Tommy Nelson
General Sales Manager
Lacey,WA
Summary
High-performing Automotive General Sales Manager with 20+ years of progressive leadership experience driving sustained growth in volume, gross profit, and operational performance. Proven ability to build accountable, productive teams while fostering a collaborative, performance-based culture across sales, BDC, F&I, and fixed ops. Recognized for executing data-driven strategies that increase PVR, improve inventory turn, and maximize lead conversion, while maintaining strong OEM relationships and consistently achieving top regional rankings and manufacturer awards.
Overview
22
22
years of professional experience
1
1
Certification
Work History
General Sales Manager
Toyota of Olympia
Tumwater, WA
01.2017 - 01.2026
- Directed operations for a 50+ person sales department, previously ranked Top 10 (7th of 71 dealers) in the region
- Earned Toyota President’s Award (3 consecutive years) through sustained excellence in sales, service retention, CSI, and operational performance
- Maintained a balanced 50/50 front-to-back gross structure, maximizing total dealership profitability
- Achieved and sustained a 1:1.3+ New-to-Used sales ratio through disciplined CRM usage and BDC accountability
- Increased F&I performance by +$700 per copy, driving significant backend revenue growth
- Implemented daily KPI accountability (appointments, show rates, closing ratios), improving team productivity and conversion
- Reduced inventory aging through data-driven pricing, merchandising, and market-based inventory strategies
- Built and scaled a Service Drive Acquisition Program generating 30+ acquired vehicles/month with $4,200 average gross per unit when sold
- Collaborated with marketing to elevate brand visibility, including a high-impact community partnership with Marcus Trufant and oversaw multiple community focused events per year
General Sales Manager
Rodland Toyota
Everett, WA
01.2015 - 01.2017
- Drove rapid growth in dealership performance (Ex: March 2016):
- New Vehicle Sales: 119 → 180+ units/month
- Used Vehicle Sales: 70 → 115+ units/month
- Increased total store volume by 56% through leadership development, process improvement, and accountability systems
- Designed and implemented a scalable compensation plan aligning performance with profitability
- Strengthened desking and sales processes, improving gross retention and closing ratios
- Developed and mentored managers and sales staff, building a stronger leadership bench
Finance Manager
Toyota of Bellevue
Bellevue, WA
01.2009 - 01.2015
- Consistently delivered high-level F&I performance:
- $1,500+ PVR
- VSA Penetration: 70%/+
- GAP Penetration: 75%/+
- 2.5 products per deal average
- Maintained strong lender relationships and ensured full compliance
- In depth knowledge of lending programs with banks and credit unions
- Achieved ≤5-day average funding time, improving cash flow and operational efficiency
Floor Manager
Toyota of Vancouver
Vancouver, WA
01.2006 - 01.2009
- Managed and coached a team of 10 sales professionals as a selling manager/closer
- Consistently ranked #1 among top individual producers while leading team performance
- Trained staff on leasing, product presentation, and closing techniques
- Supported F&I operations as needed, strengthening deal structure and product penetration
- Part time Finance Manager when necessary
Floor Manager
Beaverton Toyota
Beaverton, OR
01.2005 - 01.2006
- Led a team of 7 experienced sales consultants, driving top monthly performance
- Built early leadership foundation focused on motivation, accountability, and culture
- Achieved 65%/+ pre-loaded F&I product penetration prior to finance turnover
Sales Consultant
Dick Hannah Toyota
Longview, WA
01.2004 - 01.2005
- Consistently ranked Top 3 in sales performance
- Contributed to the launch of the Scion brand within the dealership
- Demonstrated strong product knowledge, customer engagement, and closing ability
Skills
- New & Used Vehicle Operations
- Sales Leadership, Coaching & Accountability
- Gross Profit Optimization (Front & Back-End)
- Inventory Strategy, Turn & Aging Control
- CRM, BDC & Lead Conversion Strategy
- Desking & Deal Structure
- KPI Development, Forecasting & Performance Management
- F&I Performance & Product Penetration
- Process Development & Cross-Department Alignment
Certification
- NCM Institute
- General Manager Executive Program (2025 Graduate)
- GSM I, II, III | Used Car Manager I, II, III | Service Management I, II, III
- Toyota Master Certification (2004–2025)
- Toyota Quality Financial Management (2008 Graduate)
- Zurich Finance & Insurance Training
- Rapport International Leadership Training (Breakthrough I & II)
- United States Marine Corps
- Sergeant Leadership School
- Combat Engineer School
- School of Infantry
TOOLS & SYSTEMS
- DriveCentric
- Reynolds & Reynolds
- VAuto
- RouteOne
- CUDL
- Rapid Recon
- Dealer Daily
- AutoHub
- Axcessa
Timeline
General Sales Manager
Toyota of Olympia
01.2017 - 01.2026
General Sales Manager
Rodland Toyota
01.2015 - 01.2017
Finance Manager
Toyota of Bellevue
01.2009 - 01.2015
Floor Manager
Toyota of Vancouver
01.2006 - 01.2009
Floor Manager
Beaverton Toyota
01.2005 - 01.2006
Sales Consultant
Dick Hannah Toyota
01.2004 - 01.2005