Michael Lock Email & Phone Number

Toronto, Ontario, Canada

Toronto, Ontario, Canada

Report to: Sr. Manager, Strategic Partner Channel | Oversight: 9 Account Managers (dotted line)Mandate: To drive revenue growth from large dealer groups, Ontario Region, for AutoTrader and Trader group.Results: Demonstrated ability to source opportunities in mature company with established client base. - Performance: Achieved Presidents Club Winner award (2020), Achieved over target results in 2021, 2022.Overall Contributions: Sales process methodology and a few new reports have… Show more Report to: Sr. Manager, Strategic Partner Channel | Oversight: 9 Account Managers (dotted line)Mandate: To drive revenue growth from large dealer groups, Ontario Region, for AutoTrader and Trader group.Results: Demonstrated ability to source opportunities in mature company with established client base. - Performance: Achieved Presidents Club Winner award (2020), Achieved over target results in 2021, 2022.Overall Contributions: Sales process methodology and a few new reports have now rolled out nation-wide. - Sales Process: Introduced a lucrative methodology, tying market exposure to metrics more meaningful to each client, i.e., ageing inventory, discount trends, and others, addressing recent inventory fluctuations.- Client Focus: Rebuilt client trust, resulting in a rescinded cancellation as well as revenue growth; proposed adding an in-house client presentation, met with acclaim, and attracting client executives for the 1st time.- Negotiations: Yearly Manage multiple Master Service Agreement negotiations; developed plans to increase revenue and deliver stronger ROI for each client; outcomes met with executive approval.- Challenges Met: Using data analysis as well as earning buy-in and respect from dotted line reports, consistently find opportunities for growth in mature business with established customer base.- Thought Leadership: Launched presentation of Upgraded Listings in Low Inventory Market, which solved the issue that increased exposure as a motivator no longer worked; new ROI proposition grew penetration and led to largest revenue months post-upgrade.- Leadership: Meet with Account Managers monthly to strategize meeting monthly targets; work individually on specific accounts or larger projects, communicating 2x/week; coach in sales pitches, data mining, etc.- Sales Planning: Contribute to quarterly management committee planning sessions; presenting growth plan for the book of business. Show less

Barrie, Ontario, Canada

Mandate: To drive indirect lending contracts; performance assessed on market share and total funded/month.Results: - Developed above average market share by creating a formal process; responding to submitted transactions with urgency; and by building relationships based on a sincere desire to be of service.- Increased market share from 38% to 42%, positioning Scotia Dealer Advantage as then number 1 non prime lender in regionGeneral Overview of Accountabilities:- Hosted… Show more Mandate: To drive indirect lending contracts; performance assessed on market share and total funded/month.Results: - Developed above average market share by creating a formal process; responding to submitted transactions with urgency; and by building relationships based on a sincere desire to be of service.- Increased market share from 38% to 42%, positioning Scotia Dealer Advantage as then number 1 non prime lender in regionGeneral Overview of Accountabilities:- Hosted dealership learning sessions to improve dealership understanding of non-prime opportunities; created genuine value, improving my own understanding by learning from risk department experts. - Assisted dealerships close challenging transactions by evaluating every aspect of an approval to offer options and recommendations – term extensions, rate negotiations, changing vehicle to meet approval. Show less

Toronto & Northern Ontario

Mandate: To grow the quantity and value of insurance contracts sold in the region.Results: - Produced double digit annual growth. Overall Contributions: - Spurred the creation of a new system to provide dashboard data to sales team: my initiative was to pull months of contract data to identify trends on where customers saw success and to find missed opportunities (learned to use Pivot tables to facilitate this data analysis).General Overview of… Show more Mandate: To grow the quantity and value of insurance contracts sold in the region.Results: - Produced double digit annual growth. Overall Contributions: - Spurred the creation of a new system to provide dashboard data to sales team: my initiative was to pull months of contract data to identify trends on where customers saw success and to find missed opportunities (learned to use Pivot tables to facilitate this data analysis).General Overview of Accountabilities:- Scheduled time to achieve considerable growth: training Business Managers on product sales 30%; acquiring new accounts 25%; conducting performance review with dealership management 25%. Show less

- Generated sales growth throughout Northern Ontario by consulting with 450+ dealerships regarding innovative and effective technology-driven solutions- Delivered effective sales presentations at training conferences in order to provide overview of product- Coached, trained and motivated a team by providing basic training on the DealerTrack application- Analyzed and interpreted data for dealerships that were utilizing the software application

- Expanded and grew market share in the Manitoba and Saskatchewan region- Provided effective training sessions to dealerships in Manitoba and Saskatchewan- Worked with dealers to share market trends and new ideas for business growth- Cultivated solid business relationships with new dealerships in the area-Worked with the Area Manager to help promote use of the product at the dealership - Provided training to dealerships to ensure the product was being used in a way that… Show more - Expanded and grew market share in the Manitoba and Saskatchewan region- Provided effective training sessions to dealerships in Manitoba and Saskatchewan- Worked with dealers to share market trends and new ideas for business growth- Cultivated solid business relationships with new dealerships in the area-Worked with the Area Manager to help promote use of the product at the dealership - Provided training to dealerships to ensure the product was being used in a way that increased profitability for both the dealership and Curomax - Placed follow up calls and assisted with account/relationship management on behalf of area managers- Promoted from Inside Sales Representative to the role of Area Sales Manager in a short period of time due to solid communication and negotiation skills Show less

Business Admin Automotive Marketing

Education record