Business Development Manager

Ford Motor

3d•Remote

About The Position

We get up every day, roll up our sleeves and build a better world -- together. At Ford, we’re all a part of something bigger than ourselves. Are you ready to change the way the world moves? At Ford Credit Canada, you'll play a vital role in enhancing our reputation as a best-in-class lender. You'll work within a large team and a wide network of Canadian Ford/Lincoln dealers, providing personalized service and professional expertise. Your main responsibilities will include evaluating applications for creditworthiness and directly negotiating credit terms with dealers by phone. Effective communication and analytical skills are crucial for success in this role. Ideal candidates should also understand credit, financial analysis, sales, collections, and relationship management.

Requirements

College Diploma or equivalent.
3+ years of experience in business development or equivalent sales role.
Understanding of credit underwriting, funding, dealer, financial statement analysis.
Self-starter, results driven with the ability to work in a key pointed, independent environment with complex working relationships, ability to multi-task.
Must be available to work a flexible schedule Monday – Friday which may include some evenings, holidays, and Saturdays.
Frequent in-market travel within the Atlantic provinces, overnight travel will be required (Newfoundland, Prince Edward Island, Nova Scotia and New Brunswick).

Nice To Haves

Bachelor's Degree in a related discipline.
Comprehensive understanding of financial analysis and risk management is an asset.
Demonstrated experience developing and managing client relationships within banking or automotive sectors.
Proficiency in Microsoft Office including Outlook, Excel, Power-point and Word.
Excellent oral and written communication skills.
Strong negotiation and influencing skills.
Demonstrated organization skills and ability to manage multiple projects.
Ability to work independently while collaborating effectively with internal partners.

Responsibilities

Work collaboratively with Regional Manager (RM) to achieve budgeted metrics (profit, ROE, volume, share, etc.) through the development and execution of dealer level business plans including the establishment of target dealers for maintaining and acquiring retail, lease, wholesale, dealer loan, commercial and fee-based product business.
Working with dealership management teams, develop specific plans to leverage our marketing plans, programs and Renewal/Loyalty initiatives for incremental sales opportunities; effectively utilize sales marketing funds budgets to support achievement of objectives with assigned dealers.
Maintain regular communication (as required) with the Business Center originations team to ensure a consistent purchase policy that supports our value proposition is maintained; address any dealer or Business Center concerns with the RM and Business Center management in a timely manner.
Establish a direct interface with Ford of Canada Regional Zone Manager counterparts: Sales and Parts/Service to pursue strategic vision and business plan for the Region.
Provide in-dealership training to develop incremental retail, lease, wholesale and fee income product performance, in support of the Ford Credit Value Proposition.
Utilize the appropriate sales tools and presentations to improve dealership F&I performance as well as satisfaction with the F&I process (Customer Viewpoint).
Identify target dealers for increased Ford and Lincoln Protect program penetration.
Complete analysis of dealership operations and financial condition utilizing Financial Statements, DOPR’s, Dealer Credit key performance metrics and proprietary reports to identify areas of opportunity to improve dealership processes.
Conduct presentations (wholesale acquisition, product/service/fee income, value proposition) as required leveraging the Sales Resource SharePoint Site and other resources to support the achievement of profit, volume and satisfaction goals.
Conduct a regular review of MAPS data, key performance metrics and TSA data with appropriate dealer personnel to review volume, share, portfolio performance, wholesale handling and financial condition.
Work with dealership management to develop training strategies that support the sale of plans and programs and reinforces our value proposition through the delivery of in-dealership training, sales meetings, in-market workshops and dealer seminars.
Leverage performance consulting and utilize all available tools to monitor/review sales, F&I performance and dealership processes to identify opportunities, deliver meaningful recommendations and obtain commitment from dealership management to implement recommendations, review results with Dealer Principal and management teams on a regular basis.
Complete all assigned training courses.
Work towards applicable certifications.
Assist the Business Center Dealer Credit team in obtaining and following for necessary documentation for the completion of dealer credit files (including Dealer watch reporting).
Assist with the development of risk mitigation action plans as appropriate.
Utilize Salesforce.com to plan and document sales activities.
Ensure all job functions are performed within procedural compliance.
Be proactive in protecting existing business against a competitive wholesale take-over and/or loss of retail and fee income business; communicate any competitive concerns with RM in a timely manner.
Demonstrate corporate citizenship by participating in community events.
Manage relationships with Dealer Principals, Sales Managers, Finance and Insurance Managers (F&I Managers), Leasing Managers, and other dealership management personnel as the primary sales contact and liaison between the dealership and the Business Centre/Operations Centre.