Manager, Indirect Lending Sales

About Working at Commerce 

Building a career here is more than just steps on a ladder. It’s about helping people find financial safety and success, helping businesses thrive, and making sure people and their money are taken care of. And our commitment doesn’t stop there. Our culture is about our people, the ones in our communities and the ones that work with us.  

Here, you’ll find opportunities to grow and learn, to connect with others, and build relationships with the people around you. You’ll have the space and resources to grow into the best version of yourself. Because our number one investment is you.

Creating an award-winning culture doesn't come easy. And after more than 155 years, we know Commerce Bank is only at its best when our people are. If this sounds interesting to you, keep reading and let’s talk. 

Compensation Range

Annual Salary: $102,500.00 - $139,000.00 (Amount based on relevant experience, skills, and competencies.)

About This Job

The main purpose of this job is responsibility for developing, implementing, and administering a highly effective sales strategy to improve the Consumer Indirect Lending overall performance metrics.  The position provides leadership to a sales force of Dealer Relationship Managers (DRM’s), under their direct supervision, through coaching individual DRM’s to improve relationships with a network of third-party dealers, to drive sales and profitability.

Essential Functions

• Develop, communicate, and implement the Market-specific sales plan to maintain and expand current markets, development of new markets, products and services, meeting and exceeding targeted sales goals and objectives

• Develop successful Dealer Relationship Managers (DRM’s), responsible for expanding and deepening relationships with existing dealers as well as developing new dealer relationships, and who serve the retail financing needs for dealers in a defined territory, ensuring a high level of client satisfaction and dealer performance

• Develop and expand relationships with peers across the bank, including commercial floorplan, and other internal departments, collaboration on best practices.

• Serve as the primary escalation point to resolve moderate and significant issues adversely impacting our dealer relationships. 

• Establish SMART goals for new incremental revenue and coach DRM’s on targeted sales and relationship building activities to maximize business opportunities.  Coach the sales team to utilize the consultative selling model to improve dealer engagement and performance metrics.

• Utilize Salesforce to centrally manage all dealer data, track DRM performance and effectively coach their team by providing insights into customer interactions and opportunities within a single platform, ultimately optimizing the overall sales process and driving revenue growth

• Assist with dealer monitoring and management activities by reviewing and analyzing dealer portfolio metrics to mitigate risks inherent to Indirect lending

• Learn and demonstrate a high level of proficiency with consultative sales. Regularly observe DRM’s in selling situations and coach to improve consultative selling skills.

• Recommend program/pricing revisions to senior management after compiling competitive data and analyzing dealer needs. Work closely with Indirect lending and loan operations business leadership to identify systemic improvements to increase loan production efficiency.

• Develop and maintain key accounts as defined by Indirect Lending leadership

• Lead, mentor and motivate team members to implement the department strategy and manage department workflow with guidance on departmental projects/issues, and provide coaching and development opportunities appropriate to each direct report’s individual needs

• Perform all necessary management functions, including hiring, evaluations, annual increase allocations and disciplinary action as required

• Communicate decisions, priorities and relevant information to team members effectively

• Support budget management, planning and expenditure

• Perform other duties as assigned

Knowledge, Skills & Abilities Required

• Strong knowledge of the consultative sales process; with the ability to coach team members about how to apply consultative sales techniques to the Indirect lending business model

• Knowledge of Salesforce best practices to improve the sales process

• High level of business acumen, strategic agility, ability to develop others, and influence change

• Ability to maintain a valid driver’s license and me