Susan Bertolini Email & Phone Number

Miami/Fort Lauderdale Area And West Palm Beach

Accountable for establishing and growing market share via tailored training and implementation of captive programs and tool. Developed dealer partner relationships and assessed their business models to vertically integrate programs into their operation that optimize profits and revenue streams. Emphasis on sales and management of a portfolio of clients, closing new business, market share growth, and account management. Effectively generated contracts according to established credit risk and profitability models. Position required extensive presentations to sr. management & training to staff to ensure sell-through.✓ Top 10 producer in the country for volume performance and highest brand market share in the SE region.✓ FY2016 market share is 60.74%, significantly above regional average of 24.98% and national average of 35.66%.✓ Served as a SME and trusted advisor, consistently exceeding company revenue goals and market share by an average of 121%.✓ Awarded highest dealer engagement in Captive Programs and Tools for the SE Region, 02/2016.✓ Cultivated solid and integrated relationships with manufacturer counterparts to expand and grow business.✓ Understood market trends and the competitive landscape to strategically provide custom solutions for dealers.✓ Leader in cultivation with wholesale/commercial accounts negotiating multimillion dollar contracts for floor plan, real estate, etc.✓ Effectively managed and marketed assigned dealer relationships to achieve all quality, pricing, and volume objectives.✓ Reduced costs and increased efficiencies by leveraging background of knowledge of dealer operations including floor planning, construction loans, mortgages, term loans, etc.✓ Originated and facilitated the networking group South Florida Automotive Professional Women.✓ Active Member of the GM Women’s Circle, SE Region.✓ Achieved 116% of volume objective and 114% of unit goal, FY 2015.✓ FY2016 averaging 33.2% higher than the region for contracts per dealer.

Fort Lauderdale, Florida

Responsible for developing strategic partnerships with dealers to facilitate the sell-through of the entire portfolio of finance products to customers. Generated new sales revenue by delivering presentations, conducting product demonstrations, and negotiating terms to close contracts and strategically win new business. Conducted extensive dealer staff training. ✓ Consistently ranked as the top salesperson and highest volume producer in the company during tenure. ✓ Worked with the owner and assisted in the development, implementation and training of corporate program offerings resulting in record volume growth of 308%. ✓ Maintained 95% of current customer base by providing exceptional customer service and account management. ✓ Proactively built an account base generating $1MM+ in monthly revenues. Consistently a top performer, exceeding goals and quotas. ✓ Developed referral business through effective client relation’s management.✓ Cultivated profitable dealership relationships and delivered product knowledge training to increase sales volume and profits.✓ Utilized strong background in underwriting, funding management, ancillary product sales and reconciliation, accounting procedures, and balance collections to manage risk.

Also tasked with spearheading special projects for the organization. Hired, train and developed teams from the ground up and created all policies and procedures for the department. ✓ Hand selected to open new dealer locations in the markets. Provided operational and management assistance in areas including sales, management, marketing, setup, grand opening, hiring and training staff, floor planning, ongoing operational support, brand compliance, and fiscal results. ✓ Designed and delivered a cross training program company-wide to optimize efficiencies without cost increases in staffing. ✓ Implemented a high school intern program.✓ Opened six direct lending locations for the organization including recruiting, mentoring and training new hire of staff, establishing and implementation of best practices and marketing initiatives. ✓ Designed and purchased media campaign inclusive of cable tv placement, trade publications and direct mail. ✓ Conducted statistical analysis and development of advertising demographics and budgets reflective of costs and sales ✓ volume.✓ Initiated customer retention and referral programs.

Promoted to manage the startup division creating a retail automotive operation. ✓ Created an outlet for lender inventory melding with new inventory acquisition maximizing partner company profits. ✓ Grew from zero to 300+ inventory units during tenure.✓ Recruited, hired and trained sales office and operations staff. Motivated and inspired to produce optimum results.✓ Developed and maintained finance processes and procedures that effectively protected the financial assets of the dealership. ✓ Trained all staff on how to sell credit, insurance and warranty products resulting in an increased penetration rate of 64.5%.

Managed all financing and leasing activities for the dealership. Managed a staff of 20+ in areas including state and federal compliance, portfolio management and reporting, vendor contract negotiations and relations. ✓ Increased contract portfolio by 23% and decreased loss ratios by 11%.✓ Key member of the team to oversee the installation of a new computer data management system.✓ Expanded dealer personnel knowledge of special financing, warranty and after-sales products.✓ Ensured compliance with state and federal regulations.

Proactively recruited to oversee day-to-day sales and operations at a retail dealer with six locations and volumes in excess of 500 cars per month. Responsible for sales, operations, administration, customer service, F&I, inventory control, marketing and advertising, vendor contract negotiations and relations, quality assurance, strategic planning, and budgets. ✓ Utilized a top-line sales and operations management approach and increased sales 11.9% within the first 10 months.✓ Increased market share and profit margins and decreased used car inventory net profit losses by 82%.✓ Reduced contracts in transit (CIT) by 27%. ✓ Achieved $2800 per car for pre-owned selling 40 per month.✓ Reduced used car inventory average write down from $15-20k per month to under $10k on a 60 day turn.✓ Instituted SOPs for all locations to ensure operational and brand consistency. Co-authored a sales training manual.