Job Search Status
Open to workDesired start date: Immediately
Open To Work
Tom Collins
Automotive Industry Guru
Sugar Grove,IL
Work Preference
Summary
Auto industry expert with 25 years of experience in dealerships, OEMs, and vendors. Achieved significant revenue growth through consulting and training, focusing on process optimization and dealership operations. Expertise in fostering a motivating environment that enhances team performance and pride.
Overview
30
30
years of professional experience
Work History
Dealer Performance Manager
TrueCar, Inc.
07.2024 - Current
- Engaged, managed, and retained dealer accounts within my book of business to maintain a consistent revenue and profitability stream aligned with strategic goals.
- Liaised between dealers and TrueCar, understanding dealer needs and providing tailored solutions.
- Establish and maintain strong relationships with dealer senior leaders, decision-makers and users of TC platform at dealerships.
- Onboard, train and support dealer accounts using standard practices developed to provide efficient support.
- Work collaboratively with the Dealer Operations team to support the needs of an assigned book of business by troubleshooting, reporting, documenting, and taking initiative in problem-solving issues.
- Acted as a liaison between the Dealer and Dealer Operation teams for product implementation and ongoing product management.
- In partnership with the Dealer training team, learned about new or upcoming products and features, ensuring a high level of personal proficiency in knowledge and functionality of products.
- Served as subject matter expert for TrueCar products, providing insights and guidance to team members and dealerships.
- Report and record all activity notes within Salesforce and communicate properly with applicable team members.
Remarketing Operations Manager
Volkswagen Group of America
03.2020 - 04.2024
- Utilized data to create executive level presentations to articulate the business case for CPO, influencing DP's and GM's, resulting in active dealer growth of 11.4% and a YoY CPO Sales increase of 12.6% in 2023.
- Consulted 85+ Volkswagen Dealerships across the Midwest Region, developing and executing business plans to drive CPO Sales growth.
- Consistently achieved YoY sales growth via financial statement analysis, developing ad hoc reporting and utilizing a consultative sales approach.
- Collaborated with DP's, GM's, CPO Managers, and Sales/Service Staff to implement sales process changes, enhancing efficiency in managing CPO vehicles.
- Collaborated with the data analytics team to develop strategies for new ad-hoc reporting highlighting revenue growth generated for New Car Sales, Service Sales and Parts Sales as a result of selling CPO's.
- Reviewed dealer performance metrics quarterly with DP's, GM's, and Sales Managers to identify development needs and improvement opportunities, facilitating immediate issue resolution.
- Conducted in-dealership and virtual training sessions for executives, managers, and sales associates on CPO program policies, procedures, and best practices.
- Worked in collaborative environment with the CPO team to develop an action plan to effectively re-market off-lease vehicles and company cars to the dealer network through closed online sales and auctions.
Business Consultant
Fox Valley Ford
09.2018 - 10.2023
- Wound down operations for Fox Valley Ford, managed $1+ million in assets, and directed Reinsurance Warranty Program to ensure a smooth transition and asset recovery.
- Coached management team on optimizing factory to dealer relations and wholesale allocation for improved operational effectiveness.
- Trained key employees in Ford's operational requirements to ensure compliance and operational efficiency.
General Sales Manager
Fox Valley Ford
North Aurora
07.2010 - 09.2018
- Authored a comprehensive business plan integrating e-commerce strategy and digital marketing, achieving 45% loyal repeat and referral business.
- Developed and executed sales plans to enhance company profitability and motivate staff toward sales targets.
- Established monthly sales objectives for associates, aligning team efforts with overall sales goals.
- Drove revenue growth by managing budget, cash flow, and sales objectives while implementing market strategies focused on operational efficiency.
- Conducted weekly meetings with sales staff to review pipeline prospects and share best practices for enhanced performance.
- Managed marketing strategy and budget across departments, ensuring cohesive messaging through digital and print channels.
- Successfully implemented new DMS and CRM solutions, training staff for effective utilization.
- Analyzed market conditions and competitor pricing to create a competitive yet profitable pricing strategy.
Sales Director
Fox Valley Ford
North Aurora
08.2002 - 03.2010
- Developed and implemented strategies to achieve sales objectives and customer satisfaction targets.
- Communicated sales goals to team, providing daily and weekly ad hoc reports.
- Presented monthly and quarterly reports to executive team, collaborating on adjustments to meet sales goals.
- Mentored team of 12+ sales associates in new and certified pre-owned sales to enhance capabilities.
- Led team while fostering a positive atmosphere emphasizing integrity and customer satisfaction.
- Analyzed market trends to effectively manage inventory exceeding $10 million.
F&I Manager
Fox Valley Ford
North Aurora
07.1998 - 08.2002
- Boosted F&I average from $800 to $1750 per unit while achieving 3.2 Ford Protect product sales per transaction, including warranty, tire and wheel, gap insurance, and maintenance plans.
- Leveraged knowledge of 15+ lenders' policies and funding guidelines to secure timely funding of contracts, streamlining operations.
- Cultivated relationships with multiple indirect prime and subprime lenders to enhance financing options for customers.
Sales Associate
Fox Valley Ford
North Aurora
07.1996 - 07.1998
- Built and maintained strong customer relationships to understand objectives and needs.
- Met sales goals and customer satisfaction targets, earning Sales Associate of the Month award 14 times in 2 years.
Education
Quincy College
Marmion Military Academy College Prep
Ford Motor Company
NADA 20 Group
Skills
- Dealer management and CRM solutions
- Account management
- Creative problem solving
- Customer retention strategies
- Revenue growth initiatives
- Process implementation
- Data analysis and reporting
- Salesforce and Tableau proficiency
- Microsoft Office and Google Docs expertise
- Team leadership and collaboration
- Training and onboarding programs
- Conflict resolution skills
- Decision making abilities
- Strong business acumen
- Business communication skills
- Critical thinking and analysis
- Relationship management and building strategies
- Sales process improvement techniques
- Salesforce CRM
- Business consulting
- Coaching and mentoring
- New hire onboarding
- Territory management
- Dealer training
- Executive presentation skills
- Ongoing training development
- Upselling strategies
Volunteer Experience
- Co-Chairman, 03/01/21, Present, RHS Sports Boosters, Develop strategies to coordinate and market successful fundraising events to support the athletes and Athletic Department., Activities include interacting with people to encourage volunteers, seek out donors, participate in monthly meetings and event planning., Collaborated with other board members to initiate Golf Fore the Royals, a fundraising golf outing now entering its 6th year.
- Founder | Chairman, 01/01/10, 09/01/18, Fox Valley Ford Cares, Independently Founded Fox Valley Ford Cares in 2010, a fundraising organization to help support local and national causes by establishing partnerships with local businesses., Recruited and supervised a team of 20 volunteers and encouraged engagement of employees to donate their time and talents., Raised over $160,000 for various charities, schools and youth sports programs.
Personal Information
Title: Automotive Industry Professional
Timeline
Dealer Performance Manager
TrueCar, Inc.
07.2024 - Current
Remarketing Operations Manager
Volkswagen Group of America
03.2020 - 04.2024
Business Consultant
Fox Valley Ford
09.2018 - 10.2023
General Sales Manager
Fox Valley Ford
07.2010 - 09.2018
Sales Director
Fox Valley Ford
08.2002 - 03.2010
F&I Manager
Fox Valley Ford
07.1998 - 08.2002
Sales Associate
Fox Valley Ford
07.1996 - 07.1998
Quincy College
Marmion Military Academy College Prep
Ford Motor Company
NADA 20 Group