Senior Vice President of Sales

2 weeks ago

Minneapolis, Minnesota, United States Mitsubishi HC Capital America Inc Full time
Job Overview

Location: Candidates near our office or remote options are considered.

Position Summary:

The Senior Vice President (SVP) of Sales - Franchise plays a crucial 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"). The SVP must communicate proficiently across all organizational levels, from executive leadership to senior management in various departments including Credit, Operations, Collections, and Accounting. This role is accountable for guiding RSMs in onboarding qualified vendor programs and directing RMs to cultivate business on both new and existing vendor programs, ensuring that expected annual program lease volumes and profit margins are achieved or surpassed.

Commitment to Internal Controls:

The individual in this role must comprehend, adhere to, and uphold the internal control systems pertinent to the essential duties and responsibilities associated with this position.

Key Responsibilities:

  • Formulate annual sales and marketing strategic business plans aimed at driving revenue and enhancing market share.
  • Ensure alignment of sales and organizational objectives with the Company’s mission.
  • Evaluate market potential and pinpoint new business opportunities.
  • Identify, qualify, and secure vendor programs with Franchisors and OEMs.
  • Oversee RSMs and RMs to meet targeted activities for calls, emails, and vendor meetings.
  • Guarantee timely documentation of all activities in Salesforce by RSMs and RMs.
  • Ensure timely completion of all required reports by RSMs and RMs.
  • Travel as necessary with RSMs to assist in closing significant vendor prospects.
  • Ensure RSMs are developing qualified vendor prospects and maintaining expected activities on their top 100 and top 10 prospect lists.
  • Conduct monthly one-on-one reviews of RSMs' top 100 prospects and weekly reviews of their top 10 vendor prospects.
  • Ensure RMs conduct quarterly business reviews with their assigned vendor programs.
  • Ensure RMs visit assigned vendors quarterly or more frequently as needed.
  • Maintain full staffing of RSMs and RMs.
  • Direct the implementation and execution of the Company’s sales policies and practices.
  • Communicate key developments promptly to the Senior Vice President of HTFS.

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: Drive for Achievement, Results-Oriented.

Performance Metrics:

  • Booked Volume.
  • Net Interest Margin.
  • Number of New VPAs.

Management Responsibilities:

The SVP is responsible for overseeing RSMs in onboarding qualified vendor programs and guiding RMs in developing business on all new and existing vendor programs to meet or exceed anticipated annual program lease volumes.

Qualifications:

Knowledge, Skills, and Abilities:
  • Exceptional leadership and communication capabilities.
  • Detail-oriented with a focus on accuracy and thoroughness.
  • Experience 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.
Education and Experience:
  • Bachelor's degree.
  • Ten years of experience in the equipment finance and leasing sector.
  • A minimum of five years in a management role.
Licensing and Certification:

No specific licensing or certification required.

Tools and Equipment:

  • Standard office equipment including personal computers, copiers, faxes, and phones.

Working Hours:

  • Hours may vary and may require some evening work; typically involves working 40-45 hours per week based on business needs.

Travel Requirements:

  • Travel related to prospecting and maintaining relationships, as well as attending industry seminars.

Physical Requirements:

  • Digital dexterity and hand/eye coordination for operating office equipment.
  • Light lifting and carrying of supplies and files.
  • Ability to communicate effectively with customers and colleagues in person or via phone.
  • Physical ability to move between office locations.

This job description does not constitute an employment contract, either expressed or implied, and is subject to change based on the needs of the employer and the requirements of the position.

Compensation:

The salary range is between $154,000.00 and $170,000.00, with opportunities for commission earnings.

Salary Determination:

The salary range is established based on internal equity, market data, applicant skills, relevant experience, and educational background.

Additional Benefits:

  • Medical, Dental, and Vision Plans.
  • 401(k) with matching contributions.
  • Paid Time Off.
  • Company-Paid Life Insurance.
  • Employee Assistance Program.
  • Training and Development Opportunities.
  • Employee Discounts.

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