Please Note: This is a Utah-based hybrid position, which will require some regular in-office days each week. Additionally, employment with Medallion Bank is contingent on passing both a background check and maintaining a clean background.
Position Overview
Medallion Bank is seeking a high-impact Vice President of Sales to lead and scale our indirect lending sales organization across home improvement contractors and recreation dealers. This role drives new client acquisition, program utilization (participation), and long-term loan volume growth by building a disciplined, metrics-driven sales culture with repeatable processes, modern CRM automation, and high-quality coaching.
Key Responsibilities
Sales Strategy & Execution
- Own national sales strategy for contractor and dealer acquisition, onboarding, and account growth and performance.
- Translate business objectives into a clear sales operating rhythm (weekly cadence, pipeline standards, and rep activity expectations).
- Develop role and business segment specific sales playbooks in partnership with Marketing, Product, and the SVP of Sales & Marketing.
- Drive consistent execution of sales playbooks for prospecting, discovery, proposal, close, launch, and adoption and program utilization.
- Consistently gather and distribute market and competitor intelligence to support Marketing, Product, Credit/Risk, and Operations on SLAs, GTM strategy, program design, client onboarding, and client.
Metrics, Activities & Sales Discipline
- Define and implement the KPI framework across acquisition and participation activities and metrics. For example, incorporate pipeline coverage, conversion rates, time-to-close, activation, utilization, and productivity per rep.
- Establish uniform activity standards (calls, emails, proposals, trainings, onsite visits, follow-up SLAs) and coach to consistent execution.
- Build standardized scripts and talk tracks for cold outreach, discovery, objections, value proposition, and re-activation.
- Create forecasting rigor with clear stage definitions, exit criteria, and data hygiene expectations.
CRM & Automation
- Drive CRM (Salesforce) adoption and quality with clear workflows and accountability.
- Partner with Marketing to automate lead routing, sequencing, follow-up tasks, and client lifecycle triggers.
- Build dashboards for real-time visibility (acquisition funnel, participation, rep activity, win/loss, and client health).
- Partner with Customer Success, Marketing, and Operations to define clear separation of duties regarding inbound and outbound client support activities.
Coaching, Call Observations & Talent Development
- Conduct regular 1:1s, pipeline reviews, and deal coaching to improve conversion and cycle time.
- Perform call observations (live and recorded), provide structured feedback, and reinforce best practices.
- Lead ride-alongs and onsite observations to ensure consistent execution and strong client experience.
- Recruit, onboard, and develop high-performing sales talent; implement performance improvement plans when needed.
Key Client Discovery & Support
- Join strategic discovery calls and executive presentations for high-value clients.
- Support escalations and complex opportunities; coordinate internal resources to resolve client issues quickly.
- Establish a client engagement model that increases participation (training, promotions, process optimization).
Required Qualifications
- 5+ years of B2B sales experience with 5+ years in sales leadership; indirect lending or dealer/contractor channel experience strongly preferred.
- Proven success building metrics-driven teams and improving conversion, activation, and sales productivity.
- Demonstrated ability to create scripting, playbooks, and repeatable sales processes.
- Hands-on CRM leadership (Salesforce preferred) including workflow design, automation, and reporting.
- Strong coaching capability with evidence of developing reps through call observations and structured feedback.
- Comfort partnering cross-functionally with Credit/Risk, Operations, Product, and Marketing.
Preferred Experience
- Experience selling, or managing the sales teams selling, financing programs into home improvement contractors and/or RV dealers.
- Experience at or adjacent to key competitors in Home Improvement or Recreation lending
- Strong understanding of dealer economics, consumer lending compliance, and client lifecycle management.
Success Metrics (First 12-18 Months)
- Increase in net-new approved and onboarded contractor/dealer accounts.
- Increase in active/participating accounts and funded loan volume per participating client.
- Improved funnel conversion rates and decreased sales cycle time.
- High CRM adoption, automation coverage, and accurate forecasting.
- Demonstrated lift in rep productivity through coaching and standardized activities.
