Regional Sales Manager

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GENERAL FUNCTION:

Position is responsible for implementation of effective marketing/sales strategy and efficient management of the sales force resulting in increased revenue and growth of the Consumer Indirect Lending business. Provides leadership to the sales team under his/her direct supervision through identification, development, implementation, and measurement of programs and initiatives driving sales and profitability.

Responsible and accountable for risk by openly exchanging ideas and opinions, elevating concerns, and personally following policies and procedures as defined. Accountable for always doing the right thing for customers and colleagues, and ensures that actions and behaviors drive a positive customer experience. While operating within the Bank’s risk appetite, achieves results by consistently identifying, assessing, managing, monitoring, and reporting risks of all types.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• 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 business development managers by providing one-on-one coaching and technical training (i.e. product knowledge, proven selling techniques, negotiation skills, customer service skills, etc.). Evaluate and manage each individual business development manager to ensure performance objectives are met and/or exceeded and that market penetration is maximized.
• Meet and/or exceed department sales goals as determined by profit plan. These include, but are not limited to; Volume goals, GAP sales goals, Fee Based service goals and Cross Selling goals.
• Keep dealer development representatives well informed relative to marketing information, rate changes, and program revisions as to ensure access to the tools necessary to perform effectively in their role.
• Ensure positive relationships with dealers by establishing strong communication channels and coordinating duel sales calls. Resolve conflicts and issues that have escalated and make adjustments going forward to ensure issues do not repeat.
• Recommend program/pricing revisions to senior management after compiling competitive data and analyzing dealer needs. Work closely with National Sales Managers or Affiliate Presidents, to identify systemic improvements aimed at increased efficiency.
• Determine success measures around defined benchmarks and update the business development managers on overall, collective progress toward goals on a regular basis through QMI calls and/or reporting.
• Work closely with Human Resources to recruit top talent, retain producers, develop sales team and build training programs that are aligned with company policy. Evaluate effectiveness of incentive and base compensation and in-bank training programs on a regular basis.
• Partner with VP, Business Development, Internal Legal and Marketing consultants to maximize efficiencies around marketing new programs (including development of training materials as appropriate).
• Maximize Indirect Lending cross-sell effectiveness, initiatives and respective goals throughout the Affiliate, as established by senior management.
• Serve as a role model relative to building relationships across peers with the Bancorp and/or across departments and divisions, sharing best practices.
• Partner with VP, Credit (including Analysts, Buyers, and Processors) to increase efficiencies in processes and continually improve customer relations with dealers.
• Develop and manage the operating "Sales Budget" and monitors expenses relating to the Indirect Budget Plan.

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SUPERVISORY RESPONSIBILITIES:

Manage 8 - 12 Dealer Development Representatives. Provide goals and leadership to sales force. Manage employee performance effectively and timely in accordance with company guidelines and policies. Promote teamwork across sales team and provide one-on-one development opportunities for individuals.

MINIMUM KNOWLEDGE, SKILLS AND ABILITIES REQUIRED:

• Bachelor's degree in Business, Marketing or related discipline or equivalent work experience.
• Minimum 2 years’ experience managing a sales team.
• Minimum 3 experience selling and developing prime loan and lease volume.
• Pro