Regional Sales Manager

Credit Union Leasing of America (CULA)•Phoenix, AZ

23d•$61,500 - $150,000•Hybrid

About The Position

The Regional Sales Manager (RSM) reports to the National Sales Director and is responsible for driving business growth, developing and executing sales strategies, and assisting in the development and growth of the assigned dealer bases within their territory. The RSM's primary goal is to achieve new lease origination targets by adding new dealers and expanding the existing dealer network. They also serve as a liaison between CULA and the Dealer Representatives of their Lender Partners, ensuring best practices and tools for sales execution are maintained. The RSM is expected to recommend new ideas and processes to foster lease origination growth and will collaborate with the President, National Sales Director, and VP of Business Development to achieve CULA's 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.
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, 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.
Own or access a reliable vehicle for transportation.
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.
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, i.e. DealerTrack, Reynolds & Reynolds ERA/Ignite, CDK, CU Direct is preferred.
Experience with CULA leasing is preferred.
Experience in the banking or credit union industries is desired.

Responsibilities

Act as the primary liaison between CULA, the credit union dealer representatives and their approved dealers.
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 and visit 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 Lender Partner dealer representatives to potentially increase 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.
Occasionally contact and visit Lender Partners to present information on open projects as well as company’s other products and services.
Focus efforts by studying existing money factors, dealer participation criteria and other lending guidelines to ensure market acceptance and program use and volume.
Create and present approved recommendations regarding potential changes to Lender Partner’s guidelines which will increase volume.
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

Self-determined, performance-based compensation package
First-Year Salary Range: $61,500-$150,000 per year (base salary + performance bonus and commissions)
Average rep earnings after 1 year-$125,000
Average earnings of top 25% of reps-$150,000
Average earnings of top 10% of reps-$185,000+
Six-month training guarantee
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