Lucas Schofield
Fleet Leasing
Maple Ridge,B.C.
Summary
- Professional Summary: Enterprising+Engaging Automotive Fleet Leasing professional, bringing experience in Business Development & Account Management tenures over 20+ years encompassing two continents. Customer-focused with emphasis on Result-based Relationships & applying consultative selling techniques has demonstrated success in securing and managing large-scale fleet contracts for national and multinational clients. Proven by performance, B2B cold call-to-C Suite close, Impactful performances, rewarding result in revenue growth & ROI. Consistently exceeding targets and subsequently sustaining high-performance results year-over-year, persistently been a top achiever across the organizations, here listed outlining my performance in all professional tenures & terms-to-date. Offering engaging and pleasant personality with expertise improving customer relationships. Looking to leverage my expertise and network to contribute to the growth and success of a dynamic organization, that empowers its people towards performance. Cultivating & cutting new ground, increasing Market Share, product base - applying industry best practices. Being innovators & instigators always an ethical employer of choice with business acumen alongside their protocols.
Encouraging manager and analytical problem-solver with talents for team building, leading and motivating, as well as excellent customer relations aptitude and relationship-building skills. Proficient in using independent decision-making skills and sound judgment to positively impact company success. Dedicated to applying training, monitoring and morale-building abilities to enhance employee engagement and boost performance. Performance-oriented Sales Leader offering exceptional record of achievement over [Number]-year career. Tenacious manager with strategic and analytical approach to solving problems, bringing in customers and accomplishing profit targets. Talented in identifying and capitalizing on emerging market trends and revenue opportunities.
Overview
27
27
years of professional experience
Work History
Director
Newnique Finance
01.2019 - Current
- Established and managed a new finance company that provides customized financing solutions for SMEs and individuals.
- Develop and implemented business strategies, marketing plans, and operational policies to achieve company goals and objectives of new business written.
- Generated and supported a portfolio of existing clients from relationship & vendor netowrks.
- Negotiated and closed deals with various lender partners securing competitive rates and terms to execute funding of conquest business from competitors.
- Achieve personal & company visions to build a strong platform, by promoting & performing, using a partnership approach - sustaining survival.
National Business Development Manager
Fleetcare
01.2018 - 01.2019
- Increased regional sales by identifying and developing new business opportunities in targeted industries.
- Secured long-term contracts by establishing strong relationships with key decision-makers and stakeholders.
- Developed comprehensive market analyses to identify growth opportunities and areas for improvement.
- Spearheaded competitive analyses to benchmark company performance against industry leaders.
- Provided coaching and mentorship to junior team members, fostering a culture of continuous learning and development.
- Grew profits by [Number]% by developing [Number] new accounts and maintaining [Number] pre-existing client relationships.
- Contributed to industry events and trade shows to showcase products and gather industry intelligence.
- Developed new proposals, contracts and procedures to draw in more clients and streamline work operations.
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
- Built relationships with customers and community to establish long-term business growth.
- Developed compelling presentation decks to gain approval for ideas and communicate results.
Business Development Manager
National Bank Of Canada
02.2014 - 03.2017
- Accountable for the territory management of new & existing vendor-introduced finance & leasing to increase marketshare in Western Canada in line with National Banks - OneBank initiative.
- Covering two territories in five industry sectors; automotive, marine, leisure, motorcycle & recreational.
- Onboarding new business introducers; prospecting, training accreditation & new dealer/ documentation was 32% above plan.
- Developed and implemented strategic plans for business growth, resulting in increased market share & territory profitability. In 2015 the 2-territories combined to be 38% above a plan $52MM.
- Launched new product lines by conducting extensive competitor analysis and identifying gaps in the existing market offerings.
- Leveraged industry events to network with potential clients, generating significant brand exposure and driving new business acquisition efforts.
- Consistently met or exceeded monthly quotas through diligent prospecting efforts, relentless follow-up activities, and expert negotiation skills.
- Performed client research and identified opportunities for account growth, account penetration and market expansion.
- Conducted financial analysis, risk assessment, and due diligence on credit submissions where applicable.
