Regional Sales Manager

Knight Insurance Group • Buffalo, NY

1d • $61,500 - $150,000

About The Position

The Regional Sales Manager (RSM) reports to the National Sales Director and drives growth of the company’s business model by developing and executing sales strategies and goals, and supporting growth within the assigned dealer base and territory. The RSM is responsible for meeting assigned new lease origination goals by recruiting additional dealers and growing the existing dealer network. The role also serves as a liaison between CULA and Dealer Representatives of its Lender Partners, maintains sales execution best practices and tools, and recommends ideas and processes to increase lease originations. The RSM works closely with the President, National Sales Director, and VP, Business Development to achieve company goals and objectives.

The position develops dealer relationships, conducts dealer presentations and training, supports existing accounts and Lender Partners, monitors market conditions, and recommends product or guideline changes. It also assists with customer, lender, and dealer complaints; maintains CRM and activity records; prepares regular reports and territory analyses; and analyzes competitor pricing and market strategies. The role has no supervisory responsibilities.

Frequent travel is required, up to 70% per year. The employee must have a current driver’s license and auto insurance and own or have access to a reliable vehicle. Compensation is performance-based, with a stated first-year salary range of $61,500–$150,000 per year, including base salary, performance bonus, and commissions. A six-month training guarantee is offered. The posting also describes a monthly vehicle mileage reimbursement program and company-issued credit card, laptop, phone, and printer. Benefits begin after 60 days.

Requirements

• Experience in the auto finance or vehicle lease industries is required; experience with CULA leasing is preferred.
• A fifth-year college or university program certificate, five to ten years of highly successful and proven industry-related experience and/or training, or an equivalent combination of education and experience is required.
• Experience in banking or credit unions is desired.
• Ability to read, analyze, and interpret Lender Partner rate sheets.
• Ability to respond tactfully to common inquiries or complaints and present information effectively to management, Lender Partners, and dealer principals.
• Ability to calculate discounts, interest, commissions, proportions, percentages, and other figures; basic algebra and geometry may be needed.
• Ability to define problems, collect data, establish facts, draw valid conclusions, interpret technical instructions, and work with abstract and concrete variables.
• Current driver’s license and auto insurance.
• Own or have access to a reliable vehicle for transportation.
• Understanding of software packages applicable to various projects.
• Ability to build credibility and strong, positive relationships within CULA and with clients.
• Strong familiarity with proprietary software once trained and competent, proficient understanding of MS Office software.
• Ability to work independently and collaboratively in a team-oriented environment.
• Ability to adapt to shifting priorities, demands, timelines, and change, using analytical and problem-solving capabilities.
• Ability to understand communication styles across a broad range of team members and partners.
• Persuasive, encouraging, and motivating approach, with ability to elicit cooperation from upper management, clients, contractors, and other departments.
• Strong written, verbal, and interpersonal communication skills.
• Ability to learn, understand, and apply new technologies.
• Ability to sit and talk or hear regularly; occasionally lift and/or move up to 40 pounds; close vision and ability to adjust focus.
• Frequent travel is required, up to 70% per year.

Nice To Haves

• Experience with CULA leasing.
• Experience in banking or credit union industries.
• Previous experience with dealer desking tools such as DealerTrack, Reynolds & Reynolds ERA/Ignite, CDK, or CU Direct.

Responsibilities

• Act as the primary liaison between CULA, credit union dealer representatives, and approved dealers.
• Cultivate existing dealership relationships and establish professional relationships with dealerships to generate indirect leasing volume.
• Contact and visit prospective dealers to present the company’s indirect leasing services.
• Conduct presentations and training for auto dealers to develop new business.
• Study existing and potential dealer volume to focus sales efforts.
• Work with Lender Partner dealer representatives to increase participating dealers and monthly lease volume.
• Maintain consistent communication with approved dealer partners.
• Monitor market conditions and recommend changes to current products and development of new products.
• Build professional relationships with appropriate-level employees at Lender Partners to strengthen partner relationships.
• Contact and visit Lender Partners to present open projects and company products and services.
• Study money factors, dealer participation criteria, and lending guidelines to support market acceptance, program use, and volume.
• Create and present approved recommendations for Lender Partner guideline changes that may increase volume.
• Become proficient in dealer desking tools, including DealerTrack, Reynolds & Reynolds ERA/Ignite, CDK, and CU Direct.
• Represent CULA at appropriate trade conferences.
• Assist in resolving customer, lender, and dealer complaints by investigating problems, developing solutions, preparing reports, and making recommendations to management.
• Maintain activity and client contact information in the company CRM (Salesforce).
• Maintain and compile monthly volume statistics for management.
• Submit activity and results reports, including daily call reports, weekly work plans, and monthly and annual territory analyses.
• Analyze and report competitors’ monthly payment structures, including residual values and money factors.
• Analyze and report competitors’ geographic market strategies.
• Use available sales tools, as requested, to help refine sales strategies, residual values, and program guidelines.
• Travel frequently, up to 70% per year.

Benefits

• Medical, dental, and vision benefits.
• Life insurance and long-term disability plans.
• Flexible Spending Account.
• 401(k) matching.
• Employee Stock Ownership Program and company matching; company-owned stock is also mentioned.
• Roth IRA.
• Wellness programs.
• Metro Tap Card and Metro-link reimbursement for Los Angeles, California employees only.
• Career path opportunities.
• Discounts on parks, museums, movie tickets, and attractions.
• Annual flu shot.
• Paid vacation days.
• Paid sick days.
• Paid holidays.
• Gym access at the Los Angeles, California and Dallas, Texas offices.
• Rental car discounts and Dell Member Purchase Program.
• UKG Wallet.
• Monthly vehicle mileage reimbursement program averaging $450 per month.
• Company-issued credit card, laptop, phone, and printer.
• Six-month training guarantee.

What This Job Offers

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