Director Regional Sales - West Region

Volvo Group • Carlsbad, CA

23h • $145,000 - $178,000 • Onsite

About The Position

The Regional Sales Director (RSD) – West Region reports to the VP of Truck Financial Services within Volvo Financial Services USA (VFS USA). The RSD is the commercial leader of their assigned region, leading the sales and marketing activities of District Finance Managers (DFMs) to achieve growth of finance volume, finance penetration and profitability while focusing on the development of a high-quality and well-balanced credit portfolio. In addition, the RSD builds strong dealer, customer and OEM relationships within their region. The RSD must also be effective in developing long-term customer and brand loyalty using Volvo Financial Services’ complete array of products and services.

Requirements

• BA/BS degree in Finance or Marketing; MBA preferred.
• 10+ years of experience in truck, trailer or construction equipment financing, equipment leasing, or full-service leasing.
• 5+ years’ experience managing others, preferably a field sales force and in market segmentation and strategic action mapping sales strategies.
• Experience selling financial products and managing a high performing credit portfolio through a dealer or distribution network in trucks, trailers or construction equipment.
• Proven strategic skills in business, marketing, sales, commercial equipment leasing/finance, operations, public relations, and financial analysis including ability to analyze dealer financial statements.
• Strong skills in strategic planning, structuring, negotiating finance transactions and financing capital equipment.
• Strong understanding of the principles of leasing; tax aspects, cash management, off-balance sheet, and lease versus buy decision making.
• Experience with finance/leasing pricing tools such as SuperTrump and financial calculators.
• Demonstrated ability to generate effective and consistently reliable customer responses.
• Experience as a change agent or innovator in a sales management role.
• Verbal and written communication appropriate for a management level position.
• Computer literacy in Microsoft Office.

Nice To Haves

• MBA preferred.

Responsibilities

• Leads commercial activities to achieve sales targets, including finance volume, finance penetration, and profitability using the following products: retail loans, leases, wholesale financing, insurance, service contracts, full maintenance leasing and contract maintenance.
• Provide leadership and development for team of DFMs.
• Develops and manages implementation of sales strategies and execution plans supporting sales objectives.
• Integrates marketing, sales and service strategies within VFS and promotes new offerings.
• Assists in the development of a high quality and well balanced credit portfolio.
• Assists with qualification of transactions in order to meet company credit underwriting standards.
• Uses a sales management process which includes recruitment and selection of DFMs, establishing expectations, providing development, coaching, feedback, measurable accountability and sustaining momentum.
• Employs a sales forecasting system, sales process, pipeline management system, volume and margin analysis process and a sales performance management report system.
• Guides DFMs to prospect, add value and maximize margins.
• Coordinates sales activity with Volvo and Mack Trucks Regional OEM sales personnel to support sales objectives.
• Interfaces with dealers to mediate escalated issues.
• Assesses competency of the DFMs and initiates development as needed and ensures accountability.
• Participates in the design and implementation of the incentive plan for DFMs.
• Actively participates with field sales force through team and joint sales calls.
• Participates in dealer associations to stay current with industry trends and our competition.
• Ensures adherence to established policies, procedures and budgets.

Benefits

• Competitive medical, dental and vision insurance.
• Generous paid time off.
• Competitive matching retirement savings plans.
• Working environment where your safety, health and wellbeing come first.
• Focus on professional and personal development through Volvo Group University.
• Programs that make today’s challenging reality of combining work and personal life easier.

What This Job Offers

• Job Type: Full-time
• Career Level: Director