Jonathan Rattray
Raymond,AB
Summary
With over 25 years of credit, sales, and business development experience, I have a deep understanding and confidence in all aspects of credit underwriting, funding, collections, and recovery. Throughout my career, I have successfully managed sales teams and currently oversee the Western Canada team, responsible for driving sales volume in both the Prime and Non-prime automotive retail finance channels. A highly motivated individual, I am actively seeking an opportunity to contribute my strong work ethics, sales expertise, leadership skills, and training abilities. I firmly believe in leading by example and am not afraid to roll up my sleeves and get into the trenches.
Overview
27
27
years of professional experience
Work History
Regional Sales Manager, Western Canada
AutoCapital Canada & CIBC Auto Finance
10.2013 - Current
- Develop Strategies and responsible for market share growth, overall sales and performance of sales team in Western Canada for both our Prime and Non-prime channels
- Responsible for the recruitment, training and coaching of sales team
- Meet with key decision makers to create loyal and strong dealership partnerships
- Provide feedback and suggestions to CIBC executive team to further enhance program and overall dealer experience
- Make program pricing recommendations to Pricing Team and gather competitor intel
- Help maintain strong relationship between AutoCapital Canada and CIBC
- Review credit escalations and provide reasoning and recommendations for further review
- Investigate and review financial statements, recommend and approve new dealer partnerships
- Assist in fraud investigations and responsible for having deeper discussions with dealerships with respect to fraud prevention and chargebacks
- Achieved regional sales objectives by coordinating sales team, developing successful strategies, and servicing accounts to strengthen business relationships.
- Expanded market share within the region by identifying growth opportunities and collaborating with cross-functional teams.
- Increased regional sales by implementing strategic marketing plans and nurturing key client relationships.
- Developed a successful sales team through rigorous coaching, performance management, and ongoing training.
- Organized regular sales meetings, providing comprehensive updates on market trends, competitor analysis, and new product developments.
- Participated in sales calls with direct reports to strengthen customer relationships and uncover possible opportunities for growth.
- Implemented innovative sales strategies that successfully penetrated new markets, boosting regional brand recognition.
Regional Sales Manager, Ontario and Atlantic Canada
AutoCapital Canada & CIBC Auto Finance
12.2015 - 11.2023
- Recruited, developed, built and managed a very successful sales team in Ontario and Atlantic Canada
- Played a key role in the launch and deployment of CIBC Auto Finance in the market
- Worked with a third party provider to create a tool that identifies sales opportunities for sales team
- Created loyal and strong dealership partnerships
- Consistently exceeded sales targets throughout the entire region
- Exceeded quarterly sales targets consistently by leveraging extensive product knowledge and effective selling techniques.
- Managed team of 9 District Managers and consistently achieved high sales targets.
- Prepared sales presentations for clients showing success and credibility of products.
District Manager
AutoCapital Canada & CIBC Auto Finance
10.2013 - 12.2015
- Responsible for launching our Non-prime program to automotive dealerships
- Identified both Franchise and Independent Dealerships to partner within my designated region
- Worked with both Business Managers and Sales Managers to help dealerships sell more cars
- Partnered with both credit and funding to ensure dealers receive superior service
- Provided support, coaching and training to fellow colleagues and new hires
- Worked with dealers and credit to help approve and fund contracts
District Manager
Dealertrack Technologies
01.2013 - 10.2013
- Met with key decision makers to identify opportunities and offer our subscription based solutions to automotive dealers in my territory
- Worked jointly with partners to help roll out new company initiatives
- Identified and referred business to our DMS and Inventory Solutions teams
- Set up and trained dealership staff during launches of specific solutions and products
- Partnered with colleagues in neighbouring territories to help work with Dealer Groups to close business
- Achieved DM of the month on multiple occasions
Business Development Manager – Western Canada
Metroland Digital Media – LeadDriver
05.2009 - 12.2012
- Responsible for Business Development and penetration of the LeadDriver network (Wheels.ca, Autocatch.com & MSN Autos) to automotive dealers throughout the major markets in Western Canada
- Met with key decision makers within individual dealerships and large dealer auto groups to present internet advertising solutions
- Met with strategic partners to develop mutually beneficial relationships
