Melanie Thomas
New Orleans,LA
Summary
Accomplished Operations Manager with a proven track record excelling in improving a distressed district into achieving wholesale and retail sales objectives including commercial, CPO, and rental. Skilled in driving profit and revenue growth through strategic sales and marketing strategies, Has achieved year-over-year sales volume increase and demonstrates exceptional account and partnership management, ensuring customer satisfaction and retention. Successful at managing multiple priorities with a positive attitude. Willingness to take on added responsibilities to meet team goals. Detail-oriented team player with strong organizational skills. Ability to handle multiple projects simultaneously with a high degree of accuracy.
Overview
29
29
years of professional experience
Work History
Dealer Operations Manager
Nissan North America, Inc.
11.2022 - 07.2024
- Achieved vehicle wholesale objectives through effective retail operations, consulting, demonstrating potential ROI on sales; accentuating special wholesale promotions and reward opportunities; promoted optimum car mix and car flow; negotiated special accommodations for dealerships. Conducted routine dealership visits to review operations and met with vehicle sales staff, management, and Dealer Principals to assess all aspects od sales operations to drive wholesale and dealer volume objectives.
- Reviewed sales reports and financial statements with Dealer Principal and management to monitor financial strength and compliance with company standards and agreements. Monitor cash flow, inventory, and capital. Review accuracy and accounting if needed. Assist dealership to improve financial strength through increased sales and effective inventory management.
- Reviewed and monitored dealerships PNUR, website, marketing and advertising plans and assessed current effectiveness of their efforts. Suggested new marketing programs and techniques providing proven results of increased sales. Demonstrated positive impact to dealerships financial statements to achieve dealership "buy in" and support. Routinely reviewed sales reports demonstrating the success or failure of marketing efforts and expenditures. Maintained awareness of competing dealerships in assigned market. Analyzed market registration information and incorporated market expansion opportunities into assigned dealerships to maximize sales. Incorporated the impact of newly opened and closed dealerships in assigned district into marketing and sales plans to maximize dealership sales.
- Provided other external consulting services currently utilized by the dealerships. Demonstrated value of programs and advice in comparison. Developed advertising and promotion plans to counter and negativity from sales issues. Educated and enlightened dealerships personnel on current incentive programs for customers, sales associates, and dealership to ensure they complied with rules and requirements for incentive payments. Analyzed reports and sales results , demonstrated program "financial impact" on dealerships to management.
- Monitored inventory on dealership lots and reviewed sales efficiency, and day supply reports with dealerships. Analyzed dealerships car mix demands and proposed adjustments within a 90 day ordering constraints to enhance future sales through improved car mix. Shared insights on assigned dealership changing model demands with regional management and Distribution Manager to help achieve the most effective regional model allocations. Addressed aged inventory issues and discussed sales and marketing plans to move vehicles. Encouraged sales of commercial vehicles, fleet vehicles, and electric vehicles.
- Developed action plans for dealerships to enhance customer satisfaction. Conducted training of sales associates, monitored sales progress, Monitored staff performance through real time technology tools and customer satisfaction scores. Understand sources of customer complaints and addressed with management.
- Responsible for dealer agreements and required performance and policy compliance for dealerships. Documented and communicated on matters of good or bad standings. Delivered official communication to OEM and Dealer Principal regarding standings as it may relate to operations and dealer agreement. Assisted with logistics relating to opening and closing of dealership operations.
Dealer Account Manager
Cox Automotive
11.2020 - 11.2022
- Developed relationships with key decision-makers at dealer locations, fostering trust and loyalty within account base.
- Increased market share by identifying prospective dealerships and presenting compelling business cases for partnership.
- Analyzed sales data to identify trends and opportunities for growth within dealer network.
- Evaluated dealer performance metrics regularly, providing guidance on areas for improvement when necessary.
- Retained, advocated and grew credit application and digital contracting volume of franchise and large independent automotive dealers in multiple assigned territory. Responsible for growth and install of dealers onto the DealerTrack F&I platform. Created and developed solutions to assist dealers reach their business objectives. Provided insight on F7I products to internal partners regarding key dealer business challenges.
- Remotely managed, coached, administered and taught interstate employees utilizing Microsoft Teams and Zoom platforms.
- Creates Salesforce platform trend analysis initiatives tailored for documented year -over-year sales growth in digital contracting volume. 32% digital utilization in 2020 increased 2021 YOY sales volume 72.61% and 73.94% in 2022.
