Manfred (Manny) Casanova

Newport News, VA  23602 / (757) 692-2633 / mannycasanova10@gmail.com

CAREER SUMMARY

• 17+ years, Manager, Sales and Customer Service (hospitality, construction)
• 14+ years, Manager, Regional & Area (construction industry)

WORK EXPERIENCE

08/21 – 12/22, Divisional Sales Manager

Ryan Homes, Williamsburg, VA

• Supervised a team of nine sales and marketing reps responsible for generating sales leads and promulgating $100M in home sales from 275 homes sold in 2021 and on pace for $115M from 285 homes sold in 2022, resulting in a YTD ranking of #5 for Divisional Sales Managers
• Spearheaded, facilitated, and managed daily and/or weekly meetings with individuals, teams, and departments to discuss sales metrics, mortgage entity (applications, contracts, interest rates), production managers (scheduling, staffing), permitting and land acquisition, settlement services, marketing strategies and sales goals, (Google analytics, traffic, advertising budgets, mailers, billboards, signage), community (town-hall, inter-department communications), sales representative’s performance evaluations (mentoring, and coaching), cost management (production, materials, and labor costs vs. profit margins), training, marketing place trends, and forecasting, and Regional Vice President meetings quarter to review overall performance, sales, and production
• Strategized with the corporate marketing team to implement a grassroots campaign; negotiated contracts with the Fort Eustis marketing team to access potential buyers on the military base for years
• Researched and analyzed Google analytics and Dynamics (Customer Relationship Management; CRM) to identify best Return on Investment (ROI) for a marketing budget, pinpointing specific communities for target marketing; concentrated on organic marketing as higher ROI for ad dollars, resulting in improved outreach by 15% for division and meeting sales goals for 13 of 14 months
• Mentored, coached, and trained sales reps using weekly one-on-one lectures, role-playing, reviews of sales issues, analytics and metrics data, REIN data, marketing assignments, and follow-up calls; developed curriculum, outlined plan, and trained targeted reps for promotional opportunities with management training, including enrollment in divisional manager training meetings facilitated by the regional marketing manager of Ryan Homes

01/19 – 08/21, Sales and Marketing Representative

Ryan Homes, Williamsburg, VA

• Conducted sales of $5M (2019) and $30M (2020) – including during the COVID pandemic
• Conducted marketing campaigns based on the type of homes we are offering and the type of builder incentives for the month; initiated prospecting and marketing campaigns to attract new customers through warm leads, existing prospects, cold-calling target audience in database, sending personal videos to engage customers, paid advertising, liaising with local realtors for potential business or leads, and sending mailers to apartment complexes
• Updated ‘community’ website weekly, sent out mass emailers to warm-lead website prospects
• Facilitated and scheduled appointments via the CRM and re-engaged previously interested customers; implemented paid advertisements using social media
• Demonstrated model homes (decorated) and homesites to customers; conducted discussions, showcased benefits of new construction, and personally conducted one-on-one surveys to identify customer needs, desires, and wishes for new homes to personalize the sale
• Discussed, liaised, and communicated blueprints and site plans with buyers to set expectations for new home(s); quality assure clients’ home layouts (lighting, plumbing, kitchen) with buyers
• Researched, analyzed, identified, and coordinated purchase agreements with the NVR finance and contract team and buyers to help customers select the best financial program for their purchase

