped close sales while leaving ample room so that the Business Manager can maximize every opportunity
- Help with syndicating pricing throughout our FCA website as well as all 3rd party websites
- Help with advertising and collaborating with the General Manager to come up with ideas that drive traffic to our showroom and ideas of sales events that we have every month
- Running over $2200.00 per copy on the backend with ancillary product penetration above 150% while keeping the Dealer safe from errors and/or regulatory complaints.
Inside Sales/Dealer Strategist
Inventory Management Solutions, CDK Global
11.2016 - 04.2018
- Uncover where the dealership is lacking in the inventory arena and recommend them a viable & attainable solution
- Train dealer on how to acquire the right vehicles and help manage those vehicles during their turn time and days cycle
- Sold over $1,000,000.00 worth of inventory management solutions my 1st year.
- Built lasting relationships with the dealer principles & management of dealerships all across the United States
- Set up, worked & drove webinars at trade shows nationwide as well in-office.
Sales & Leasing Manager
Bettenhausen Automotive
12.2015 - 11.2016
- Responsible for growing sales by not only meeting but exceeding forecasts.
- Taking the customer all the way from A to Z as the Sales Manager, New / Used Car Manager, and F&I Manager
- Maintained a per car average of over $5,000.00 front and back while keeping wholesale losses in the black and maintained product penetration levels over 150%.
- Built many relationships and created lasting loyal customers.
Compliance Consultant/Director of Sales, Midwest
Automotive Compliance Consultants, INC.
08.2009 - 12.2015
- Traveled daily the United States visiting automobile, Power Sport, motorcycle, Boat & R.V Dealers as well as Truck Centers to maintain regulatory compliance and safety in the areas of GLB, F&I, Red Flag/OFAC, HR/EEOC, Employee Safety, Gateway Intrusion, and OSHA, in all areas of both the Variable and Fixed Op's arenas
- Along with bringing on new business, visited dealers regularly for maintenance which includes auditing, assessing & advising, mystery shops, personal training of new employees as well as annual re-training of all dealership employees
- Created the regulatory required OSHA Master Safety Plans and Spill Plan Contaminant Control Plans and updated and filed as needed
- Conducted employee safety training classes, including Mask-Fit Testing if necessary and as needed
- Created and conducted a 3 day “Green Pea” Sales Training course that helped maintain bottom line growth as well as less turnover on the sales floor.
New Car Sales Manager
Ray Chevrolet-Suzuki, INC
07.2007 - 08.2009
- Helped manage a multi-salesperson team at Chevy and personally managed the Suzuki store, where we became the number one Suzuki Dealer in the Chicagoland and Milwaukee area dealers and later one of the top producing Suzuki dealers in the country
- Responsible for working closely with our marketing firm on all weekly ads as well as commercials and off-site functions such as different surrounding area public events like parades, local festivals, and special events
- Directly involved in product knowledge training as well as training on proper steps to the sale and held all salespersons accountable to be trained in the product they were selling as well as their competition
- Insisted on keeping CSI and SSI scores above the national average and held people accountable while rewarding those who excelled.
- Resolved customer complaints regarding products or services in a timely manner.
- Leveraged CRM database to drive customer contacts, appointments, and sales.
Finance and Insurance Director
LeMay Buick-Pontiac-GMC-Cadillac, INC
03.1998 - 07.2007
- Drove sales of new & used vehicles by working closely with all sales associates & other mangers
- Designed and placed advertising featuring vehicle inventory; appeared in dealership television commercials and created promotional marketing strategies to stimulate sales growth such as off-site tent sales events, special finance mailers, and a first-time buyer's program
- Developed strong customer relations, appraised trade-ins, orchestrated financing, and gave final approval of sales
- Ensured that all employees provided the highest standards of customer satisfaction and quality of service
- Created realistic annual forecasts and met all yearly objectives
- Developed incessant relationships with local and national financial institutions
- Accurately prepared legal contracts to obtain proper bank funding in a timely manner
- Consistently achieved one of the highest service policy penetration levels in GM dealerships nationwide and continuously maintained outstanding customer service satisfaction surveys
- Directly involved in the acquisitions of the Buick & Cadillac franchises through building strong ties with General Motors Corporate employees and their affiliates.
Education
University of Nevada, Reno
Resource Training, Inc. - Pat Ryan Group
Joe Verde Sales & Management Training Seminars
Skills
- Organizational skills
- Communication skills
- Work ethic
- Team-oriented
- Self-directed
- Media Buying
- Direct Mail Campaigns
- Key Account Management
- Partnership Development
- Sales Coaching
- Sales Training
- Trade Show Management
- Sales Presentations
Affiliations
- Avid Hiker & Snow Shoer
- Regularly Scuba Dive & enjoy other Water Sports
- Regularly attend local events as a participant as well as a volunteer
- Avid tennis & pickleball player
Timeline
Director of Sales and Marketing
JB Supply Company, INC.
06.2021 - Current
Radio Marketing Professional
Lotus Radio Corporation
03.2020 - 06.2021
Sales Manager / Business Manager
Kunes Chrysler-Dodge-Jeep-RAM
04.2018 - 02.2020
Inside Sales/Dealer Strategist
Inventory Management Solutions, CDK Global
11.2016 - 04.2018
Sales & Leasing Manager
Bettenhausen Automotive
12.2015 - 11.2016
Compliance Consultant/Director of Sales, Midwest
Automotive Compliance Consultants, INC.
08.2009 - 12.2015
New Car Sales Manager
Ray Chevrolet-Suzuki, INC
07.2007 - 08.2009
Finance and Insurance Director
LeMay Buick-Pontiac-GMC-Cadillac, INC
03.1998 - 07.2007
University of Nevada, Reno
Resource Training, Inc. - Pat Ryan Group
Joe Verde Sales & Management Training Seminars
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