- Identified opportunities within dealerships to improve efficiencies and increase results
- Helped create marketing strategies for dealerships to help increase their exposure in their markets
- Achieved Sales Award for Top Overall Rep in 2011
- Achieved Sales Award for Top Overall Rep in 2010 with revenue more than 2x that of the average rep
- Reviewed results with dealerships and their key decision makers
- Provided training to dealerships on how to effectively use the internet to generate leads
- Provided coaching and training to new members of the LeadDriver team throughout Ontario and Nova Scotia
- Aided in the training and development of our Dealer Experience Team, and assisted in the execution of our National roll-out
- Built strong rapport and relationships with automotive dealers within the Hamilton, Burlington and Niagara region
- Developed a strong partnership with another division in our company that has helped increase revenue on both sides of the business
Manager, Residential Mortgages
TD Canada Trust
03.2009 - 05.2009
- Responsible for Business Development of residential mortgages
- Sought out and built new relationships with referral sources i.e.) realtors, builders, financial planners
- Met with clients and presented the best product/solution to meet their individual needs
- Built relationships with TD branches to drive in new business
- Utilized my Spanish speaking ability to market to a community that is lacking representation
- Developed and implemented joint marketing campaigns with my referral sources
Area Sales Manager
Wells Fargo Auto Finance
10.2006 - 11.2008
- Increased overall performance of territory by providing superior service, dedication and solutions
- Developed and maintained effective relationships with automotive dealerships at all management levels
- Identified sales opportunities and worked with auto dealers to maximize their opportunities
- Accountable for the achievement of monthly sales targets within my designated territory
- Educated and increased number of dealerships actively pursuing Non-prime in region
- Built strong relationships with my Area Sales Underwriter, other underwriters and Funding Analysts
- Created and executed monthly business plans with my designated underwriter
Branch Manager
Wells Fargo Financial Corporation Canada
01.1998 - 10.2006
- Managed a sales office and team that exceeded 2001 – 2006 projections and achieved Commendable and Distinguished results every year
- Branch was responsible for soliciting and developing new business from existing clients and our lead sources
- Achieved Star Performer status in 2005
- (only 10 managers chosen in Canada)
- Approved loans within designated limits and recommended loans and mortgages for approvals
- Ensured branch complied with company policies and received highest audit score
- Ranked #1 in Ontario for personal mortgage sales in 2005 and #3 for Branch results
- Recruited and trained employees that became Top Performers in the Region
- Developed and promoted several individuals to manager positions within the company
- Demonstrated strong sales abilities to generate business through our Auto Dealers, as well as generating mortgage growth
- Responsible for overall annual performance and profitability of branch
- Responsible for maintaining and monitoring delinquency, bad debt and recoveries of branch's portfolio
- Originally started as a Customer Account Rep and was promoted to Senior Account Rep, Assistant Branch Manager and then to Branch Manager
Education
High School Diploma -
Yale
Abbotsford, BC06.1992
Skills
- Effective Conflict Resolution
- Relationship Building
- Passionate
- Results Oriented
- Team Player
- Strategic Planning
- Entrepreneurial Spirit
- Detail Oriented
- Critical Thinker
- Flexible
- Problem Solver
- Crucial Conversations
- Excellent knowledge of a variety of software such as Windows, MS Office, Salesforce, PowerBI
- Sales leadership
- Leadership skills
- Negotiations
- Complex Problem-solving
- Branch operations management
- Sales team supervision
- Recruiting and hiring
- Relationship building and management
- KPI tracking
- Customer relationships
- Training and coaching
- New business development
- Sales training
- Attention to detail
Languages
Bilingual English/Spanish
Hobbies and Interests
- Volunteer service
- Spending time with my family
- Swimming, Cycling andRunning
- Hiking, Kayaking and Paddleboarding
- Techie and early adopter
- Ironman 70.3 Triathlete
Timeline
Regional Sales Manager, Ontario and Atlantic Canada
AutoCapital Canada & CIBC Auto Finance
12.2015 - 11.2023
Regional Sales Manager, Western Canada
AutoCapital Canada & CIBC Auto Finance
10.2013 - Current
District Manager
AutoCapital Canada & CIBC Auto Finance
10.2013 - 12.2015
District Manager
Dealertrack Technologies
01.2013 - 10.2013
Business Development Manager – Western Canada
Metroland Digital Media – LeadDriver
05.2009 - 12.2012
Manager, Residential Mortgages
TD Canada Trust
03.2009 - 05.2009
Area Sales Manager
Wells Fargo Auto Finance
10.2006 - 11.2008
Branch Manager
Wells Fargo Financial Corporation Canada
01.1998 - 10.2006
High School Diploma -
Yale
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