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Senior Manager, OEM Accounts

Top Management

Laura Pascua has over 13years of sales management and business development experience. Laura was the first female District Manager for Kawasaki, worldwide, and invited to present in Japan on behalf of markets in the US. She has recently taken on the role of OEM Account Manager at FOX Factory. 
Through the course of her work, Laura has increased market share for motorcycle and agricultural companies throughout key market areas, helped with the acquisition of over 200 new dealerships for a growing motorcycle company within North America, along with creating a new business development process for Kawasaki Motors.
In addition to having vast experience in business development and sales management, Laura is detail-oriented, analytical, energetic, and quality focused with strong communication skills.

-Manage strategic commercial partnerships and external communication.
-Interview, train, and coach new Account Managers on the OE and Aftermarket commercial teams.
-Collaborate with engineering, marketing, planning, procurement, operations, and quality control departments to execute projects and determine risk.
-Present 5yr business growth strategy for the existing/future commercial partner to stakeholders.
-Create commercial and financial presentations throughout the gate process.
-Establish business/sales plans and forecasts to plan for production schedules.
-Determine strategy and product placement for upcoming technology.

-Manage new production projects for OEM accounts, totaling over $120m in annual revenue.
-Procured over $50m in annual new business revenue.
-Conduct inventory analysis to manage inventory turns to prevent IED.
-Work with customer product planning teams to create opportunities and RFQ's.

OEM Account Manager

-Meet and exceed sales goals with an average growth of 21% year over year.
-Manage sales and marketing for over 300 accounts throughout the western US, through face-to-face meetings and virtually.
-Find business growth opportunities through market analysis and historical data.
-Conducted Salesforce and MapAnything training for field and internal sales teams.
-Create market updates, including sales projections, competitive information, dealer performance plans, and dealership status for newly added or terminated dealers.


District Sales Manager 

- Streamlined the Dealer Development departmental process and procedures for new dealer set-up, buy/sell and termination. 
- Increased average dealer retail by 14% through working with existing dealers on sales performance and new dealer acquisition.  - - Helped establish 27 new dealers, from start to finish, with average sales 20% higher than existing dealers.
- Communicated company standards and expectations to existing and prospective dealers.
- Collaborated with Regional Sales Manager to determine proper dealer performance and training programs.


National Dealer Network Specialist

- Identify KMA’s (key market area) throughout the U.S. and Canada to determine the most effective way to increase market share.
- Establish relationships with prospective dealership owners. 
- Added a new product line to 28% of existing KTM dealerships. 
- Deliver dealer performance updates, quarterly dealer acquisition reviews, and presentations for CEO and VP of Sales.
- Established the first generation of over 100 dealers for Husqvarna Motorcycles North America.


Dealer Development Specialist, North America

- Completed all parts and service training modules for BMW, Ducati, Triumph and Piaggio.
- Highest volume parts department for BMW North America at time of employment.
- Departmental sales of up to $500k in parts per month.
- Trained new parts staff on processes, part and accessory look-ups, customer service, and inventory.
- Conducted customer and employee training on tires, motorcycle helmets and other apparel. 


Lead Parts Advisor

- Worked at 6 different underperforming locations throughout California to determine strategy to increase sales. 
- Increased store sales by an average of 28%.
- Trained staff to qualify, sell, and close parts and accessory sales.
- Supervised staff while they completed over 20 online training modules. 
- Created merchandising diagrams with sales team to ensure optimal visual merchandising throughout the store.
- Established procedures to increase safety and productivity when changing motorcycle tires and handling battery acid. 


Training Manager

- Managed inventory by placing orders with vendors and adjusting min/max to fit sales trends.
- Balanced the method of payments with the computer system to verify accurate end of day sales.
- Checked customer motorcycle exhausts to ensure compliance with state park regulations.
- Changed motorcycle and ATV tires to assure safety while riding.
- Created marketing materials for events and fundraisers at two locations.
- Designed shop branding, such as t-shirts, hats and banners.


Parts Sales Associate

Laura Pascua is a Senior Manager, OEM Accounts at FOX Factory Inc. in Santa Cruz, CA.

Laura Pascua

Laura Pascua

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