Regional Sales Manager

Hankey Group External • Charlotte, NC

24d • $61,500 - $150,000 • Remote

About The Position

The Regional Sales Manager (RSM) reports to the National Sales Director and is responsible for driving business growth by developing and executing sales strategies and goals within their assigned territory. They will focus on expanding the company's dealer network and growing existing dealer relationships to achieve new lease origination goals. The RSM also serves as a liaison between CULA and dealer representatives of Lender Partners, ensuring best practices in sales execution and recommending new ideas for lease origination growth. This role collaborates closely with the President, National Sales Director, and VP of Business Development to achieve company objectives.

Requirements

• Experience in the auto finance and vehicle lease industries is a must.
• Experience with CULA leasing is preferred.
• Experience in the banking or credit union industries is desired.
• 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.
• Ability to apply concepts of basic algebra and geometry.
• Ability to define problems, collect data, establish facts, and draw valid conclusions.
• Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
• Current Driver’s License and Auto Insurance.
• 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.
• Regularly required to sit and talk or hear.
• Occasionally lift and/or move up to 40 pounds.
• Specific vision abilities required include close vision, and ability to adjust focus.
• 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

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

Responsibilities

• Act as the primary liaison between CULA, credit union dealer representatives, and their approved dealers.
• Cultivate and enhance existing relationships with auto dealerships 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.
• 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 increase the number of participating dealers and monthly lease volume.
• Maintain a high level of consistent communication with approved dealer partners.
• Monitor current market conditions and recommend changes to current products and develop new products.
• Establish positive, professional relationships with employees at appropriate management levels of company’s Lender Partners.
• Occasionally contact and visit Lender Partners to present information on open projects and other company products and services.
• Focus efforts by studying existing money factors, dealer participation criteria, and other lending guidelines.
• Create and present approved recommendations regarding potential changes to Lender Partner’s guidelines to increase volume.
• Become proficient in dealer desking tools (e.g., DealerTrack, Reynolds & Reynolds ERA/Ignite, CDK, CU Direct).
• Professionally 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 Company CRM (Salesforce).
• Maintain and compile monthly volume statistics for management.
• Keep management informed by submitting activity and results reports (e.g., daily call reports, weekly work plans, monthly and annual territory analyses).
• Analyze and report data regarding competitor’s monthly payment structures (Residual Values and money factors).
• Analyze and report data regarding competitor’s geographic market strategies.
• May be asked to use available sales tools (e.g., mGauge, AutoCount, NCUA/FDIC Data, ALG Residual Forecasts and Risk Analysis) to assist in refining sales strategies.

Benefits

• Monthly Vehicle Mileage reimbursement program average of $450/mo
• Company issued Credit Card, Laptop, Phone, and Printer
• 401k, Company owned stock, Roth IRA, match available
• Benefits offered starting at 60 days
• Medical, Dental, and Vision benefits
• Life Insurance and Long-term disability plans
• Flexible Spending Account
• 401K matching
• Employee Stock Ownership Program in a $18.2 Billion Company, plus company matching
• Wellness Programs
• Metro Tap Card and Metro-link Reimbursement (for Los Angeles, CA employees only)
• Career Path Opportunities
• Discounts on Parks, Museums, Movie Tickets, and Attractions
• Annual Flu Shot
• Paid Vacations Days
• Paid Sick days
• Paid holidays
• HGym (available in our Los Angeles, CA & Dallas,TX office)
• Rental Car Discounts
• Dell Member Purchase Program
• UKG Wallet

What This Job Offers

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