Overview

Job Family: Business Development

Identifies and pursues new sales prospects within existing or untapped markets. Gathers market intelligence, generates leads, and develops proposals/campaigns to garner new business, ensuring a consistent flow of new revenues to the company. Uses knowledge of markets, industries, and clients to determine demand, future trends and potential projects. Works pre-developed lead lists to generate business and identify new customer prospects.

Job Function: Dealer Sales

Accountable for creating and executing the organization’s overall Sales strategy for the Consumer Auto Finance business line. Builds and maintains relationships with the organizations Automotive Dealer Partners in order to advise on the company’s products, programs, underwriting guidelines and processes and to increase overall application submission rates and profitability.

Summary of Responsibilities:

The Sr. Specialist, Dealer Sales is responsible for developing and maintaining relationships with dealers in their assigned territory, advising on the Company’s underwriting guidelines, programs, and products in their specific market and policies and procedures as a whole. They focus the majority of their time deepening relationships with their dealers by day to day management of dealer accounts, assisting in the loan process, and providing best in class customer service and generally acting as a liaison between their dealerships and the corporate office.

Essential Functions:

  • Serves as the lead point of contact for all customer relationship matters.
  • Ensures the timely and successful delivery of our solutions according to customer needs and objectives.
  • Develops new business with existing clients and/or identify areas of improvement to meet goals.
  • Analyzes and reviews all territory reports to identify business opportunities by dealer and to prepare dealer visit objectives.
  • Provides best in class customer service through daily interaction with all internal and external associates and dealers.
  • Answers client queries and identify new business opportunities among existing customers.
  • Liaises with cross-functional internal teams to improve the entire customer experience.
  • Establishes and cultivates relationships with all dealership personnel in order to support growth targets.
  • Provides training on all programs and initiatives.
  • Provides follow up on outstanding approvals given and their current status.
  • Supports Originations, Dealer Services, Enterprise Fraud, Titles, and various other internal departments as needed.
  • Establishes targets within their territory and coordinating meetings with Dealer Principals and Dealer Lending partners.
  • Facilitates term sheet presentations and collecting financial information and required closing documents.
  • Assists their Dealer Lending partners with portfolio and relationship management support.
  • Educates the dealerships about new policies and guidelines.
  • Cultivates and fosters strong relationships with FCA Area Sales Managers within their assigned territory.
  • Conducts sales and finance presentations to demonstrate use of company products.

Other Functions:

  • Other duties as assigned.

Requirements:

  • Education –
    • Bachelor’s Degree: Business, Finance, Marketing or equivalent degree.
    • or equivalent work experience: Equivalent combination of education and experience may be substituted in lieu of degree.
  • Experience –
    • 3-5 years Sales, Client Relations, Account Management, and/or Relationship Management.
  • Skills & Abilities –
    • Demonstrable ability to communicate, present and influence key stakeholders as appropriate.
    • Direct experience demonstrating best in class customer service and relationship building skills.
    • Excellent written and verbal communication and negotiation skills.
    • Strong presentation and public speaking skills.
    • Strong problem solving skills.
    • Ability to manage time effectively and prioritize multiple tasks.
    • Ability to maintain confidentiality.
    • Flexibility to manage a territory and travel may be required on a daily basis up to 100% of the time.
    • Ability to resolve disputes to a level that satisfies all parties

Competencies:

  • Collaboration – Teamwork:
    • Proficient – Applying and Executing
      • Creates a good working environment in the team; works towards shared goals contributing ideas and accepting change
      • Provides assistance and coaches less experienced team members
  • Change Orientation – Flexibility:
    • Proficient – Applying and Executing
      • Adapts quickly to change and makes suggestions for increasing the effectiveness of change
      • Appropriately shifts attention and refocuses on new goals as a result of changes in priorities or competing work demands
  • Collaboration – Relationship Management:
    • Proficient – Applying and Executing
      • Knows who to reach out to inside and outside of one’s team to get work done
      • Takes action to enhance working relationships needed to achieve seamless work flow
  • Execution – Accountability:
    • Proficient – Applying and Executing
      • Follows through to meet commitments to others
      • Takes responsibility for achieving strong results, despite balancing multiple complex demands
  • Risk Business Acumen – Product Knowledge:
    • Proficient – Applying and Executing
      • Understands the relevant products and services and the markets in which they are sold and their risk return to the organization
      • Can identify and speak to major operational issues across the organization
  • Customer Focus – Customer Understanding:
    • Proficient – Applying and Executing
      • Probes in-depth to understand the customer’s business needs
      • Explores and understands the customer’s alternatives and decision criteria
  • Risk Business Acumen – Industry Acumen:
    • Proficient – Applying and Executing
      • Stays current with industry and regulatory trends and emerging risk issues
      • Has good understanding of current market and competitive landscape that the organization operates within
  • Collaboration – Conflict Management:
    • Proficient – Applying and Executing
      • Establishes rapport with all parties in an attempt to diffuse tension
      • Confronts the issue, not the person
  • Influence – Two-way communication:
    • Proficient – Applying and Executing
      • Communicates in a timely and straightforward manner
      • Probes for additional information, clarifies assumptions and confirms agreed-upon actions
      • Keeps everyone involved informed about progress and issues
  • Risk Management – Knowledge of Risk Management Policies, Regulations, Processes and Procedures:
    • Proficient – Applying and Executing
      • Executes risk management process and procedures without management direction, and demonstrates awareness of expected results
      • Knows the relationship and impact of actions and results
      • Has an understanding of regulations impacting area supported

Working Conditions:

  • Frequently: Minimal physical effort such as sitting, standing, and walking.
  • Occasional moving and lifting of equipment and furniture is required to support onsite and offsite meeting setup and teardown.
  • Physically capable of lifting up to fifty pounds, able to bend, kneel, climb ladders.

Employer’s Rights:

  • This job description does not list all the duties of the job.  You may be asked by your supervisors or managers to perform other duties.  You will be evaluated in part based upon your performance of the tasks listed in this job description.
  • The employer has the right to revise this job description at any time.  This job description is not a contract for employment, and either you or the employer may terminate employment at any time, for any reason.