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VP Sales

2 months ago

Minneapolis, United States Mitsubishi HC Capital America Inc Full time $154,000 - $170,000
Job DescriptionJob Description

We will consider candidates near our Edina MN office or possibly remote.


Position Overview:

The Vice President (VP) of Sales - Franchise occupies a key position in the immediate and long term strategy for MHCA. The VP must be experienced in vendor program sales and demonstrate the ability to identify, qualify and obtain vendor programs and to recruit, develop and retain quality Regional Sales Managers (“RSM”) and Relationship Managers (“RM”). The VP must be able to successfully communicate with all levels inside the Company, from Leadership to senior level management in Credit, Operations, Collections and Accounting. The VP is responsible for managing RSM’s to on-board qualified vendor programs and managing the RM’s to develop business on all new and existing vendor programs to meet or exceed expected annual program lease volume and margins.

Commitment to Internal Control:

The incumbent must understand, abide and uphold the system of internal controls related to the essential duties and responsibilities of the position.

Essential Duties and Responsibilities:

(List in order of time spent)

  • Develops annual sales and marketing strategic business plans to drive revenue and increase market share
  • Ensure that sales and organizational objectives are met and are in line with the mission of the Company
  • Assess market potential and identify new business opportunities
  • Identity, qualify and obtain vendor programs with Franchisors and OEMs
  • Manage the RSM’s and RM’s to achieve desired activities for calls, emails and vendor appointments
  • Ensure RSM’s and RM’s are documenting all activities in Salesforce timely
  • Ensure RSM’s and RM’s are completing all required reports timely
  • Travel as needed with the RSM’s to assist in closing key vendor prospects
  • Ensure RSM’s are developing qualified Vendor prospects and maintaining expected activities on their top 100 and top 10 prospect lists
  • Complete monthly one on one reviews of RSM’s top 100 prospects and weekly one on one review of RSM’s top 10 vendor prospects
  • Ensure RM’s are completing quarterly business reviews with their assigned vendor programs
  • Ensure RM’s are visiting assigned vendors on a quarterly basis or more as needed
  • Maintain full staffing of RSM’s and RM’s
  • Direct implementation and execution of the Company’s sales policies and practices
  • Timely, effective communication of key developments to the SVP of HTFS

Competencies:

  • Thinking Skills: Ability to Synthesize, Decision Making/Judgement
  • Communications: Ability to Transmit Information, Ability to Manage Information
  • Interpersonal Relationships: Sociability
  • Technical & Professional Skills
  • Problem Solving
  • Leadership: Ability to Establish Effective Teams, Ability to Develop Others
  • Ability to Manage Change
  • Business Acumen
  • Personal Qualities: Need to Achieve, Results Oriented

Key Performance Indicators:

  • Booked Volume
  • Net Interest Margin
  • # of new VPAs
Management/Supervisory Responsibilities:

The VP is responsible for managing RSM’s to on-board qualified vendor programs and managing the RM’s to develop business on all new and existing vendor programs to meet or exceed expected annual program lease volume.

Qualifications:

Knowledge, Skills, and Abilities:
  • Strong leadership and communication skills
  • Detail oriented and attention to accuracy and thoroughness
  • Developing and motivating high performance sales teams
  • Ability to work with internal team members to execute strategies to drive sales and revenue growth
  • Advanced pricing and program structure skills. Use of HP and T-Value preferred
  • Knowledge and ability to use Microsoft Word, Excel, PowerPoint and Outlook applications

Education and Experience:
  • BS degree
  • 10 years experience in the equipment finance and leasing industry
  • Minimum of 5 years management experience

Licensing and Certification:

None required

Tools and Equipment Used:

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

Working Hours:

  • Hours may vary and will require some evening work; frequently requires working 40-45 hours/week depending on business needs
Travel:
  • Travel related to own and direct reports prospecting and relationship maintenance activities and attendance at industry seminars

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 $154,000.00 and $170,000.00 with an opportunity to earn commission.

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