5-7 years of proven sales experience, preferably in Automotive or Finance
Demonstrated leadership experience managing high-performing teams
Strong knowledge of sales techniques, including cold calling and appointment setting
Effective presentation and communication skills
Ability to influence and persuade stakeholders
Familiarity with advertising and sales promotion techniques
Proficient in Microsoft Office and adaptable to new technologies
Responsibilities
Hire, train, and manage a team of Area Sales Managers (ASMs)
Enable execution of Western Funding's Five Step Sales Process
Set clear performance expectations and coach ASMs for improvement
Review key metrics with ASMs regularly
Continuously enhance team selling skills and program knowledge
Conduct quarterly performance reviews focused on results
Perform field visits to coach ASMs on best practices
Benefits
Medical, Dental, and Vision benefits
Life Insurance and Flexible Spending Account
401K matching
Employee Stock Ownership Program with company matching
Wellness Program
Access to Westlake University and Certification Programs
Career Path Opportunities
Discounts on various attractions and services
Employee Loan Assistance
Paid Vacation, Sick days, and Holidays
Rental Car Discounts
Dell Member Purchase Program
UKG Wallet
Full Job Description
Regional Sales Manager
Location: Remote
POSITION SUMMARY:
As a Regional Sales Manager, you manage a team of 15 to 20 Area Sales Managers (ASMs) in the North East Region of the United States whose focus is to grow the number of funded deals by partnering with dealers for whom our program will be a good fit. Your ability to identify, onboard, manage and develop ASMs who can successfully execute our Sales process will be a critical success factor. Western Funding's program requires a consultative sales and management approach. Identifying, onboarding, and managing select dealers who understand how the program can help their business grow is the key to your team's success. This will be accomplished with focused training on the core selling skills and program knowledge to position Western Funding as a preferred lender of each enrolled dealer.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Hire, train, and manage of team of ASMs in accordance with Company policies
Enable the proper execution of Western Funding's Five Step Sales Process
Planning, Preparation & Prospecting - who are you talking to and why?
Discovery & Qualification - understanding why our program could be a good fit
Dealer Application - getting your prospective dealer approved
Enrollment & Onboarding - getting dealer launched and setting expectations
Partner Relationship Building - helping dealer maximize the program
Set clear expectations for ASMs and use coaching to help them improve their performance
Review and discuss key metrics with ASMs and team on a periodic basis
Work to continuously improve your teams core selling skills and program knowledge
Deliver quarterly performance reviews focused on driving results and individual goals
Perform field visits while coaching ASMs on Company best practices
Handle escalated calls from dealers
Identify and implement strategies to improve performance that are within your control, communicate about opportunities where you don't have full control
Manage monthly team volume goals with an emphasis on continuous improvement
ESSENTIAL KNOWLEDGE, SKILL & LICENSES:
Strong knowledge of cold calling, appointment setting, and sales techniques
Clear and effective presentation skills (from initial creation to delivery)
Strong interpersonal and clear communication skills
Ability to persuade and influence others
Orientation to the importance of process and proper execution of processes
Knowledge of advertising and sales promotion techniques
Strong computer skills and adaptability to new technology
EDUCATION AND/OR EXPERIENCE:
Demonstrated experience with outstanding results in Automotive, Finance and Sales including retail automobile dealerships REQUIRED
Previous experience in a training and development role PREFERRED
Previous leadership experience managing a top performing team PREFERRED
5-7 year's previous experience in a sales role with a proven track record of success
Dealer Participation/Reserve experience PREFERRED
College Degree PREFERRED
MACHINES, OFFICE EQUIPMENT & SOFTWARE:
Web navigation and/or applications.
Personal computer: Microsoft Word, Excel, and Outlook.
Copier, Faxing & other general office supplies.
Salary
total compensation (base + bonus) range $120,000 - $180,000 per year
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.
BENEFITS
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
Westlake University, Certification Programs
Career Path Opportunities
Discounts on Parks, Museums, Movie Tickets, and Attractions
AT&T Wireless Discounts
Employee Loan Assistance
Paid Vacations Days
Paid Sick days
Paid holidays
Rental Car Discounts
Dell Member Purchase Program
UKG Wallet
#WFI
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