Theodore Farney
Fulshear
Summary
Results-driven Regional Sales Manager with proven success in leading sales teams to achieve targets and expand market reach. Skilled in developing effective sales strategies, fostering client relationships, and identifying new business opportunities. Demonstrated ability to improve team performance through coaching and motivational techniques. Consistently enhanced revenue growth by implementing innovative sales tactics and optimizing operational processes.
Overview
30
30
years of professional experience
1
1
Certification
Work History
Regional Sales Manager
GM Financial/Americredit
Houston
04.2011 - Current
- Manage the sales and new business development of automotive finance products to over 400 automotive dealers in the South-Central Region, comprised of two states.
- The territory generates 16% of the company’s total originations, and additionally generated over $100 million with secondary, ancillary originations.
- Responsible for leading a regional team of six remote Dealer Relationship Managers, responsible for the service and support to AmeriCredit Franchise and Independent dealers.
- Develop and direct field strategies, and allocate resources to grow market share and profitability against volume targets.
- Develop sales plans, forecasts, campaigns, and strategies to achieve business objectives and profitability growth.
- Perform ride-alongs during sales calls, and provide ongoing coaching and mentoring.
- Work closely with the Regional Credit Manager, VP of Sales, and VP of Credit to support and achieve business objectives and profitability growth, along with building a team approach to dealer management and enhancing communications between the internal departments.
- Hold weekly, or as needed, meetings with each representative to talk one-on-one, resolve issues, and provide tailored training.
- Recruited, trained, coached, mentored, and evaluated a team of sales representatives.
- Analyzed regional market trends to discover new opportunities for growth.
- Generate reports on a weekly, monthly, and quarterly basis detailing regional sales metrics, such as goals achieved or missed targets.
- Presidents Club Award Winner: 2015, 2017, 2019, and 2023.
- Sales MVP, Southeast Region, 2014.
- GMF Lease SME Launch Team, 2011-2012.
- Asset Remarketing Pilot Launch Program, 2012.
- RSM Training Guide Project Team.
- ACF SAM Program Project Team
Regional Branch Manager
United Auto Credit Company
Cary
11.2006 - 12.2010
- Recruited to take over an underperforming branch and territory based in Cary, NC, that serviced over 100 dealers.
- Directly supervised a branch of 12 employees servicing subprime auto loans from cradle to grave
- Exceeded monthly retail volume objectives of $750,000, while maintaining delinquencies at or below 1.2%, and losses at or below 4.75% to generate a favorable return on assets.
- Reviewed contracts from vendors to ensure cost effectiveness of services received by the regional branch.
- Created and updated financial reports on frequent basis to present information to leadership teams.
- Planned work schedules to maintain adequate staffing levels.
- Maintained regular performance appraisals for subordinates through verbal, written, and ongoing reviews.
- Implemented marketing campaigns designed to increase brand awareness in the region.
- One of three branches out of 350 successfully passed an external third-party audit.
- One of the last 13 branches to close out of 350 during the 2009 company restructuring.
- Instrumental in the development and implementation of the quality and review process (QAR Team).
Dealer Services Supervisor
Ford Motor Credit Company / Fairlane Credit Company
White Plains
10.1997 - 11.2006
- Managed a team of 12 credit analysts, discounters (funders), and credit investigators for the Tri-State area of New York, New Jersey, and Connecticut.
- The territory generated over $1 billion in yearly originations of retail, lease, commercial, and floor planning for all Ford brands (Ford, Lincoln, Mercury, Mazda, Volvo, Jaguar, and Land Rover).
- Held numerous key positions at the branch and operations center level at several locations around the country.
- Started with Collections, Collections Supervisor, Customer Operations Manager, Vehicle Liquidations Analyst, Wholesale Auditor, Dealer Credit Analyst, Dealer Services Analyst, Dealer Account Manager, Quality Assurance and Control Team, Six Sigma Team.
- Analyzed current trends in the automotive industry to identify areas for improvement within the dealer services department.
- Resolved escalated customer complaints efficiently and effectively through effective problem-solving techniques.
- Implemented innovative methods for streamlining processes within the department leading to increased efficiency.
- Collaborated with other departments to ensure smooth transitions between processes and operations.
- Instrumental in the development and implementation of the quality and review process (QAR Team)
- Six Sigma Green Belt.
Credit Analysis
Wells Fargo / Norwest Financial
10.1995 - 10.1997
- Responsible for underwriting consumer home equity loans, lines of credit and auto loans
Education
Associate of Arts - Business Management
Pikes Peak Community College
Colorado Springs, CO01.1995
Skills
- Sales leadership
- Sales forecasting
- Market analysis
- Customer relationship management
- Team leadership
- Sales strategy development
- Coaching and mentoring
- Project management
- Time management
- Risk management
- Credit leadership
- Profit and revenue-generating strategies
- Financial analysis
- Budget Management
- Collections Management
- Quality Assurance
- Problem solving
- Negotiation skills
- Relationship selling
- Presentations and public speaking
- Territory and account management
- Consultative selling techniques
Certification
- Six Sigma Green Belt Certified
- Consumer CBR trained certified by Experian
- Dunn & Bradstreet / S&P Commercial CBR Certified
Online Profiles
www.linkedin.com/in/tj-farney-5a493690, Portfolio/Website/Blog
Timeline
Regional Sales Manager
GM Financial/Americredit
04.2011 - Current
Regional Branch Manager
United Auto Credit Company
11.2006 - 12.2010
Dealer Services Supervisor
Ford Motor Credit Company / Fairlane Credit Company
10.1997 - 11.2006
Credit Analysis
Wells Fargo / Norwest Financial
10.1995 - 10.1997
Associate of Arts - Business Management
Pikes Peak Community College
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