STEPHEN FRISONE

As an Area Sales Manager you are the face of the company to the WFI dealers. Primary focus is to grow the number of funded deals by partnering with dealers who will be a good fit. Your ability to identify, onboard, and manage growth with dealers in your local Region will be essential to enabling growth. Western Funding’s program requires a consultative sales and management approach. Identifying, onboarding, and managing select dealers who understand how the program can help their business grow is the key to your success.

Build and maintain relationships with a portfolio of clients and ensure customers’ needs are the driving force behind every priority, decision, and activity. Speak with customers to understand and articulate user problems that Team Velocity is uniquely positioned to solve, while triaging and prioritizing bugs and issues. Execute monthly reporting with your customer to ensure a healthy and satisfied relationship. Reporting should include, Team Velocity provided KPIs (engagement rates, lead submissions, and behavior), Google Analytics, Search Engine Optimization (including SME where applicable), and priorities and expectations provided by the customer. Assess, prioritize, and present new feature requests received from your customers to leadership. Communicate priorities, timelines and deadlines to the customer demonstrating responsiveness and providing guidance they need, not just what they ask for. Leverage Salesforce to create product backlogs, track cases, and monitor team efficiency. Work with your Customer Success counterparts to drive portfolio application growth via opportunities for upsell, expansion and upgrades, to ultimately increase the lifetime value (LTV) of your customer. Responsible for external client retention by working independently to effectively managing the progress and results of all accounts assigned within their portfolio. Collaborate with inter-departmental divisions (digital, creative services, etc.) coordinating priorities and requests needed to support both reactive and proactive support, and to provide streamlined service for the dealer. Provide recommendations regarding site performance and enhancements in the form of creative services, third-party advisements, and design responsiveness.

Develop a strategic approach focused on opportunity for growth

Promote the value and sale of F&I (Finance and Insurance) products; vehicle service contracts, GAP & ancillaries.

Motivate independent entrepreneurs to higher levels of performance. Partner with dealership decision makers on mutually beneficial action plans and provide solutions utilizing our products and services. Implement plans to increase dealership profitability and product sales penetrations. Provide ongoing training and account development on products and processes within assigned dealerships. Provide market analysis and feedback allowing the dealership to stay ahead of any changing market conditions.

Train Sales Associates and Managers on Polly process and marketplace. Work with Management team to maximize each opportunity for sales and F&I. Prospect, implement, and train new dealerships. Establish relationships with dealership personnel, including Owners, GM’s, Finance Managers and Used Car Managers.

Prospect and partner with automotive dealerships to enhance business development outcomes. Account management and client services to build strategic and consultative relationships with customers. Increase revenue with franchise and independent dealers with strategic game plans focused around subprime lending and vehicle service contract sales.

• 2020 Q3 – Recipient of “Top Gun Award” based on production (out of 20 reps)

• 2020 – Recipient of “Sales Leader Award” for the month of Sept based on production

Leverage Safe-Guards branded training platform, as a strategic differentiator and value add. Partnered with Sales Management team to drive initiatives that maximize sales revenue and assigned with objectives. Strategically partnered 71 dealerships in the New England market. Host and conduct dealer training seminars designed to increase dealer profitability, product sales / penetration, and compliance awareness. Income development using multiple dealer equity programs such as reinsurance and dealer participation programs. Acquired, closed, and kicked off multiple stores with full commitment to the branded product.

Income Development Specialist. Consultant to Dealer Principal / GM regarding revenue programs, training, hiring, performance, reinsurance, reporting. Provide outstanding customer service to the top dealer groups in New England. Explain features and benefits of after sell products to maximize department performance. Coach, train, and mentor sales and finance professionals. Maintain and exceed monthly quotas and goals. Process contracts and ensure accuracy of dealership performance. Training and development of F&I Managers and ensure top tier production.

Successfully run day to day operations, focus on proper process and procedure while increasing profitability for the group. 200% increase in net profit over prior year due to implementation of sales and service process, follow up, advertising. Work with Parts and Service Director to achieve 100% absorption, continuous training with entire staff on sales, service, and F&I. Work with Finance Director to ensure increase in F&I PVR over prior year, current department PVR $1,500. Maintain and exceed dealer group goal of $2,800 PRU sales and F&I. Maintain current CSI at 100%, stay above District 3-month average. Train Sales Manager and F&I Manager on proper desking techniques to maximize gross profit, volume, CSI, and customer retention. Maintain wholesale to avoid a loss by properly appraising vehicles.

Continuous training for Finance Managers and Sales Managers on proper process and procedures in order to maximize profit and market share. Increased dealer group PVR $300 in first 12 months, while maintaining a legal and compliant process. Consult dealers and GM’s on areas of weakness and how to improve. Monthly and quarterly compliance audits. Work with Sales Managers on proper desking procedures in order to maximize gross profit. Sales training and development for Sales People. Prospect for new clients through networking, events, and cold calling.

Help clients create strategies to grow and protect wealth. Conference qualifier in first year. Strong understanding of insurance and stock market. Organized and designed community outreach events in order to display the importance of insurance and the protection of wealth. Run weekly update and forecast conference calls. Recruit and prospect advisors and clients. Presented strategies to help grow and improve business to the agency.

Orchestrated daily operations for finance department with $1M+ in annual revenue. Devised strategies to improve profitability while motivating team members. Interacted with banks and lenders to determine and secure credit terms. Devised organizational financial strategy. Utilized sales techniques to establish leads, foster relationships with clients and deliver superior service. Assessed client financial information to provide loan options; educated customers on loan products and additional services. Spearheaded employee hiring.

· Bolstered department productivity by more than 30% in 6-month span.

· Implemented new regulations and procedures to establish organizational groundwork.

· Secured accounts with GE Money Bank, GE Capital and Enterprise Rent -a-Car.

Directed and mentored 30 sales and finance professionals to provide exceptional service on behalf of dealership earning about $5M annually in finance revenue. Cultivated client relationships, examined and assessed client information to determine financial standing and financing options. Explained contract terms to clients and networked with banks and lenders to secure funding. Processed paperwork, ensuring accuracy and completeness of all details. Instructed sales team on best practices and tactics to boost profitability and customer service.

· Successfully promoted from Delivery Coordinator and Sales Representative before accepting management role.

· Processed about 600 units monthly and earned approximately $60,000 in gross revenue as a sales representative.