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Senior Vice President of Sales
2 months ago
Location: Candidates may be considered for remote work.
Position Summary:
The Senior Vice President (SVP) of Sales - Franchise plays a crucial role in shaping both the immediate and long-term objectives for Mitsubishi HC Capital America, Inc. The SVP should possess extensive experience in vendor program sales and demonstrate a strong capability 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 requires proficient communication skills to engage with all organizational levels, from executive leadership to senior management across various departments including Credit, Operations, Collections, and Accounting. The SVP is accountable for overseeing RSMs in onboarding qualified vendor programs and guiding RMs in cultivating business opportunities across both new and existing vendor programs to achieve or surpass anticipated annual program lease volume and profit margins.
Commitment to Internal Control:
The incumbent must comprehend, adhere to, and uphold the internal control systems relevant to the essential duties and responsibilities of this role.
Key Responsibilities:
(Prioritized by time allocation)
Formulates annual sales and marketing strategic business plans aimed at driving revenue and enhancing market presence. Ensures alignment of sales and organizational goals with the company's mission. Evaluates market potential and identifies new business prospects. Identifies, qualifies, and secures vendor programs with Franchisors and OEMs. Directs RSMs and RMs to achieve targeted metrics for calls, emails, and vendor meetings. Ensures timely documentation of all activities by RSMs and RMs in Salesforce. Guarantees that RSMs and RMs submit all required reports promptly. 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 their 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 required. Maintains full staffing levels of RSMs and RMs. Oversees the implementation and execution of the company's sales policies and practices. Communicates key developments to the Senior Vice President of HTFS in a timely and effective manner.Required Competencies:
Critical Thinking: Ability to Synthesize, Decision Making/Judgment. Communication: Ability to Transmit Information, Ability to Manage Information. Interpersonal Skills: Sociability. Technical & Professional Skills. Problem Solving. Leadership: Ability to Establish Effective Teams, Ability to Develop Others. Change Management. Business Acumen. Personal Qualities: Achievement Orientation, Results Driven.Performance Metrics:
Booked Volume. Net Interest Margin. Number of new Vendor Partnership Agreements (VPAs).Management Responsibilities:
The SVP is responsible for managing RSMs to onboard qualified vendor programs and guiding RMs to develop business on all new and existing vendor programs to meet or exceed expected annual program lease volume.
Qualifications:
Knowledge, Skills, and Abilities:
Exceptional leadership and communication abilities. Detail-oriented with a strong focus on accuracy and thoroughness. Proven track record in developing and motivating high-performance sales teams. Ability 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 may require some evening work; typically requires working 40-45 hours per week based on business needs.Travel Requirements:
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 effectively with customers and/or other employees via phone or in person. Sufficient motor skills to navigate between office locations.This 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 evolve.
Salary:
The salary will range from $154,000 to $170,000, with the potential to earn commission.
Salary Determination:
The salary range is based on internal equity, market data/ranges, the applicant's skills, relevant experience, and education.
Additional Benefits:
- Medical, Dental, and Vision Plans
- 401(k) with matching contributions
- Paid Time Off
- Company-Paid Life Insurance
- Employee Assistance Program
- Opportunities for Training and Development
- Employee Discounts
