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Senior Vice President of Sales

2 months ago

Edina, Minnesota, United States Mitsubishi HC Capital America, Inc. Full time

Location: Candidates near our Edina MN office or remote options are welcome.

Position Overview:

The Senior Vice President (SVP) of Sales - Franchise plays a pivotal role in shaping both the immediate and long-term strategies for Mitsubishi HC Capital America, Inc. The SVP should possess extensive experience in vendor program sales, showcasing the ability to identify, qualify, and secure vendor programs while effectively recruiting, developing, and retaining high-caliber Regional Sales Managers ("RSM") and Relationship Managers ("RM"). This role demands proficient communication skills across all organizational levels, from executive leadership to senior management in Credit, Operations, Collections, and Accounting.

Commitment to Internal Control:

The incumbent is expected to comprehend, adhere to, and uphold the internal control systems pertinent to the essential duties and responsibilities of this role.

Essential Duties and Responsibilities:

(Listed by time allocation)

Formulates annual sales and marketing strategic business plans aimed at driving revenue and enhancing market share. Ensures alignment of sales and organizational objectives with the Company’s mission. Evaluates market potential and identifies new business opportunities. Identifies, qualifies, and secures vendor programs with Franchisors and OEMs. Oversees RSMs and RMs to achieve targeted activities related to calls, emails, and vendor appointments. Guarantees timely documentation of all activities by RSMs and RMs in Salesforce. Ensures RSMs and RMs submit all required reports punctually. Travels as necessary with RSMs to assist in closing significant vendor prospects. Ensures RSMs are developing qualified vendor prospects and maintaining expected activities on their top 100 and top 10 prospect lists. Conducts monthly one-on-one reviews of RSMs' top 100 prospects and weekly reviews of RSMs' top 10 vendor prospects. Ensures RMs conduct quarterly business reviews with their assigned vendor programs. Ensures RMs visit assigned vendors quarterly or more frequently as needed. Maintains full staffing of RSMs and RMs. Directs the implementation and execution of the Company's sales policies and practices. Communicates key developments promptly to the SVP of HTFS.

Competencies:

Thinking Skills: Ability to Synthesize, Decision Making/Judgment. 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. Number of new VPAs.

Management/Supervisory Responsibilities:

The SVP is responsible for overseeing RSMs to onboard qualified vendor programs and managing RMs to cultivate business on all new and existing vendor programs to meet or exceed anticipated annual program lease volume.

Qualifications:

Knowledge, Skills, and Abilities:

Strong leadership and communication capabilities. Detail-oriented with a focus on accuracy and thoroughness. Proven ability to develop and motivate high-performance sales teams. Capability to collaborate with internal team members to execute strategies that drive sales and revenue growth. Advanced skills in pricing and program structuring; familiarity with HP and T-Value preferred. Proficient in Microsoft Word, Excel, PowerPoint, and Outlook applications.

Education and Experience:

Bachelor’s degree. A minimum of 10 years of experience in the equipment finance and leasing sector. At least 5 years of management experience.

Licensing and Certification:

None required.

Tools and Equipment Used:

Personal computer, copier, fax, phone, and other standard office equipment.

Working Hours:

Hours may vary and will require some evening work; frequently necessitates working 40-45 hours/week based on business needs.

Travel:

Travel related to prospecting and relationship maintenance activities, as well as attendance at industry seminars.

Physical Demands:

Digital dexterity and hand/eye coordination for operating office equipment. Light lifting and carrying of supplies, files, etc. Ability to communicate with customers and/or other employees via phone or in person. Sufficient motor skills to navigate between office locations.

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 and $170,000, with an opportunity to earn commission.

The salary range is determined 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.