North American GM - Inventory Finance

Position Overview: 

Responsible for managing and leading Mitsubishi HC Capital America’s North American (US and Canada) Inventory Finance business including strategy, marketing and sales of inventory finance originations and product lines as well as all other aspects of the business such as budgeting, reporting, planning systems capabilities, administration, collections and remarketing. This includes the development and management of strategic relationships in diversified inventory finance industries such as Manufactured Housing, RV, Outdoor Power, Marine, Utility Trailer, Construction, Motor Sports and other traditional inventory finance industries in the US and Canada. This person will be responsible developing a North American sales strategy and managing and growing a unified North American Sales team and working closely with the North American Credit and Operations leader.  

This role will report to the President of the US Vendor Solutions business and also the President of MHCA Canada. 

Commitment to Internal Control: 

This role accepts the responsibility for establishing and maintaining the internal control system associated with its essential duties and responsibilities.  

Essential Duties and Responsibilities: 

This overall function includes but is not limited to management of the following: 

• Identify, target and develop new OEM (captive and non-captive) and dealer relationships in identified commercial markets.  
• Solicitation and signing of new OEM and dealer relationships
• Work with Credit Risk to set appropriate pricing for new business relationships
• Relationship building with strategic referrers of new OEM and Dealer customers
• Setting relationship guidelines and establishing program agreements
• Working with senior management to set strategy in current markets as well as entering into new markets, and executing on the strategy
• Resolution of customer issues and complaints
• Create and present effective program presentations and training tools for various trade show and strategic partner meetings 
• Effectively staff and manage an inventory finance sales force and internal support team that focuses on being customer centric while developing and maintaining strong relationships. Superior and personalized customer service, demonstrated industry knowledge, meeting or exceeding expectations and professional conduct are all part of this process. The sales and support staffs must be managed to comply with all organizational policies, procedures and guidelines. 

• Participate in establishing and consistently meeting business budget goals that include new business volume, new business spreads, fee income, return on assets, and overall direct SG&A expenses.
• Develop new products and capabilities, leveraging personal industry expertise as well as existing and new channel relationships of MHCATF
• Work closely with Senior Management and other department managers to build a team environment that focuses on cooperation, collaborative problem solving, and collective ownership of our business and customer responsibilities.
• Professionally and effectively represent MHCATF at industry conventions, association conferences and seminars, sales meetings and other professional functions.
• Individually and through subordinates represent MHCATF by always meeting the highest of ethical and professional standards.
• Function as a Customer Experience Strategist through relationship building, structuring programs, and handling customer project escalations as well as customer issues as they relate to non-payment.  Identify friction points, or potential friction points, for customers from onboarding of new dealers and programs and look to eliminate those friction points.  Regularly work with customer’s Executive Leadership Team to build critical relationships.  
• Responsible for retaining, evaluating and developing talent; including offering development opportunities for new roles as well as special projects.  In partnership with Human Resources, create succession and developmental plans and successfully execute on those plans.  
• Empower the operations team with the leadership and resources needed to successfully complete operational initiatives, identifying and enabling opportunities for relationship growth.  
• Oversee portfolio management activities ensuring appropriate collection disciplines are in place to manage losses within expectations, compliance with all relevant regulations, collateral verification investment in order to balance risk mitigation with cost, oversight of significant problem account situations, and ongoing review of portfolio performance.

Key Performance Indicators:  

• New Business Growth
• Sales Performance
• Merket Penetration
• Team Management

Management/Supervisory Responsibilities:  

• Manage a sales team and sales support staff servicing the organization’s OEM and Dealer lending businesses.
• Work closely with the leaders of supporting functions such as credit, administration, and portfolio management

Qualifications/Competencies: 

Knowledge, Skills, and Abilities:  

• Proven success in a business development role in the inventory finance space
• Proven success in a sales management capacity; demonstrated ability to assemble, develop and motivate a sales force and support team that delivers sustained strong performance in an ever-changing environment
• P&L leadership experience gained through a combination of direct leadership and cross functional collaboration
• In depth knowledge of the light, medium and heavy-duty truck, specialty vehicle, and construction equipment markets as well as the inventory and retail finance/leasing products that support them.
• Demonstrated relationship building skills
• Must understand the dynamics, competition, and customer opportunities of the industries and the markets MHCA supports
• Decisive and articulate, with polished professional sales and presentation skills, and oral and written communication skills
• A self-starter with strong work ethic who possesses a sense of urgency
• Comfortable with a leadership role with demonstrated team building and collaborative management skills 
• Critical thinker that can look “out of the box” for solutions and process improvement
• Team player with ability to rally support from other departments and employees 
• Must demonstrate a history of integrity, and strong personal and professional ethics

Education and Experience: 

• BA/BS, Business or Finance or equivalent experience
• 15 years related experience with comparable financial institution. 
• Management experience

Licensing and Certification: N/A 

Tools and Equipment Used:  

• Personal computer, copier, fax, phone, and other typical office equipment

Working Hours: 

• Traditional work hours of 8:30-5:00 Mon-Fri, and a willingness to work beyond to meet customer expectations or deadlines.  

Travel: US and Canada travel is required  

Physical Demands: 

• Digital dexterity and hand/eye coordination in operation of office equipment
• Light lifting and carrying of supplies, files, etc.
• Ability to speak to and hear customers and/or other employees via phone or in person
• Body motor skills sufficient to enable incumbent to move from one office location to another

The job description does not constitute an employment contract, implied or otherwise, other than an “at will” relationship and is subject to change by the employer as the needs of the employer and requirements of the job change. 

The salary will be between $259,000.00 and $344,000.00 with an opportunity to earn a discretionary annual bonus. This is an exempt role.  

The salary range is determined and based on internal equity, market data/ranges, applicant’s skills, prior relevant experience, and education.  

Additional benefits: 

• Medical, Dental, and Vision Plans

• 401(k) and Matching
• Paid Time Off
• Company Paid Life Insurance
• Employee Assistance Program
• Training and Development Opportunities
• Employee Discounts