- Established subculture mindset "Track, Trace, Trend and Adjust" to achieve goals and compliance for 6 direct reports and 14 indirect reports covering Georgia, Mississippi, Arkansas, Louisiana, and Texas Regions.
- Responsible for overseeing 1488 rooftops throughout the Southeast and Southern Region.
F&I Director
Atlanta Automobile Association
11.2005 - 11.2020
- Analyzed components of Dealer Financial Operating Statement for profit analysis.
- Coached and trained dealership finance staff to maximize profitability on lease, prime and subprime specifications.
- Developed high-performing teams by providing mentorship, guidance, and opportunities for professional growth.
- Sold and trained staff on selling captive products to include new prime and subprime subvention, used, lease, remarketing, warranty and gap offerings.
- Enhanced team collaboration through regular communication, goal setting, and performance evaluations.
- Worked closely with organizational leadership and board of directors to guide operational strategy.
- Oversee dealership customer loan origination and approval process.
- Establish and maintain strong relation with auto lenders.
- Maintain accurate monthly, quarterly and year-end reports.
- Determine the customers needs to for financing and explore payment options. Establish a positive relationship with customers as they are presented products and services. Present warranties, credit insurance, Gap insurance and other beneficial products offer by the dealership. Secure and finalize transactions in a legal and ethical manner while maintaining high level of productivity.
- Responsible for meeting monthly forecast for finance and insurance income, penetration levels and customer satisfaction. Accurately prepared all federal, state, and insurance income, penetration levels and customer satisfaction.
- Supervise the financial services associates to ensure individual and department goals are met.
- Established a culture of continuous improvement by fostering open communication channels and empowering employees to voice their ideas.
Dealer Relationship Manager
AmeriCredit Financial
04.2001 - 11.2005
- Managed a 72 dealer account portfolio in the Atlanta Georgia Market.
- Onboarded 22 new dealer accounts generating $11.8 Million in new incremental loan volume.
- Maximized prime internal yielding ROI benchmarks
- Monitored and controlled Bad Debt, Loan to Value Ratios, and charge off expenses.
- Maintained production through establishing relationships with the credit and funding departments to accomplish desired volume levels.
- Worked with loan officers and funders to assist dealerships in resolving problems with contracts received in house.
Dealer Relationship Manager
ONYX Acceptance Corp
10.1995 - 04.2001
- Delivered comprehensive training programs for dealership staff members, promoting product knowledge and sales techniques that led to increased sales performance.
- Streamlined processes for dealer onboarding, expediting time it took to bring new partners onboard.
- Enhanced dealer satisfaction with thorough follow-ups on outstanding issues, promoting long-term partnerships.
- Establishes targets within territory and coordinated meetings with Dealer Principals and F& I Managers.
- Conducted sales and financing presentations to demonstrate use of company products.
- Conducted fraud and portfolio training to support efforts in maintaining a positive performing dealer base.
- Provided follow up on approvals given to provide strategy input and competitive intel to infernal decision makers.
- Generated $143,000,000 in prime and Sub-Prime originations
- Promoted Senior Credit Manager in December of 1998
Education
MBA - Accounting And Finance
Keller Williams School of Management
05.2000
BBA - Accounting And Finance
University of Houston
05.1993
High School Diploma -
Open Arms Academy Christion School
05.1989
Skills
- Customer Satisfaction (CS) & Retention
- Financial Analysis & Budgeting Project
- Program Management
- Risk Mitigation
- Control Sales & Marketing
- Strategy Profit & Revenue
- Growth Business Reporting
- Customer Service & Retention
- Market & Audience Analysis
- Regulatory Compliance
- Team Leadership & Training
- Account & Partnership Management
Timeline
Dealer Operations Manager
Nissan North America, Inc.
11.2022 - 07.2024
Dealer Account Manager
Cox Automotive
11.2020 - 11.2022
F&I Director
Atlanta Automobile Association
11.2005 - 11.2020
Dealer Relationship Manager
AmeriCredit Financial
04.2001 - 11.2005
Dealer Relationship Manager
ONYX Acceptance Corp
10.1995 - 04.2001
BBA - Accounting And Finance
University of Houston
High School Diploma -
Open Arms Academy Christion School
MBA - Accounting And Finance
Keller Williams School of Management
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