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Position: Area Sales Manager
Reports to: Regional Sales Manager
Company: Scotia Dealer Advantage
Location: Manitoba & Saskatchewan
Date Posted: September 2017

Jon Purpose:
The Area Sales Manager is responsible for the development of new business opportunities and the cross-sell, up-sell, retention of existing dealers in a specified geographic area. Through relationship selling, the incumbent manages a dealer portfolio in a defined market area to ensure an effective contribution to the overall success of the region. The incumbent must meet financial objectives related to the profitable growth and retention of assigned dealers and maximizing opportunities to grow the business.

This role involves meeting negotiated goals which include business development goals, credit quality objectives and customer satisfaction goals. The manager is involved with sales planning and fulfilling the execution of sales and service activities for existing and potential new clients within the geographic market area. The manager’s responsibilities also focus on the development and preparation of all contracts for new dealers and ensuring continued dealer satisfaction.

The Area Sales Manager is responsible for providing, human, straightforward, and knowledgeable service through daily interactions to create a relationship of mutual trust and confidence with dealers and fellow employees. The incumbent works closely with other Inside Sales Representatives and other Area Sales Managers in the region.

Major Responsibilities:
Pursues a business development program within the assigned market area of dealers according to the agreed upon growth objectives by:

• Engaging in relationship management routines that increase dealer satisfaction including reinforcing and presenting the key features and benefits of the Business Line’s products and services.
• Developing a joint calling program with the Business Line’s prime retail lending sales colleagues.
• Liaising and utilizing appropriate segment and/or product specialist to fulfill identified dealer needs.
• Managing the volume, flow and yield of a dealer loan application/sales pipeline.
• Maintaining effective follow-up with existing dealers and update dealer or contact information accurately and in a timely fashion

Promotes the development and profitable growth of the prospective dealer base in the assigned market area by:

• Identifying dealer prospects from referrals or other internal/external networks.
• Qualifying dealer prospects in the defined area then successfully making appointments to discuss the Business Line’s product and service offering with key decision makers.
• Cultivating qualified prospects (and decision makers) to convert potential dealer loan volume to booked loan applications

Builds and maintains a market profile in the assigned market area with both internal and external contacts by:

• Developing an awareness of market area, general economic conditions, automotive industry and overall market trends in the area.
• Participating in related external events and associations to develop and expand network of contacts as budgets allow.
• Participating in local professional and community events and associations to develop and expand network of contacts as budgets allow.

Ensures all aspects of assigned dealers receive ongoing attention to achieve dealer satisfaction as required to maintain, improve, grow and retain the relationship by:

• Using strong knowledge of the Business Line’s products and services including loan application, pricing and underwriting guidelines.
• Actively seeking dealer feedback on the Business Line’s products and services and the delivery of customer service.
• Liaising with internal partners for fulfillment (including credit application process, documentation, security registration, etc.) and service activities.
• Partner with Business Line’s prime retail lending sales colleagues and/or product specialists as required to positively influence dealer satisfaction.

Ensures the delivery of customer service fosters overall customer and business line/department satisfaction by:

• Seeking or clarifying information from dealers regarding loan application process in a professional and efficient manner.
• Supporting dealers should they experience problems with loan application software (Dealer Track, Route One) or Business Line processes to ensure loan volume and dealer relationship are not negatively impacted.
• Showing respect for the dealer and listening to the dealer’s needs particularly in situations where credit is not granted for a particular loan application.
• Adhering to regulatory and Internal Bank guidelines as required and maintaining awareness throughout the year. Ensuring the completion of all mandatory Bank Courses as required via My Learning Centre.

Education/Work Experience/Designations:

• Completion of a post-secondary education (college or university) or equivalent experience required
• Previous experience in a sales capacity.
• Direct experience in prime or sub-prime financing required.
• Knowledge of MS Word, Excel, credit decisioning, contract management, customer relationship management and/or loan application software (Dealer Track and Route One).