Senior, District Sales Manager
PACCAR Financial Corporation
01.2011 - 01.2014
- Managed and grew a portfolio of over 300 clients in the trucking and transportation industry, generating over $50 million in revenue and $5 million in profit
- Identified and pursued new business opportunities, expanding the customer base and market penetration by 30%
- Negotiated and closed deals with clients, dealers, and manufacturers, offering competitive and flexible financing solutions
- Provided consultative and value-added services to clients, such as fleet management, maintenance, and insurance
- Collaborated and coordinated with internal and external stakeholders, such as credit, operations, and legal teams, in the fleet leasing industry, providing fleet management solutions and vehicle leasing to commercial and public sector enterprises
- Developing new & and existing business relationships
- Focus on adding value/ and transition to a holistic solution/ fully maintained lease.
- Achieved established KPI for company, regional team and individual performance through teamwork and focus on customers.
- Grew YOY sales [Number]% by consistently meeting and exceeding quotas.
- Built new business avenues by applying direct sales and channel-based strategies, bringing in more than $[Amount] in annual sales.
Account Executive
Jim Pattison Lease
04.2010 - 02.2011
- Prospected and acquired over 30 new clients, increasing market share and revenue by 25%. Boosted client satisfaction by developing and maintaining strong relationships through effective communication.
- Exceeded sales target-to-unit & volume in identifying new business opportunities and creating customized fleet leasing solutions for new prospective + existing portfolio clients.
- Streamlined account management processes for increased efficiency and improved client retention rates.
National Account Manager
GE Capital – Trailer Fleet Services
01.2007 - 01.2009
- Trailer Fleet Leasing solutions for commercial transport organisations. Market offering of both on & off-balance sheet leasing(TRAC), on a fully-maintained basis.
- Employment tenure initialized as, Territory Sales Manager, British Columbia. However, immediate sales success/es & substantial growth in the territory of 43% above plan, first Significantly, the increase in business from the existing client portfolio, adding to an additional increase in market penetration, fuelled by re-deploying & rolling out of the entire rental fleet the inventory. Spearheading promotion to National Account Manager, Western Canada, targeting trailer fleets of 200-units or greater in size & scoping from Winnipeg west.
- Develop business relationships with existing account portfolio and new business targets, by transitioning them to a holistic WOL leasing, maintenance & overall management solution that provides cost certainty on a fully maintained lease basis.
State Sales Manager
Fleet Australia
01.1997 - 01.2006
- Responsible for the State of Queensland, Australia
- Including P&L and staff with 8-direct reports
- Accountable for overall contribution to profit/revenues for the business unit
- The portfolio was more than $200MM
- Target fleet accounts from small SMEs to large blue-chip corporate accounts
- Appropriate formal business proposals & responses; EOI, RFP and RFT
- Develop business relationships with existing account portfolios and new business targets, by transitioning them to a holistic solution/ fully maintained lease scenario
- Fostering Relationships within the bank's key network areas, such as Institutional Banking, and Business Banking
- Successful in winning the PepsiCo Australia account - fleet size of approximately 700 units
- The sales process was more than 3 years, from Discovery Interview to RFT, and subsequent account implementation
- PepsiCo fleet account represented $40MM in financing volume
- Successful in winning the McDonald's Australia account - with a fleet size of 400 units
- Top Achiever at Fleet Australia, which led to promotion.
Education
MBA - Business, Finance & Economics
University of Southern Queensland
BrisbanePost Graduate Certificate in Management - Business Administration
University of Southern Queensland
Brisbane2012
Skills
- CRM Proficiency
- Brand Positioning
- Pricing Strategy
- Proposal Development
- Financial Acumen
- Competitive intelligence
- Sales forecasting
- Networking abilities
- Adaptability
- Digital marketing
- Lead generation
- Time management
- Pipeline Management
- Sales Leadership
- Competitor Monitoring
- Vendor Management
- Closing Talents
- Market Penetration
- Negotiations
- Competitive Analysis
Affiliations
Toastmasters International - Member and Vice President of Education
Awards - Top Performer, Sales Excellence, Customer Service Excellence
Languages - English (Native)
Languages
English
Native or Bilingual
Timeline
Director
Newnique Finance
01.2019 - Current
National Business Development Manager
Fleetcare
01.2018 - 01.2019
Business Development Manager
National Bank Of Canada
02.2014 - 03.2017
Senior, District Sales Manager
PACCAR Financial Corporation
01.2011 - 01.2014
Account Executive
Jim Pattison Lease
04.2010 - 02.2011
National Account Manager
GE Capital – Trailer Fleet Services
01.2007 - 01.2009
State Sales Manager
Fleet Australia
01.1997 - 01.2006
MBA - Business, Finance & Economics
University of Southern Queensland
Post Graduate Certificate in Management - Business Administration
University of Southern Queensland
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