Summary
Active member of the leadership team. Develop and manage strategic relationships with banks, finance institutions and leasing organizations. Leverage those relationships and partner with VPs of Sales to improve credit availability to customers, increase sales volumes, improve margins/economics for our company and grow our business. Oversee, coordinate and report on the portfolios and programs offered by the banks, finance institutions and leasing organizations to increase the speed and efficiency of retail finance support for customers. In summary, make it easier and faster to get customers the financing they need to purchase/lease the equipment they need.
Reports to Chief Sales Officer.
Essential Duties and Responsibilities
- Near-term/immediate responsibilities:
- Leverage our size/volume to negotiate best in class rates and credit lines with existing and new banks, leasing companies and finance institutions.
- Solicit, gather, summarize and report to Sales team leasing quotes from current banks/finance institutions. Monitor and report, across all leasing partners, lease expiration forecasts showing what equipment comes off lease when in order to allow pre-marketing and quick sales to support residuals, etc. Develop relationships with new banks/finance institutions to increase sources of credit.
- Track and report to Sales on the availability at each bank/finance institution for OEMs and Customers to make it easier for Sales team to determine which institution to take a customer deal to.
- Report to Executive team monthly a summary of financing across all banks/finance partners, OEMs, customers including all current leases and finance deals start and end dates with each institution.
- Responsible for overseeing the opening of credit accounts and setting of credit lines.
- Oversee and improve accounts receivable [responsibility remains with Sales team].
- Partner with Sales team and establish a process for opening lines of credit for customers to increase their access to credit and grow sales.
- Partner with VPs of Sales to help get customers the necessary financing as quickly as possible, including providing guidance to Sales team in terms of which bank/finance institution is most likely to extend credit to a particular customer given their credit review and all other current market variables.
- Partner with sales staff at all levels in solving complex credit problems.
- Propose, develop, oversee special in-house or OEM financing programs.
- Support and integrate residuals and remarketing efforts.
- Med-to-long-term needs:
- Expand and develop an ‘F&I Department’ with multiple resources/administrators directly supporting the VPs of Sales in each state to get customers financed.
Knowledge, Skills, and/or Abilities
- Handle confidential information appropriately.
- Strong and professional communication skills both verbal and written.
- Work constructively and effectively under stress and pressure in a multi-tasking environment.
- Organize and prioritize tasks and time to ensure timely completion of tasks and projects.
- Communicate effectively with others and listen attentively when others are speaking.
- Diagnose problems and apply accurate knowledge in solving them.
- Possess the ability to make sound, pragmatic, and timely decisions.
- Interact well with others and build effective working relationships; show empathy and sensitivity to others.
- Effectively mediate conflict situations.
- Provide constructive, timely feedback and coaching; motivate and mentor others.
- Excellent oral and written communication skills.
- Exhibit an appropriate level of patience and tact when dealing with questions and issues.
- Organize and delegate effectively to ensure all daily tasks are completed in a timely fashion.
- Able to adapt to changing priorities.
Educational/Vocational/Previous Experience Recommendations:
- Bachelor’s degree required.
- Minimum of 7-10 years of Retail Financing experience in heavy equipment sales.
- Prefer experience in a combination of dealership, OEM, and bank/finance institution.
- Valid driver’s license and acceptable driving record required.
- Proficient in Microsoft Office applications.
Working Conditions:
- Preferably located in Lexington, NC, Charlotte, NC, or Tampa, FL. Work from other locations in TX, NC, SC, GA, FL or remote work possible.
- Travel to distributorships (e.g.,TX, NC, SC, GA, FL), customer locations, and field job sites, as needed.