MARK FAIR II
Nashville,TN
Summary
Dynamic sales leader with a proven track record, excelling in coaching team members, territory management and strategic planning. Skilled in fostering client relationships and driving profitability, I've led teams to exceed sales goals through innovative strategies and effective coaching. My approach combines keen problem-solving abilities with a passion for coaching and development, sales process and deal framework ensuring sustained growth and success.
Overview
26
26
years of professional experience
Work History
VP of Sales and Business Development
DealerSmart
08.2024 - 11.2024
- Championed data-driven decision-making within the organization, leveraging insights from CRM systems for better resource allocation.
- Oversaw the successful launch of new products and services, ensuring proper market positioning, pricing and supporting promotional efforts to drive adoption rates among targeted end-users across various sectors potentially available therein.
- Cultivated lasting relationships with vendors and suppliers, ensuring optimal pricing structures for products and services sold.
- Mentored junior staff to enhance their skills, resulting in improved performance and career advancement opportunities.
- Recreated and trained on new demonstration and prospecting strategy
- Negotiated high-value contracts with key clients, securing long-term business relationships and profitable deals.
- Implemented training programs to enhance the effectiveness of the sales team, leading to higher conversion rates. (20% Increase in demo show rates)
Director of Sales Southeast
Team Velocity
02.2023 - 08.2024
- Negotiated contracts with potential clients while ensuring compliance with organizational policies and procedures
- Achieved goals and annual budget projections by developing tactics to improve growth
- Organized trade shows, conferences, and events as part of the company's outreach efforts
- Built high-achieving team by setting clear expectations and providing ongoing training and mentorship
Business Development Manager
AutomotiveMastermind
05.2018 - 01.2023
- Increased client base by identifying new business opportunities and cultivating strong relationships with key decisionmakers.
- Facilitated regular communication with clients to ensure their needs were met, fostering long-lasting relationships built on trust and mutual respect.
- Developed customized solutions for clients based on a deep understanding of their unique pain points, delivering exceptional value and driving repeat business.
- Represented company and promoted products at conferences and industry events.
- Reached out to potential customers via telephone, email, and in-person inquiries.
- Established relationships with key decision-makers within customer's organization to promote growth and retention.
- Negotiated and closed long-term agreements with new clients in assigned territory.
- Mentored junior team members in effective sales techniques, fostering a high-performance culture within the organization.
Sales Director
vAuto
05.2015 - 05.2018
- Led a high-performing sales team through effective coaching, mentoring, and performance management strategies.
- Enhanced customer satisfaction with a focus on fostering long-term relationships, consistently addressing client needs, and providing exceptional service.
- Managed relationships with key industry stakeholders, attending conferences and networking events to further establish the company''s presence in relevant circles.
- Fostered a culture of continuous improvement within the sales department, regularly organizing workshops and skill-building sessions for employees at various levels of expertise.
General Manager 2 Locations
Mercedes Benz of Fort Mitchell
08.2010 - 05.2016
- Consistently met or exceeded quarterly quotas by leveraging consultative selling techniques
- Provided guidance and mentorship for junior-level staff members
- Engaged in cold calling activities for lead generation purposes
- Managed client relationships, providing exceptional customer service to ensure satisfaction and retention
- Conducted site visits and sales meetings with clients
- Participated in networking events to build relationships with potential clients
- Participated in the creation of Comp plans and Territory distribution
- Created strategy dedicated to generating revenue built around the focus of dealer groups and creating MSA's versus individual agreements
- Trained newly hired salespeople according to company policies and procedures
- Maintained an up-to-date knowledge of industry trends and competitor strategies
- Utilized CRM software to track leads, manage accounts, generate quotes, and close deals
- Collaborated with marketing to develop and execute marketing campaigns
- Developed and implemented innovative sales strategies to increase revenue growth
- Led team of 10+ sales representatives in achieving monthly goals
- Also 2 time Presidents Club Winner
- Planned quarterly objectives for sales team based on company goals
- Coached, trained, and motivated staff to meet or exceed aggressive sales goals
- Built and maintained relationships with vendors and suppliers
- Recruited team members to maintain adequate staffing levels
- Provided coaching and mentoring support for employees at all levels of the organization
- Won Best of the Best in first full year open, a first for Mercedes Benz history
- Developed strategies to improve operational efficiency, reduce costs and maximize profitability
- Managed profit goals against budget and prior year, keeping controllable costs within budget
- Assessed team member performance through formal reviews leading to promotions or terminations as necessary
- Managed customer service teams to ensure quality customer satisfaction and increase customer loyalty
- Created policies, procedures and guidelines for staff members' daily operations
- Executed sales and operational activities, producing results that met or exceeded business plan
- First store in Mercedes Benz history to implement a 'Genius Bar', started as an answer to challenges of technological ineptitude in our customers and became a staple for Mercedes nationwide
- Created new pay plans to accommodate the new mentality built around monetary gain and instilled a culture of teamwork and accountability based on store goals
- Monitored store performance and identified opportunities for improvement
General Sales Manager
Power Acura Southbay
09.2006 - 05.2010
- Managed the daily operations of the sales department, including budgeting, scheduling, staffing, and performance reviews
- Provided training and guidance to new staff members on sales techniques and customer service standards
- Developed and implemented effective sales strategies to increase overall profitability
- Established measurable goals for each member of the sales team based on individual objectives and performance metrics
- Created and maintained relationships with clients, vendors, and distributors to ensure customer satisfaction
- Negotiated contracts with suppliers and vendors in order to obtain better pricing terms or discounts
E-5 Sergeant
U.S Marine Corps
09.1998 - 09.2006
- Collaborated with senior staff to develop strategies for improving morale, cohesion, and mission readiness within the unit
- Executed effective management techniques that yielded positive results in both short-term and long-term projects
- Created a comprehensive system to track and monitor equipment inventory, resulting in improved efficiency and cost savings
- Participated in OIF and OEF with a total of 5 Combat tours with both regular military and OGA
Education
Bachelor of Science (B.S.) - Political Science
UCLA
Los Angeles, CA12.2008
Skills
- Territory Management
- Account Acquisition
- Profitability Assessments
- Business development and planning
- Strategic Planning
- Rapport and relationship building
- Closing Techniques
- Team building
- Sales processes
- Performance Evaluations
- New Business Development
- Staff Training and Development
- Interpersonal Skills
- Sales Coaching
- Professionalism
- Sales process engineering
- Sales funnel management
- Profitability Optimization
- Problem-solving aptitude
- Problem-solving abilities
- Pricing strategy
- Revenue growth
- Industry networking
- Sales presentations
- Sales coaching
Timeline
VP of Sales and Business Development
DealerSmart
08.2024 - 11.2024
Director of Sales Southeast
Team Velocity
02.2023 - 08.2024
Business Development Manager
AutomotiveMastermind
05.2018 - 01.2023
Sales Director
vAuto
05.2015 - 05.2018
General Manager 2 Locations
Mercedes Benz of Fort Mitchell
08.2010 - 05.2016
General Sales Manager
Power Acura Southbay
09.2006 - 05.2010
E-5 Sergeant
U.S Marine Corps
09.1998 - 09.2006
Bachelor of Science (B.S.) - Political Science
UCLA
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