Raymond A. Sousa

678 Pleasant Street • Dunstable, MA 01827

Cell Phone: (401) 265-4535 • E-mail: nhcarguy@msn.com

 

AUTOMOTIVE EXECUTIVE

General Manager ― General Sales Manager ― Pre-Owned Director - Broker / Consultant

Automotive Management Professional with more than 43 years of management experience in all facets of the retail automotive environment. Possesses the ability to create a positive work atmosphere where pride and motivation reflect results. Expert in turning around under-performing dealership operations, general business management, sales, used cars, finance, fixed operations, and customer service. Proven track record in achieving outstanding profit margins, assisting multi-site and multi-franchise dealerships, and positioning stores for long-term growth and success. A firm but fair leader able to gain confidences easily and develop relationships built on mutual trust and respect. Successfully motivates staff to perform to full potential while maintaining the highest levels of customer service integrity.

PROFITABILITY  IMPROVEMENT FIXED OPERATIONS TEAM BUILDING BUDGETING /FINANCE USED CARS PROCESS IMPROVEMENT INVENTORY CONTROLS CASH FLOW

CAREER HISTORY and SELECT ACHIEVEMENTS

RPM - Retail AutomotiveConsulting - Dunstable, MA

04/17 = Present

Offering concierge automotive brokerage and consulting services to discerning clients. Your time is valuable, allow me to handle all the details for your next vehicle. I am able to assist with buying, selling, transport, detailing and anything automotive.

On site automotive consulting available to dealers that need to fine tune and improve ROI. Proven systems and leadership without using a magic wand. Available for short term consulting to help right the ship.

PORSCHE/AUDI OF BURLINGTON, Burlington, MA                          02/17 - 04/17

Pre-Owned Director~

Hired to direct and manage the pre-owned divisions at this location. Installed and improved process and systems to escalate time to market for both dealerships. Improved sales volume and gross profits by 10%-15% in a short period of time. Developed new marketing strategies on-line and on site while training the sales team on proper used car sales methods.

PORSCHE OF NASHUA – N.E. PERFORMANCE CARS, Nashua, NH 4/08 – 12/16 

General Sales Manager~

Hired to manage and turn around an underperforming Porsche dealership in it’s market. Sold off stale and obsolete inventory to manage a better turn while increasing gross profits by 25%. Consistent YOY growth in new and used car volume and gross.  Moved the dealership into the top tier of certified pre-owned Porsche sales in the Eastern Region of the U.S.

  • Assessed sales department and recruited / trained a new staff. Installed new systems and procedures that improved workflow and in house communications.

  • Immediate turn around in sales volume and profits

  • Developed an internet marketing strategy that increased e-trade and telephone activity, leading to increased sales volume.

  • Achieved Porsche Premier status for fiscal years 2010, 2011, 2013, 2015 and 2017 with PCNA.

  • Represented dealership in various events with Porsche U.S.

  • Porsche Certified Sales Manager/ Brand Ambassador

  • Attended Porsche Executive Tour with PAG in Oct. 2016

Jaffarian Toyota – Scion, Haverhill, MA 4/2007 -12/2007 

General Manager~

Recruited to revitalize operations for this Toyota – Scion dealership serving the Boston metro area. Oversee hiring of a team of 50 employees, staff development and training, establishing cost controls, customer service, and new / pre-owned sales initiatives. Conduct weekly management meetings and daily training sessions with support teams. Develop  compensation plans that focus on improving motivation for sales and management employees by rewarding strong performers. Streamline the service and reconditioning processes for pre-owned vehicles. Play a critical role in improving communications between all departments, thereby fostering a “team” atmosphere.

  • Assessed human capital needs and recruited / trained new sales talent. Installed new sales systems and processes which resulted in a 20% improvement in sales volume within two months of hire.

  • Grew sales to generate more than $25M in forecasted annual revenues.

  • Introduced the Toyota Certification Program in the pre-owned department while increasing pre-owned average gross profit by 30%. 

  • Secured an outside vendor to clean and recondition all new, pre-owned and customer vehicles, which significantly reduced personnel expenditures while improving corporate integrity.

Lexus of Northborough, Northborough, MA 2006 – 2007

Pre-Owned Director~

Contracted to assess pre-owned operations and develop strategic plans for the department that been previously losing money. Identified areas of weakness and implemented new policies, processes, and programs to revitalize pre-owned sales, customer service, and expand market share.

  • Streamlined operations for the pre-owned department that resulted in a 42% increase in sales volume, a 55% increase in pre-owned gross profit, and improved turn ratio to maintain 60-days or less.

  • Positioned Lexus of Northborough’s pre-owned department to achieve a “#2 Ranking for Lexus Certified Pre-Owned Sales Volume in New England” by the end of Q1 07.

  • Ended 2007 as #1 Lexus Elite pre-owned dealer in the country

1400 Motors of Nashua, Inc., Nashua, NH

General Manager ― 1400 Motors of Nashua

Vice President / Minority Owner ― 1400 Motors Nashua and Lowell Stores

General Manager ― 1400 Motors of Nashua

Originally retained as GM for 1400 Motors’ Nashua, NH store. Managed dealership operations while simultaneously attending NADA Academy. Recruited to return in 1989 as VP and Minority Owner of the Chrysler-Jeep dealership in Nashua and a Dodge dealership located in Lowell, MA. Served as Executive Manager with P&L accountability of both stores. Hired, trained, and managed up to 100 employees per store; set budgets; monitored cash flow; and coordinated facility upgrades. Recruited again in 2004 after a three-year absence to revitalize dealership operations at the Nashua store that had been mismanaged. Reinstitute policies and procedures and introduced monthly department reviews that allowed the dealership to manage and maintain goals and objectives towards industry benchmarks. Accountable for facilities, HR, check signing, and P&L success. 

  • Opened a third dealership location in Nashua as an exclusive used car superstore. Served as General Contractor for the facility renovation and managed a staff of 10 people to sell an average of 86 used units per month. Grew operation to generate an average gross profit of between $185K and $250K in used car sales.

  • As GM for the Nashua store, increased new car volume by 11% and used car volume by 10%.

  • Systematically removed all aged or obsolete inventory through active trading and merchandising. Ensured pre-owned inventory was fresh, resulting in improved cash flow and increasing used car gross profit by 15%.

  • Turned an ineffective F&I department into a highly profitable department, increasing F&I profit by 33%. 

  • Grew operations to generate $31M in total sales revenue by 2006. 

Education Assoc. Business., Rhode Island Community College, Warwick, RI; Degree in Business Management

Graduate and Class President: NADA Dealer Candidate Academy - Class 30

Completed various factory-sponsored dealer management courses with Daimler Chrysler.

Porsche Certified Sales Manager /Brand Ambassador.

Computer Skills Word, Excel, Windows XP, Reynolds & Reynolds, ADP, VAuto, VIN Solutions, Advent, and Internet Applications