Executive Sales Director

DESCRIPTION:

PURPOSE OF JOB:

The Executive Sales Director is a managerial and origination producing position that leads a section of the Sales team and creates a sales environment that produces exceptional results.  Provides influential leadership to assigned members of the Sales team to further their development and exceed company goals and achieve business plan revenue targets.  Originates commercial finance deals as defined yearly by President and CEO.  Collaborates with the Vice President of Business Development, President and Executive Leadership, as required, and plays an active role in driving company sales, business development, and quality initiatives.

JOB DUTIES:

Sales Management, Reporting, and Control

• Conduct one-on-one meetings with each assigned Sales team member.
• Drive exceptional results through influence, encouragement and visibility.
• Promote and facilitate our job-specific sales training, credit training, Salesforce and Aspire utilization.  Follow up on all sales activity and tasks with team to maximize sales activity levels.
• Coach and mentor each assigned sales team member to ensure all required skills are developed to maximize success and productivity.
• Closely monitor and report on competitor activities, marketplace dynamics, rate trends, and other issues that could impact the company.  Report monthly or as important to business intelligence.
• Assist in career development for each assigned team member to ensure current industry knowledge as well as general professional business skills such as communications, appearance, and presentations.
• Coordinate the follow-up on all new customers at 30-day intervals after closing and then 90-day intervals thereafter.  Follow up with past customers every 90 days throughout the life of each lease.  Implement both business and social activity programs with the VP of Business Development and President.  Aggressively work our Customer Relationship Management Plan, as jointly developed with the VP of Business Development and President on an annual basis.
• Lead and support sales goals.  Collaborate with the Leadership Team to identify sales obstacles and develop and execute plans to overcome challenges.
• Lead niche development initiatives as defined in the United Leasing, Inc. annual business plan.
• Contribute to Leadership Team in establishing sales objectives through business intelligence and effective forecasting.
• Monitor competitive market trends and implement strategic initiatives and programs to drive growth and deliver record results.
• Coordinate with VP of Business Development and President to schedule and, as required, participate in customer visits required on larger transactions.

Sales Originations

• Originate and close commercial equipment finance transactions as agreed upon with CEO and President.
• Achieve a minimum of base yield goals each month to ensure margins are optimized.
• Fully utilize Salesforce to manage daily activities for both you and your team.
• Work with President and VP of Business Development to complete annual Sales Budget, including originations, yields, travel, and expense management schedules each year.

Employee Recognition & Development

• Play an active role in ensuring the success and monitoring of the commission structure for the Sales team.
• Participate in Sales meetings to discuss performance and sales strategies.
• Discuss employee performance and promotion opportunities with the VP of Business Development at least quarterly.
• Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional associations.

Administration

• Assist in reviewing and pre-screening all Management Approvals prior to submission to the Credit department for underwriting compliance and accuracy.
• Supervise the sales team by setting clear goals to achieve results.  Supervise and encourage employee development and teamwork through effective personnel management and by communicating clear standards.
• Contribute to the team effort by being aware of and relaying vital information in a timely manner.

Management & People Development

• Effectively build, manage, and develop talent to support a performance culture within the department.
• Closely manage employees, utilizing 1-on-1 meetings and Subject & Action (S&A) accountability standards.
• Conduct timely performance appraisals for employees.  Ensure timely submission and monitoring of annual business plan goals for yourself and your direct reports.
• Ensure team members achieve minimum annual training requirements, as appropriate.

General

• Ensure prompt and regular attendance.
• Perform other appropriate duties as may be assigned by Management.
• Travel as business needs may require.

Quality & Continuous Improvement

• Personally commit to quality in all aspects of work.
• Provide “World Class Customer Service” for internal and external customers.
• Participate in and promote the established Quality Improvement Process (QIP) for continuous improvement.
• Participate on teams to research, measure, and correct problems and to strive for process improvement.
• Communicate and exemplify the Company’s Mission Statement, Vision Statement, Values, and Philosophy.
• Attend at least ten (10) credit hours of training each calendar year to continue development of work-related skills, and ensure the same for direct report team members.

Full-Time Employee Benefit Options Include:

• Health, Dental, & Vision Insurance
• 401(k) Retirement Savings Plan with Company Match, including Roth option
• Flexible Spending Accounts and/or Health Savings Accounts, including potential for company contributions based on annual health risk assessments
• Life and Accidental Death & Dismemberment Insurance
• Short- and Long-Term Disability Insurance
• Supplemental Voluntary Insurance Policies with options for Critical Illness, Hospital Indemnity, and Accidents
• Paid Time Off for Vacation, Sick, and Holidays
• Employee Assistance Program

This does not necessarily list all responsibilities, duties, requirements, or efforts associated with the job.  While this list is intended to be an accurate reflection of the job, the company reserves the right to review and modify as circumstances or business needs require.

QUALIFICATIONS:

Education:

• A 4-year Bachelor’s degree in Business, Finance, or a related field is minimally required.

Experience:

• 10 years of prior Sales Management experience, including a Sales coaching background, is required.
• Previously worked within a specific vertical/niche that lends a network of connections and book of potential business for the company.

Other Knowledge, Skills, Abilities & Competencies:

• Past job experience must confirm a high level of energy and communication as well as the ability to work in a fast-paced and detail-oriented style of leadership.
• Must possess expert knowledge of the finance industry in general, have working knowledge of contracts, programs, and legal documents relating to leasing and financing.
• Experience in developing sales strategies, performance metrics, tactics and techniques based on the feedback of the customer and the market environment.
• Proven ability to interact effectively at C-level.
• Able to effectively manage a cross-functional team.
• Able to work well under pressure and close deadlines.
• Exceptional verbal and written communication skills.  Strong training and presentation skills. Excellent negotiation and sales skills.
• Must be able to solve multiple and varied business problems and successfully implement corrective actions.
• Sales and customer service skills.
• Possess strong detail orientation.
• Possess strong organization skills.
• Strong interpersonal abilities to deal effectively with employees and external contacts at all levels, including prospects, peers, and management.
• Knowledge of vehicle title and licensing procedures is preferred.
• Possess strong computer skills, including proficiency with databases and with Microsoft Office applications, including Outlook, Word, and Excel.
• Demonstrate initiative, personal awareness, professionalism, and integrity and exercise confidentiality in all areas of performance.
• Project a professional image and demeanor.
• Understand, apply, and comply with all company policies and procedures.