Sr. Dealer Sales Representative

Mountain America Credit Union

1d•Onsite

About The Position

As a Sr. Dealer Sales Representative at Mountain America Credit Union, this position is responsible for developing and managing a portfolio of auto and RV dealers/dealer group(s) with highly complex lending and financial requirements. This position establishes/strengths relationships with these major large high-volume dealership/dealer groups while promoting financial products, services and opportunities. This position adheres to pricing and credit policies while soliciting new business and servicing existing business. Responsibilities will extend to negotiating with dealer finance manager and decision makers at dealerships, collecting owed funds, resolving disputes, and ensuring compliance with applicable dealer agreements. This position will also mentor and coach dealer sales representatives team members.

Requirements

5 years of experience in the sales finance industry or related industry experience which consists of sales, credit, funding or underwriting.
2 years of experience working with large and high-volume dealers.
Four-year degree in business or an additional combined 3 years’ experience in finance, sales or lending.
Driving (valid license)
Intermediate skills with Microsoft Office Suite including Outlook, Word, PowerPoint, Teams and Excel
Experience with analytical and reporting software preferred
Demonstrated experience with Lending systems of record
Demonstrated ability to clearly express ideas, methodology, results and recommendations verbally, in writing and through insightful reports and graphic illustrations
Demonstrated ability to document outcomes and present information in a manner appropriate for key stakeholders and all levels of the organization.
Ability to analyze financial data and contractual agreements and compile summaries for management.
Must possess strong credit analysis and commercial lending skills.
Demonstrated ability to resolve disputes and issues in a proactive and efficient manner that align with the Mountain America Credit Union behaviors.
Process and program development and change management skills.
Experience in identifying sales enablement issues, creating robust recommendations, and implementing strategies to optimize performance.
Ability to work both autonomously and collaboratively in a fast-paced environment.
Self-starter with strong organizing and time management skills and the ability to work productively and efficiently in a fast-paced environment with multiple projects and timelines.
Adaptive to change, responds positively to altered circumstances or conditions
Possess a desire and willingness to learn and continually update knowledge base on financial concepts, strategies, systems etc.
Take initiative to be a problem solver and provide suggestions to improve processes and efficiencies.
Excellent inter-personal skills including the ability to lead and collaborate with ad-hoc teams
Ability to regularly travel within the region to reinforce Mountain America sales efforts with leaders, team members, and dealers
Demonstrated data analytics and data validation skills and proficiency in business data analysis (MS Excel, etc.)
Ability to sit, talk and hear consistently.
Ability to stand, walk, and use hands to handle or reach occasionally.
Close vision (clear vision at 20 inches or less)
Distance vision (clear vision at 20 feet or more)
Ability to lift up to 25 pounds occasionally.
There are no unusual environmental factors (such as a typical office)
Moderate noise (business office with computers and printers, light traffic)

Responsibilities

Collaboration with credit union management, dealership partners and other stake holders to staff dealership promotions, SEG events, and expositions.
Candidate will develop automotive and RV dealership new client relationships through outside calling sales activities in assigned market area.
Coaching branch personnel on the process of indirect systems.
Provide ongoing support and training to the sales team, evangelizing the need for account planning and repeatable sales processes.
Support continuous improvement by partnering with indirect management by gather industry best practices to improve our products and member experience.
Keep abreast of the industry, follows market trends and developments etc. and develop/implement strategies that will increase the business in saturated, developing and emerging markets.
Establish and maintain contacts in the professional services community (accountants, attorneys) and within industry organizations (NADA, etc).
Identify resources needed in collaboration with Indirect Lending leadership to develop business cases to support the changes required to drive growth.
Partner to negotiate terms with decision makers to secure favorable agreements for both the credit union and the dealership.
Assist to negotiate terms for loans that meet recourse requirements.
Negotiate the possible payment of dealer compensation when a loan closes outside of the normal indirect workflow.
Serve as a backup to support other dealership regions.
Compile, present, and report results to internal management.
Analyze dealership profitability including ROI.
Develop, review, and analyze reports to maintain satisfactory yield and application efficiencies in each reporting market.
Action plans must be put in place to address areas where improvement is needed.
The ability to de-escalate, root cause, and provide solutions to complex issues to ensure dealer and member satisfaction with a written summary report out to management.
Perform additional duties as assigned by the management to support the overall goals and objectives of the credit union.