Obtain a position as Director or VP Sales/Business Development. I am passionate about directing and leading the efforts of organizations in developing/expanding business.
DAVID M. CAFFROY SALES MANAGEMENT & BUSINESS DEVELOPMENT EXECUTIVE
SENIOR LEVEL SALES EXECUTIVE with a 17- year track record of top results in sales, market share and revenue growth, profitability and customer satisfaction for international industry leader. Enthusiastic leader utilizing extensive P&L knowledge and sales management skills to effectively develop, lead and motivate teams of +100 professionals. Recognized for innovating, developing and implementing strategies that stimulate high levels of growth, revenue, profitability and customer satisfaction. Highly motivated, competitive and results-driven leader with a passion for developing relationships that grow business.
AREAS OF EXPERTISE
â— Sales Management
â— Leadership
â— B2B Sales
â— Business Development
â— Negotiations
â— Strategic Planning
â— Key Account Management
â— Sales Training
â— P&L Responsibility
PROFESSIONAL EXPERIENCE
ENTERPRISE RENT-A-CAR, Phoenix, AZ 1991 - 2008
Industry leader in car rental and leasing operations with 65,000 employees in 7,000 locations throughout North America and Europe, producing $10 billion in annual revenues.
Area Manager (1997 - 2008)
Led team of professionals in directing all aspects of P&L performance for multiple locations and 120 employees by developing strategies, implementing activities and managing performance in sales, marketing, market share and revenue growth, customer satisfaction, human resource development, real estate negotiations, forecasting & budgeting. Reported directly to VP/GM.
• Generated annual revenue of +$12 million via consistent development of targeted sales strategies, training and motivation of multi-level sales force, and developing strong value-oriented relationships in a B2B environment.
• Increased market share by an average of 17% year -over -year annually compared to corporation average of 5% by continually analyzing market conditions, developing strategies, training multi-level sales force, and implementing and leading sales and marketing activities.
• Negotiated RFP and bid process with City of Phoenix Aviation Department to open operations at Phoenix International Airport. Analyzed market conditions, developed relationships with key decision-makers and produced a winning bid package. Resulted in a market share and revenue increase of $26 million or +500% over a 15 month period.
• Directed sales process and negotiated with multiple automotive dealerships to develop relationships and secure exclusive preferred provider agreements, resulting in +$67 million in revenues 1997 - 2008.
• Directed negotiations with Kansas City Royals & Cleveland Indians Major League teams, securing exclusive provider contracts during Spring Training, resulting in annual revenues of +$1 million.
• Negotiated over 15 real estate leases in Southern California and Arizona, resulting in the opening of 11 new locations and +$13 million in annual generated revenue, and re-negotiated terms for 4 existing locations to reduce overhead expenditures by 25% annually.
• Set record for highest single month profit of +$577,000 for any Area in the company March 2004.
• Consistently scored in the top 5% among +600 company-wide Area Managers on Performance Balance Ranking, which measured market share growth, profitability and customer satisfaction.
• Ranked #1 among all large scale operations in 2004, #4 in 2005 and top 20 in 2006.
• Recognized for Exceptional Achievement Award status for being in the top 1% of all operating groups for exceptional performance in market share/revenue growth, profitability and customer satisfaction every year FY 1997 - 2000 and FY 2001 - 2007.
• Awarded President’s Award 2004 – 2005, which is presented to top groups worldwide for recognition of performance in growth, profitability, retention, customer satisfaction and commitment to providing direction and development of leaders at a high level.
Insurance Account Manager (1996 - 1997)
Led a team of +50 sales professionals in developing sales and marketing strategies targeted at gaining market share and increasing revenue through penetration of automobile claims industry in Maricopa County. Reported directly to VP/GM.
• Developed and directed sales and marketing activities and acquired authority over a multi-level sales force comprised of peers and superiors due to demonstrated expertise.
• Analyzed market conditions and sales force skill set. Trained employees at all levels in the execution of sales and marketing strategies, resulting in preferred provider agreements with State Farm, Allstate, American Family, Farmers and Country Companies.
• Increased transactional sales volume by +400%, an annual revenue increase of +$5 million.
Branch Manager (1993 - 1996)
Managed full P&L performance for locations in Upland and Barstow, CA. Hired, trained and led teams of up to 8 sales professionals to achieve top performance levels in sales, marketing, and customer satisfaction.
• Grew revenues and market share by 100% over an 18 month period in Upland, CA by analyzing competition and market conditions, and formulating and executing a strategic sales/marketing plan emphasizing value-oriented relationships in a B2B environment and exceptional customer satisfaction and retention on a B2C level.
• Negotiated and was awarded multiple contracts for services with U.S. Army Fort Irwin National Training Center (NTC) Barstow, CA, producing revenues of +$1 million over 11 months.
Assistant Branch Manager (1992 - 1993)
• Managed daily operations and drove performance levels in B2C sales, B2B sales and customer satisfaction, resulting in consistently top performing branch in Southern California.
Management Trainee (1991 - 1992)
EDUCATION
BA, Business Administration/BA, Spanish 1989 - 1991
University of Redlands, Redlands, CA
• Member, Sigma Delta Pi, National
Spanish Scholar Society
• U of R Football 1989 - 1990, All-
Conference S.C.I.A.C Football
Honors 1990
• U of R Rugby Club 1991
Business Administration & Spanish 1987 - 1988
Utah State University, Logan, UT
• USU Football 1987 - 1988
ADVANCED TRAINING EXPERIENCE
Group Leader, Company-wide Business Meetings
Conducted training in Sales & Marketing, Revenue Generation & Profitability, Employee Development & Retention, Customer Satisfaction, Airport Operations
Phoenix Group Trainer (1997 - 2003)
Conducted training in Revenue & Profitability, Sales & Marketing
COMMUNITY
• Member National Defense
Transportation Association
• Member Peoria Chamber of
Commerce Military Affairs
Committee
• Chair, United Way Fund Raising
Campaign for Enterprise
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