Regional Sales Manager

SUMMARY

Position Overview:

The Regional Sales Manager (RSM) reports to the National Sales Director. They are charged with driving the growth of the company’s business model; developing and executing sales strategies / goals and assisting the development and growth in their assigned dealer bases in their territory.

The RSM is responsible for the achievement of the assigned territory company’s new lease origination kliyan by adding additional dealers and growing the existing dealer network. The RSM also acts as a liaison between CULA and the Dealer Representatives of our Lender Partners. The RSM is responsible for maintaining best practices and tools for sales execution. They are responsible for recommending new ideas and processes for lease origination growth.

The RSM will work closely with the President, National Sales Director and VP, Business Development to accomplish CULA goals and objectives.

• 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 Return 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
• Become proficient in dealer desking tools, i.e. Dealer Track, Reynolds & Reynolds ERA/Ignite, CDK, CU Direct etc. – Previous experience preferred
• Professionally represent CULA at appropriate trade conferences

• 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, Auto Count, 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

This job has no supervisory responsibilities.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Experience in the auto finance, vehicle lease industries is a must (experience with CULA leasing preferred). Experience in the banking or credit union…