Jeffrey A.

Spiker
6732 Ballantrae Place
Dublin, Ohio 43016
Phone: 614-787-7997
jeffreyspiker@gmail.com

Sales and Marketing Management ~ Business Development ~ General

Management
Background includes Financial Risk Management and Finance Program
Sales & Marketing
Success Spearheading Department Launch, Business Development and
Relationship Management

Core Competencies ~ Business Development Strengths

* P&L Management
* Sales Presentations
* Startup/Turnaround
* Vendor Negotiations
* Creative/Strategic Selling
* Solution Selling
* Inventory Management
* Six Sigma Black Belt
* Market Analysis/Research
* Strategic Business Planning
* Commercial Loan Loss Mitigation
* Contract Review/Recommendation
* Policy/Procedure Development
* Client Maintenance/Retention
* National Account Sales
* Staff Training & Development
* Due Diligence
* Expense Control
* Cost Benchmarking
* Margin Improvement
* Audit Management
* Joint Venture Negotiation
* Relationship Management
* Productivity Improvement

Professional Experience
BMW Group Financial Services (FS) - Hilliard, Ohio 1998 to Present
Luxury automobile captive finance company servicing 342 BMW
automobile and 175 motorcycle dealers, along with 675 non-BMW
dealers; total serviced portfolio is $30 billion consisting of
consumer finance and lease, commercial finance, and banking/insurance
products and services; employs 800 associates nationwide.
Special Assets Group, Commercial Finance Manager
(October 2009 - Present)
Initially orchestrated development and currently oversee operations
of new group determining and responding to high-risk multi-million
dollar commercial finance relationships and customer issues stemming
from financially strained dealers; accountable for assigned portfolio
exceeding $200 million (including inventory, mortgages and term
loans). Prepare and deliver presentations to executive staff.
* Enhanced management of high risk relationships by modification of
6 separate processes including: On-Site Monitoring, Internal
Communication Process, Dealer Communication Process, Consumer Issues
Process, Dealer Default Status Requirements/Criteria and Interim
Credit Review Format/Requirements; contributed to drafting and
training of associates on processes and procedures.
* Successfully reduced actual losses to only 33% ($26.7 million) of
$82 million allocated for loss reserves; reducing losses enabled US
subsidiary to add 66% of reserves to income, increasing net profits
$56 million (13% of US subsidiary 2009 profits).
- Developed and implemented system/process providing better
controls, documentation, credit review policies and communication
with high-risk dealers and resolution of consumer issues associated
with other financially-strained dealers; brought in bankruptcy
experts to train on challenging automobile and real estate markets.
* Maximized sale of assets and minimized losses through effective
collaboration with internal and external legal counsel, bankruptcy
courts and trustees; included establishment and negotiation of
contracts with external vendors to assist with liquidation of assets.
* Managed 12-month project enhancing communications addressing
processes and controls relative to consumer issues with challenging
dealers; included development of process flow chart, authority matrix
and communication to all applicable departments, saving company
$800,000.
* Guided implementation of improved automation system, SharePoint,
allocating emails and alerting responsible parties of impact to
departments, installing better risk management and improving controls
with each situation.
* Collected additional dollars and avoided $500,000+ in legal and
liquidation costs through strategic decisions regarding liquidation
of dealer assets.
- Enabled organization to collect additional $200,000 in interest
for higher risk dealers through implementation of innovative program
increasing interest rate as dealers default.

Vehicle Sales & Logistics Manager (October 2006 - October 2009)

Administered all facets of section operations focused on management
of Full Circle Retail Program (FCRP) encouraging BMW automotive
dealers (342) to purchase 60% of lease end maturities (ultimately
keeping vehicles out of auction, minimizing residual loss for lease-
end vehicles, and maintaining industry top level ranking for residual
values); program focused on 145,000 units annually.
Responsibilities included strategic program planning and
implementation; coaching, performance assurance, oversight and
payroll for 25 staff (including 2 team leaders); management of $30
million in dealer bonuses/incentives; resolution of escalated
retailer issues; development and implementation of FCRP and pre-owned
process training (with different internal organizations); execution
of national training events on pre-owned processes; contribution to
planning and implementation of pre-owned vehicle strategy.
* Guided program dispersal of over $30 million annually in bonuses
to dealers, ultimately resulting in dealers purchasing over $1.8
billion annually in off-lease vehicle inventory (consistent with
program contract); FCRP recognized in industry for most successful
dealer participation, initiative, and highest level of resale value.
- Facilitated recognition of BMW 5 Series with Kelly Blue Book
"Best Resale Value Award" in 2007 and "Overall Resale Value Award" in
2010 as well as "Residual Value Award" from Automotive Lease Guide
(ALG).
* Reduced average loss per unit from $7,500 in 2008 to $2,500 by
mid-2009; performance surpassed projected/budgeted loss per unit of
$3,500.
* Successfully completed 160 hour Six Sigma Black Belt course and
executed 2 projects saving company over $1.3 million annually;
results far surpassed minimum requirement savings of $100,000
annually.
- Reduced time from confirmed turn-in (CTI) to payoff from 7 to 4
days in order to increase value received in interest income.
Additionally reduced average days for dealer to decide to consign
vehicle for auction. Decision to consign was reduced from 9 days to 5
days. Reduction time resulted in significant savings (off-lease costs
average $18 per day at 3,600 auction units monthly).
- Analyzed reducing cycle time for repossessed vehicles to sale
date at auction. Effectively reduced defects per million by 50%.
Facilitated two-day Kaizen workout involving 20 subject matter
experts (2 from each area of the business). Group brainstormed over
100 ideas, 5 of which were implemented into new process still in use
today.
* Introduced several national programs including most notable,
Customer Loyalty Quote (CLQ) program; encouraged dealers to place off-
lease customers in new vehicles versus refinancing current off-lease
vehicles.
* Mentored direct reports to 140% of scorecard measurements and led
team with highest level of satisfaction of any group in company;
facilitated by consistently challenging and developing staff into new
positions.
* Collaborated with internal counsel on development of new FCRP
contract covering all programs and receiving excellent response from
dealers; reduced number of pages in contract from 12 to 4 and
reorganized content into user-friendly manner enabling staff to
quickly reference specific sections.
- Included negotiation of enhancement to program contract with
dealer forum (panel of 12 dealers nationwide functioning on behalf of
entire dealer group).
* Negotiated contracts including service level agreements with
transportation companies, new dealer self inspection contracts
(including specific guidelines and quarterly incentive/charge
program), and agreement with XM Radio (in early development stages).
* Successfully led team in negotiation with BMW North America to
change guidelines for AVP (added value program) payout to include off-
lease purchase requirements which ensured program's long-term success.

