Moss Motors is the world's largest and oldest British parts supplier. As the general manager of Moss' largest facility, I lead a team of dedicated associates in areas including automotive upholstery manufacturing, parts warehousing & distribution, new products R&D, and sales & customer service.

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• Accountable for inside sales effort and overall sales revenue growth (106% of goal YTD).• Led sales and operations for four retail and wholesale distribution yards in Virginia and North Carolina including full P&L accountability and responsibility for 60+ full-time associates.• Developed annual business plans, budgets and key performance indicators (KPI’s) for locations.• Consistently drove down inventory value and inventory loss from year-to-year while monitoring quality.• Led and mentored associates to provide world-class customer service and relationship management for retail and trade customers.• Led support efforts for three commissioned outside sales representatives, including customer service and project management with improved communication, order accuracy and teamwork.• Worked closely with IT to design and implement new division-wide ERP system (Netsuite).• Led cross-functional teams to design and implement new and revised operational processes (e.g. transfer process and delivery dispatch system).• Championed efficiency and cost-cutting efforts through process improvements, staffing reductions and reductions in operating expenses.• Active participation in creation and implementation of new, Charles Luck brand. Helped lead adoption of new brand behaviors and operational processes at multiple locations.• Led stone fabrication operations with improved internal and external communication and customer service.• Accountable for safety at all locations per OSHA standards.• Created and implemented customer service training and weekly communications for entire division.• Graduated from monthly Luck Values Based Leadership program, participated in quarterly follow up sessions and responsible for training and mentoring field associates in transformation of corporate culture.• Other responsibilities included scheduling, facilities & fleet management, merchandising, and project management.

Responsible for hiring, coaching and motivating two outside sales representatives and leading the overall sales effort in three Richmond-area offices. Was personally responsible for selling to major accounts in the greater Richmond area. • Accountable for development of two sales representatives. Both met and/or exceeded revenue and profitability goals. One new-hire went on to become National Sales Representative of the Year.• Selected by regional vice president to represent Southern Region on new ERP software (Siebel) advisory and development team.

Responsible for consultative selling of on-site outsourcing solutions in the areas of mail, print, reprographics, records management, document imaging and other office services to C-level decision-makers.• Successfully negotiated renewed service contracts worth $1.5 million in annual revenues.• Sales activities resulted in more than $4 million in sales pipeline.

Product manager for cross-border and ocean logistics services. Full P&L responsibility for Alaska, Canada, Guam, Hawaii, Mexico, Puerto Rico and the U.S. Virgin Islands logistics operations. Increased sales 30% and profitability 45% year-to-date ‘99 versus ‘98. Responsibilities included: • Led, coached and improved results of 3 account reps. in Puerto Rico and Hawaii plus one inside sales rep., and represented cross-border services at trade shows.• Attained 107% of revenue quota for assigned markets, improved on-time service, reduced operational costs.• Planned, negotiated and implemented expanded service to Mexico and partnership agreement for worldwide ocean and airfreight service.• Established competitive pricing guidelines and refined internal costing model.• Negotiated rates and service contracts with operating agents and steamship lines.• Refined customer service and rate quotation procedures for bilingual, international customer service unit.• Helped develop point of sale materials and advertising, and established special promotional programs.• Designed and delivered international module for sales training program.

Interfaced between field sales staff and all levels and departments of home office. Responsible for policy development, training and communication of field sales perspective to home office staff. Developed sales manuals, reports and forms.• Developed and presented advanced profitability training course as well as sales training for field sales reps.• Developed advertising and point of sale materials, and coordinated sales incentive plan. • Served as contact for 185 field sales reps for questions on mainframe and PC applications.

Outside sales representative responsible for growing territory revenue and profitability through consultative selling and negotiation. Attended and graduated advanced negotiations and sales training classes. • Attained 116.5% of quota in first year; 98.8% of quota in second year• Managed $4.3 million territory. Responsible for sales growth of 39.8% during first year and 18.5% in the second.