Position Title: Assistant Vice President (AVP), Sales - West Division
Location: Los Angeles, CA (Hybrid / Field-Based) -Extensive travel required across Western and select Central U.S. markets
Reports To: Executive Vice President, Dealer Operations
Position OverviewThe AVP of Sales - West Division will lead and execute all sales initiatives across the region, overseeing a team of 5+ Regional Sales Managers and approximately 150 Dealer Account Managers.
This individual will be responsible for driving growth in our indirect auto finance business while also promoting and integrating the full suite of company products and services across the dealer base. The role requires a strong operator who can translate corporate strategy into field execution while maintaining accountability for performance, production, and dealer engagement.
Key Responsibilities- Lead, develop, and manage Regional Sales Managers to ensure consistent execution across all markets
- Drive production growth across the division, including buy programs, funded contracts, and dealer engagement metrics
- Execute and reinforce corporate strategies, including cross-selling initiatives across all company divisions (DealerCenter, Flooring, NowPay, etc.)
- Identify and expand opportunities within both franchise and independent dealer segments
- Monitor and improve key performance indicators, including deals per dealership, dealer activation, and application volume
- Establish accountability standards and performance management processes across the sales organization
- Collaborate with Risk, Operations, Marketing, and Product teams to align field execution with company objectives
- Evaluate market conditions and adjust strategy to maintain competitive positioning
- Mentor and develop leadership talent within the division, building a strong bench for future growth
- Maintain strong visibility in the field through regular travel, dealer visits, and regional engagement
Qualifications & Experience- 5+ years of executive or senior leadership experience in auto finance, indirect lending, or related financial services
- Proven track record managing large, multi-layered sales organizations (50+ reps preferred)
- Strong understanding of indirect auto finance, dealer relationships, and credit structures
- Highly analytical with the ability to interpret data, identify trends, and drive actionable insights
- Advanced proficiency in Excel and PowerPoint (data analysis, reporting, presentations)
- Strong communication skills with the ability to adapt messaging across all levels-from executives to front-line sales reps
- Demonstrated ability to operate in a high-paced, high-demand environment
- Experience managing geographically dispersed teams
- Willingness and ability to travel extensively (50%+)
Core Competencies- Strategic thinking with strong execution discipline
- Data-driven decision-making
- Leadership presence and influence
- Accountability and performance management
- Adaptability and problem-solving
- Relationship-building (internal and external)
Additional Traits We're Looking For- Objective and level-headed under pressure
- High ownership mindset with a bias toward action
- Ability to challenge the status quo and drive continuous improvement
- Strong business acumen with a focus on profitability and growth
- Creative and flexible communication style to engage a diverse sales force
Success in This Role Looks Like- Consistent production growth across the division
- Increased dealer engagement and productivity (deals per dealer)
- Strong adoption of company products and cross-sell initiatives
- High-performing, accountable sales leadership team
- Clear alignment between corporate strategy and field execution
What's the expected pay for this role? - Starting from: $200,000
- The exact starting compensation to be offered will be determined at the time of selecting an applicant for hire and will be dependent on a wide range of factors, including but not limited to geographic location, skill set, experience, education, credentials, and licensure when applicable.
What do we offer? - Medical, Dental, and Vision benefits
- Life Insurance, Flexible Spending Account
- 401K matching
- Employee Stock Ownership Program in a $14.2 Billion Company, plus company matching
- Wellness Program, Daily Team Exercises
- Career Path Opportunities
- Discounts on Parks, Museums, Movie Tickets, and Attractions
- AT&T Wireless Discounts
- Paid Vacations Days
- Paid Sick days
- Paid holidays
- Rental Car Discounts
- UKG Wallet - pay advance