Sales & Marketing Manager, Los Angeles Metropolitan Market

(August 2002 - October 2006)
Coordinated and executed strategies for largest market in US,
consisting of 23 BMW retailers (and affiliated entities), through
use of consumer indirect financial products and services; included
participation in and use of branded financial products, services, and
programs (retail installment loans, leases, insurance, credit card,
select products and commercial offerings); managed $32,000 budget
attributed to travel and entertainment.
Trained and motivated retailer staff on active promotion of retail
financial products/services; provided retailer staff with pricing and
program information; maintained visibility enhancing retailer
commercial and indirect business as well as ensuring delivery of
highest quality service; improved relationships between retailers and
Customer Service Center (CSC) and marketing department; secured
retailer participation in promotional events and sales programs;
collaborated with marketing staff on acquisition and delivery of
competitive information.
* Achieved 12 floor plan deals (generating more than $60 million)
surpassing sales objective of obtaining 1 floor plan deal; closed 10
other commercial loans (term loans, mortgages, revolving lines of
credit) totaling over $55 million; increased sales from 13,000 units
annually to 18,000 units annually; contributed to development of 10
of top 50 dealers in nation.
* Generated among highest average ROI nationwide (with several
loans added still obtaining largest ROI); after 2nd year in position,
performed in top 2 nationwide on internal balanced scorecard
measurements (each subsequent year performing in top 4); consistently
utilized no more than 90% of allocated budget per year.
* Secured $32 million in loan business through cold call and
relationship building with Rolls Royce of Beverly Hills; introduced
consumer retail and lease business as well as commercial lending
business resulting in eventual acquisition of Rolls Royce, Aston
Martin, Bentley, Lamborghini and Bugatti lines as well as term note
used to renovate facility.
* Negotiated several contracts and deals including real estate
mortgages, term loans, revolving lines of credit, and fleet deals;
most notable transaction included $18 million mortgage for new
dealership.
* Developed Performance Measure Agreement (PMA) program clarifying
objectives for dealers as well as raising awareness of performance
measures and expectations for both organization and dealers;
initiative currently mandatory for all sales and marketing managers
nationwide to sign up dealers.
* After 2004 launch of credit card, orchestrated 60% of card sales
in region and consistently performed in top 3 nationally for overall
monthly card sales; provided benefits and point redemption strategy
recommendations to bank and increased overall sales 80% each year.
* Decreased fraud activity 50% through collaboration with LAPD
Trapp department on development of best practices enabling dealers to
identify and reduce fraud activity; followed up with training
programs further generating awareness and highlighting potential
alert signs.
* Established national retailer fleet accounts with both Cheesecake
Factory and Harmon International; structure enabled companies to
award employees with leased BMWs through streamlined system.

Previous Positions
Sales & Marketing Training Associate (January 2001 - July 2002)
Retailer Communication Center (RCC) Associate (January 2000 -
December 2000)
Customer Assistance Specialist (December 1998 - December 1999)

Early Career History

CBS Personnel - Account Manager
Aerotek, Inc. - Senior Technical Recruiter
Ohio Air National Guard - Pole and Antenna Installation Technician
Zanesville Country Club - Summer Aquatics & Recreation Manager

Education & Professional Development

Bowling Green State University - Bowling Green, Ohio
Bachelor of Arts in Interpersonal Communication; Minor in General
Business, 1997
Six Sigma Black Belt Training & Certification Projects ~ Ron Reahard
F&I Training
Tony Robbins Unleash The Power Within Graduate, 2010
Dale Carnegie Public Speaking Graduate, 2005 ~ Dale Carnegie
Leadership Program Graduate, 2004

Keywords:
Relationship Sales Manager, Major Account Manager, Automotive, Off-
Lease Remarketing Sales Representative, Sales and Marketing Manager,
Automotive Floorplan and Commercial Finance Sales Manager