Internal Sales Representative

Credit Union Leasing of America (CULA) • San Diego, CA

14h • Onsite

About The Position

The Internal Sales Representative (ISR) reports to the National Sales Director and is responsible for driving the growth of the company’s business model. This role involves developing and executing sales strategies and goals, and assisting in the development and growth of their assigned dealer bases within their territory. The ISR is responsible for achieving assigned territory new lease origination goals by re-engaging non-producing dealers, adding new dealers, and growing the existing dealer network. They also serve as a liaison between CULA and the Dealer Representatives of our Lender Partners, maintaining best practices and tools for sales execution, and recommending new ideas and processes for lease origination growth. The ISR collaborates closely with the President, National Sales Director, Business Development team, and the Regional Sales Management team to achieve CULA’s goals and objectives.

Requirements

• 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.
• Auto Dealership BDC experience is highly preferred.
• Ability to read, analyze, and interpret Lender Partner rate sheets.
• Ability to tactfully respond to common inquiries 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.
• 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.
• 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.
• Current Driver’s License and Auto Insurance.
• Own or access a reliable vehicle for transportation.
• 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.
• 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.

Nice To Haves

• Previous experience with dealer desking tools is preferred.
• Experience with CULA leasing is preferred.
• Experience in the banking or credit union industries is desired.
• Auto Dealership BDC experience is highly preferred.

Responsibilities

• Act as the primary liaison between CULA, the credit union dealer representatives and their approved dealers via Teams calls, phone and email.
• 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 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 CULA Regional Sales Managers and Lender Partner dealer representatives to potentially increase the 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.
• 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.
• Communicate via Teams, phone and email to Dealers, Lender Partner reps, and CULA RSMs in the field, to increase lease market penetration for dark and prospect dealer accounts.
• Focus efforts by studying existing money factors, dealer participation criteria and other lending guidelines to ensure market acceptance and program use and 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.
• 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.

Benefits

• Medical, Dental, and Vision benefits
• Life Insurance, Flexible Spending Account
• 401K matching
• Employee Stock Ownership Program in a $18 Billion Company, plus company matching
• Paid Vacations Days
• Paid Sick days
• Paid holidays

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Associate degree