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Role Description

As a Regional Sales Manager, you manage a team of 15 to 20 Area Sales Managers (ASMs) in the West 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 a 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 team's 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
• Manage monthly team volume goals with an emphasis on continuous improvement

Qualifications

• 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

Requirements

• 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 years previous experience in a sales role with a proven track record of success
• Dealer Participation/Reserve experience PREFERRED
• College Degree PREFERRED

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 Vacation Days
• Paid Sick Days
• Paid Holidays
• Rental Car Discounts
• Dell Member Purchase Program
• UKG Wallet