Regional Sales Manager

SUMMARY

Position Overview:

The Regional Sales Manager (RSM) reports to the National Sales Director. They are charged with driving the growth of the company’s business model; developing and executing sales strategies / goals and assisting the development and growth in their assigned dealer bases in their territory.

Position Description

The RSM is responsible for the achievement of the assigned territory company’s new lease origination goals by adding additional dealers and growing the existing dealer network. The RSM also acts as a liaison between CULA and the Dealer Representatives of our Lender Partners. The RSM is responsible for maintaining best practices and tools for sales execution. They are responsible for recommending new ideas and processes for lease origination growth. The RSM will work closely with the President, National Sales Director and VP, Business Development to accomplish CULA goals and objectives.

ESSENTIAL DUTIES AND RESPONSIBILITIES: Other duties may be assigned.

Dealer Training/Follow-up

• Act as the primary liaison between CULA, the credit union dealer representatives and their approved dealers
• Cultivate and enhance existing relationships with auto dealerships that are participating in CULA’s Lender Partner’s Indirect Leasing Program
• Establish positive, professional relationships with dealerships to generate indirect leasing volume
• Contact and visit prospective dealers to present information on company’s indirect leasing services as an effort to diversify the portfolio
• Conduct presentations/trainings at all levels to auto dealers to develop new business
• Focus sales efforts by studying existing and potential volume of dealers
• Work with Lender Partner dealer representatives to potentially increase number of participating dealers as well as increase the number of leases received from participating dealers monthly
• Maintain a high level of consistent communication with approved dealer partners

Current Account Support

• Responsible for monitoring current market conditions and recommending changes to the company’s current products. and developing new products
• Establish positive, professional relationships with employees at appropriate level management of company’s Lender Partners to further “partner vs. vendor” relationship
• Occasionally contact and visit Lender Partners to present information on open projects as well as company’s other products and services
• Focus efforts by studying existing money factors, dealer participation criteria and other lending guidelines to ensure market acceptance and program use and volume
• Create and present approved recommendations regarding potential changes to Lender Partner’s guidelines which will increase volume
• Become proficient in dealer desking tools, i.e. DealerTrack, Reynolds & Reynolds ERA/Ignite, CDK, CU Direct etc. – Previous experience preferred
• Professionally represent CULA at appropriate trade conferences

CULA Internal

• Assist in resolving customer, lender and dealer complaints by investigating problems; developing solutions; preparing reports; making recommendations to management
• Maintain activity and client contact information in Company CRM (Salesforce)
• Maintain and compile monthly volume statistics for management
• Keep management informed by submitting activity and results reports, such as daily call reports, weekly work plans, and monthly and annual territory analyses
• Analyze and report data regarding competitor’s monthly payment structures (i.e. -Residual Values and money factors)
• Analyze and report data regarding competitor’s geographic market strategies
• May be asked to use available sales tools, such as mGauge, AutoCount, NCUA/FDIC Data, ALG Residual Forecasts and Risk Analysis to assist in refining sales strategies, current residual values and other program guidelines to meet company’s goals and objectives

SUPERVISORY RESPONSIBILITES

This job has no supervisory responsibilities.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Experience in the auto finance, vehicle lease industries is a must (experience with CULA leasing preferred). Experience in the banking or credit union industries is desired. The requirements listed herein are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION

Fifth year college or university program certificate; or five to ten years of highly successful and proven industry related experience and/or training; or equivalent combination of education and experience is required.

LANGUAGE SKILLS

Ability to read, analyze, and interpret Lender Partner rate sheets. Ability to tactfully respond to common inquires or complaints from customers, regulatory agencies, or members of the business community. Ability to effectively present information and ideas to CULA management, Lender Partners and dealer principals

MATHEMATICAL SKILLS

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume is needed. Ability to apply concepts of basic algebra and geometry may be needed.

REASONING ABILITY

Ability to define problems, collect data, establish facts, and draw valid conclusions, interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables is needed.

CERTIFICATES, LICENSES, REGISTRATIONS

Current Driver’s License and Auto Insurance

OTHER REQUIREMENTS

Own or access a reliable vehicle for transportation

Frequent travel is required (up to 70% per year)

Understanding of software packages applicable to various projects is required

Building credibility at all levels and create strong, positive relationships inside CULA as well as with its’ clients is required

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee must occasionally lift and/or move up to 40 pounds. Specific vision abilities required by this job include close vision, and ability to adjust focus.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounter while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually quiet.

Skills/Qualifications: Strong familiarity with proprietary software (once trained) / competent and proficient understanding of all MS Office software / experience at working both independently and in a team-oriented, collaborative environment is essential / conforming to shifting priorities, demands and timelines through analytical and problem-solving capabilities / flexible during times of change / ability to read communication styles of team members and partners who come from a broad spectrum of disciplines / persuasive, encouraging, and motivating / ability to elicit cooperation from a wide variety of sources, including upper management, clients, contractors, and other departments / strong written and verbal communication skills / strong interpersonal skills / must be able to learn, understand, and apply new technologies

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