06/15 – 01/19, Area Sales Manager

Enterprise Holdings (Enterprise, Alamo, National Car Rentals), Williamsburg, VA

• Supervised a sales force of 35+ sales associates (responsible for business development for relationships with customers for long-term business growth), Branch Managers (direct reports), Assistant Managers, Management Trainees, Car Detailers, and Area Drivers and a vehicle fleet value of $21M with an average inventory of between 900-1100 cars annually, for an increased revenue of $2M in Norfolk, VA area
• Coordinated with Branch Managers to ensure employee development and sales goals expectations were set and reached, including performing weekly, monthly, and annual performance evaluations 
• Liaised with territory, regional, and strategic managers for strategic account planning, marketing, and business development via monitoring of branch business and growth, rental vehicle utilization, and logistics 
• Coordinated ‘remarking’ (moving vehicles between leasing sites) in anticipation of market and seasonal trends based on historical metrics and forecasting; liaised with rate stratification team in St. Louis to position market inventory based on demand and competition within the targeted business area, including the planning of fleet inventory needs with out-of-state divisions to meet needs of government contracts
• Researched analyzed previous sales history and competition to identify trends and set daily prices (per vehicle) as strategic marketing competition and pricing for building higher profits; trained branch managers to identify trends and focus on insurance sales (upgraded cars and additional insurance)
• Reviewed and analyzed metrics from sales reports, operational records, and project sales to identify operations and overhead costs vs. profits to forecast future profits and marketing of a specific target audience based on car classes and business mix (insurance, corporate or retail rentals); identify marketplace competition to determine current and future inventory requirements, resulting in #1 in profitability in 2018
• Conducted weekly, monthly and yearly performance evaluations for direct reports; liaised, coordinated, and scheduled staffing needs with branch managers weekly
• Created and developed curriculum for a 4-6 formal training program for newly hired sales teams and management; facilitated and conducted two-day training classes for 15-20 learners, four times annually (six total; state-wide), including writing proposals and closing contracts, sales and new business solicitation and potential promotional opportunities
• Negotiated with body shop(s) to promote rental car business while utilizing Automotive Rental Management System (ARMS) automotive program, which monitored rental car costs per claim; negotiated agreement with Geico claims department to provide rental vehicles for insurance claims
• Negotiated a government contract for 15-passenger vans (Norfolk Naval Shipyard) researching previous contracts, competitors, and responding to requests for quote (RFQ) and request for bid (RFB), resulting in a five-year contract funding award, with revenues of $350K annually
• Developed and implemented marketing and branding campaigns for branch managers, including weekly visits to local body shops, service shops, and local corporate account reps for business development; implemented car detailer scheduling utilizing labor for peak demands

Enterprise Holdings (Enterprise, Alamo, National Car Rentals), Williamsburg, VA

12/05 – 06/15, Branch Manager

• Managed assistant managers (responsible for scheduling, training, and preparation required to run an effective operation), management assistants, management trainees, drivers, and car detailers 
• Managed the preparation for the rental fleet reservations (daily/weekly)
• Ensure proper fleet inventory mix to meet marketplace demands; scheduled inventory balances for demand (daily/weekly) through exchanges with other local business units
• Monitored rentals through insurance replacement programs to avoid maximum ceiling per claims; used rental management system to research, audit, and monitor rental status, outstanding invoices, and rental durations
• Conduct business development meetings (weekly visits) with local body shops, service shops, and corporate account representatives for relationship building
• Used, managed, and monitored the proprietary rental management system to contact clients with overdue vehicles and account charges; communicated with insurance company adjusters for additional accounts receivables; repossessed vehicles when the need arose
• Facilitated and conducted branch training to employees with proprietary corporate curriculum guidelines to train staff on tasks and responsibilities; implemented employee morale program, including monthly dinners; developed and implemented reward programs for additional insurance sales and upgrade sales, as well as monthly performance (sales, customer service kudos)

FORMAL EDUCATION / TRAINING / TECHNICAL / RECOGNITION / COMMUNITY SERVICE

• 2016 – 2017, Associate of Applied Science, Cyber Security, Information Systems Technology (27 credit hours toward degree), Thomas Nelson Community College, Newport News, VA; GPA: 3.53
• 2022, Certification, CNPR Pharmacology/Pharmaceutical Sales Training Program (# 699793023)
• Present, Python (self-study), Cisco Networking Academy
• Present, Introduction to Cyber Security (self-study), Cisco Networking Academy
• 03/02, Radiological Qualifications, Newport News Shipyard via United States Navy, Norfolk, VA
• MS O365: Word, Excel, PowerPoint, Outlook, Microsoft Teams, Publisher
• LinkedIn:  www.linkedin.com/in/Manfred-casanova-b2417763
• 2022, #5 in Sales Manager rankings, Ryan Homes
• 2021, #2 in Region in Sales and Customer Service, Ryan Homes
• 2020, Presidents Club, Ryan Homes
• 2020, Q1 & A2, MVP of the Quarter for Sales, Ryan Homes
• 2016, #7 out of 184 for highest fleet growth in the Eastern Region, Enterprise Holdings
• 2016, Norfolk area Ranking from #168 to #14 in the Eastern Region (in two years), Enterprise Holdings
• 2015 – 2018, Exceptional Achievement Award Area Manager, Enterprise Holdings
• 2009 – 2014, Exceptional Achievement Award Branch Manager, Enterprise Holdings

• 12/18, Volunteer, Military Assistance for PHF Travel (Christmas Eve), USO, Newport News, VA