Area Sales Manager - Capital

What you will do :

• Actively and consistently support all efforts to simplify and enhance the customer experience.
• Responsibilities will include managing a significant opportunity pipeline to guarantee success and area growth.
• Maintain sales staff and their professional and technical knowledge by recruiting, selecting, orienting and training employees.
• Assist Regional Sales Managers with growing the portfolio by onboarding new dealers, negotiating and closing deals.
• Present new deals in the credit committee, when applicable, understanding and explaining details of the deal, growth opportunities and plans, dealer profitability, expected yield and revenue.
• Review deals for exceptions and escalate as appropriate for overrides, operational procedure and pricing.
• Maintain and expand customer base by counseling and coaching the RSM by identifying new customer opportunities, developing rapport and building relationships.
• Lead sales team through communication of performance expectations, providing direct support as needed to the sales team through participation in sales calls or related activities, coaching sales staff to enhance their effectiveness in targeting and closing deals and holding them accountable for results.
• Conduct monthly business reviews with the sales team to review performance and plans.
• Use Salesforce, Tableau and other internal solutions to effectively manage and document activities and opportunities.
• Review market analysis to determine customer needs and call on customers in an effort to develop new business.
• Work with Sr. Director of Sales and Marketing in planning promotions and campaigns to grow specific regions or total area.
• Meet or exceed assigned monthly, quarterly and annual sales goals; focusing on new dealer activation, market penetration and take rate.
• Build trusted relationships with decision makers and the dealership.
• Travel approximately 75% through the assigned markets.
• Prepare and present monthly / quarterly sales reports and forecasts to Capital senior management.
• Other duties as assigned.

What you will need :

• Ability to read, write, speak and understand English.
• Minimum 5 years Professional Experience related to the responsibilities of the role.
• Strong ability to drive results by establishing strong internal and external relationships.
• Ability to multitask.
• Management experience of field sales reps selling into dealerships..
• 5+ years prior work experience in Auto Financial Service Industry preferred.
• Proven ability to achieve sales quotas.
• Strong understanding of customer and market dynamics, needs and opportunities.
• The desire to roll up your sleeves to get stuff done; doing whatever it takes to delight a customer.
• Willingness to travel.
• Problem-solving capability, ability to navigate multiple departments.
• Team Player who willingly accepts change and continuous improvement.
• Ability to operate independently.
• Ability to coach and grow the sales team.
• Excellent communication, persuasion and negotiation skills as well as organizational skills.
• A sense of urgency and self-motivation.
• BA in Business, Finance or similar intensive degree.

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