Regional Sales Manager

Credit Union Leasing of America (CULA)•Indianapolis, IN

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, while supporting the development and growth of assigned dealer bases. The RSM is responsible for achieving assigned-territory new lease origination goals by adding dealers and growing the existing dealer network. The role serves as a liaison between CULA and the dealer representatives of its Lender Partners, maintains sales-execution best practices and tools, and recommends ideas and processes to grow lease originations. The RSM works with the President, National Sales Director, and VP of Business Development to achieve company goals and objectives. The position develops dealer relationships and business through prospecting, presentations, training, follow-up, and regular communication. It also supports Lender Partner accounts by monitoring market conditions, evaluating products and lending guidelines, and presenting recommendations to increase program volume. Internally, the RSM assists with complaint resolution, maintains CRM and sales activity records, compiles and analyzes volume and competitor data, and reports territory activity and results to management. The position requires auto finance or vehicle-leasing industry experience, a current driver’s license and auto insurance, access to a reliable vehicle, and frequent travel of up to 70% per year. The role has no supervisory responsibilities. Compensation is performance-based, with a stated first-year salary range of $61,500–$150,000 including base salary, bonus, and commissions, and a six-month training guarantee. Benefits are offered starting at 60 days.

Requirements

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

Nice To Haves

Experience with CULA leasing.
Experience with DealerTrack, Reynolds & Reynolds ERA/Ignite, CDK, and CU Direct is preferred.
Experience in the banking or credit union industries.

Responsibilities

Act as the primary liaison between CULA, credit union dealer representatives, and their approved dealers.
Cultivate and strengthen relationships with dealerships participating in Lender Partners’ indirect leasing programs.
Establish professional dealership relationships 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 current 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 and support partner relationships.
Visit Lender Partners to present open projects and company products and services.
Review money factors, dealer participation criteria, and lending guidelines for market acceptance, program use, and volume.
Create and present approved recommendations for changes to Lender Partner guidelines 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 issues, 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 competitor monthly payment structures, including residual values and money factors.
Analyze and report competitors’ geographic market strategies.
Use available sales tools, such as mGauge, AutoCount, NCUA/FDIC data, ALG Residual Forecasts, and Risk Analysis, as requested to help refine sales strategies and program guidelines.
Work with the President, National Sales Director, and VP of Business Development to accomplish company goals and objectives.

Benefits

Self-determined, performance-based compensation package with a stated first-year salary range of $61,500–$150,000, including base salary, performance bonus, and commissions.
Six-month training guarantee.
Monthly vehicle mileage reimbursement program, averaging $450 per month.
Company-issued credit card, laptop, phone, and printer.
401(k) with matching available; company-owned stock and Roth IRA are also mentioned.
Medical, dental, and vision benefits.
Life insurance and long-term disability plans.
Flexible Spending Account.
401(k) matching.
Employee Stock Ownership Program with 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 vacation days.
Paid sick days.
Paid holidays.
Gym access at the Los Angeles, CA and Dallas, TX offices.
Rental car discounts and Dell Member Purchase Program.
UKG Wallet.