Renay Layton

Results-driven automotive sales leader with extensive experience leading high-performing sales teams, building strong relationships with independent and franchise dealerships, and driving revenue growth through strategic sales planning, coaching, and performance management. Proven success overseeing large sales operations, developing sales strategies, improving processes, monitoring KPIs, and training teams to exceed goals. Strong background in automotive retail, dealer financing, consumer credit, business development, inventory strategy, and dealership operations.

Known as a hands-on leader with strong communication, negotiation, coaching, and problem-solving skills.

DIRECTOR OF SALES - Ecarzz - Boca Raton, FL

(2024-08)

• Lead sales and business development efforts focused on remarketing pre-owned vehicles to independent and franchise dealership partners.
• Build and maintain relationships with dealer principals, general managers, and other key decision-makers to grow revenue and expand the customer base.
• Develop sales strategies and pricing models based on market trends, inventory performance, dealer demand, and competitive conditions.
• Monitor key performance indicators including sales volume, gross margins, days to sale, penetration rates, and account performance.
• Lead regular performance reviews and work directly with senior dealer personnel to identify opportunities and improve results.
• Develop new business through outside sales efforts, in-person meetings, prospecting, and relationship management.
• Expand relationships with institutional clients, including fleet and automotive lending partners.
• Provide consultative solutions to dealership partners based on inventory needs, market conditions, and business objectives.
• Analyze sales processes and identify opportunities to improve efficiency, profitability, and overall performance.

PRE-OWNED SALES DIRECTOR / GENERAL SALES MANAGER - Bob Bell Ford - Glen Burnie, MD

(2019-10 - 2024-07)

• Led a sales organization of approximately 30 employees and provided daily leadership, coaching, training, and performance management.
• Increased monthly vehicle sales from approximately 70 to 150 units while maintaining an average profit of approximately $3,400 per vehicle.
• Increased finance revenue by approximately $700 per vehicle through improved sales processes, coaching, and stronger collaboration with the finance department.
• Worked closely with customers across a wide range of credit situations and partnered with finance and lending sources to identify solutions and maximize approvals.
• Developed and implemented sales strategies to improve lead conversion, appointment show rates, closing percentages, customer retention, and profitability.
• Monitored KPIs and regularly coached sales managers and team members based on performance results.
• Built strong relationships with lenders, vendor partners, and automotive industry professionals.
• Recruited, trained, developed, and retained sales personnel while creating a culture focused on accountability, performance, and customer service.
• Developed strategies for e-commerce and digital sales initiatives to convert online interest into vehicle sales.
• Improved inventory acquisition and merchandising processes while reducing reconditioning costs and time to market.

GENERAL MANAGER - Heritage Mazda - Catonsville, MD

(2019-05 - 2019-12)

• Directed overall dealership operations including sales, service, finance, administration, staffing, and profitability.
• Developed sales and operational strategies designed to improve revenue, market performance, customer satisfaction, and employee productivity.
• Recruited, trained, coached, and managed department leaders and staff.
• Reviewed departmental processes and identified opportunities for improved efficiency, cost control, and performance.
• Established goals and accountability standards for department managers and monitored results through regular performance reviews.
• Worked with financial and operational teams to ensure policies and procedures were followed.

GENERAL SALES MANAGER - JBA Chevrolet and Mitsubishi - Glen Burnie, MD

(2014-03 - 2019-05)

• Led an 18-person sales organization and provided leadership, coaching, training, and performance management.
• Increased monthly vehicle sales from approximately 80 to 185 units while improving profitability to approximately $3,500 per vehicle.
• Developed sales strategies, monitored performance metrics, and adjusted processes to improve conversion, revenue, and customer retention.
• Worked closely with finance managers and lending partners to improve financing opportunities and customer approvals.
• Developed strong relationships with lending institutions and worked to reduce chargebacks and improve overall finance performance.
• Trained sales staff on vehicle appraisals, customer needs analysis, credit reports, and sales processes.
• Assisted additional dealership locations with vAuto, inventory management, pricing, merchandising, and sales strategy.
• Recruited and developed sales professionals while building a performance-driven and customer-focused sales culture.
• Used data and market trends to make decisions regarding inventory, pricing, sales strategies, and profitability.