Bank of the West Regional Director-Auto in Texas
At Bank of the West, our people are having a positive impact on the world. We’re investing where we feel we can make the most impact, like advancing diversity and women entrepreneurship programs, financing for more small businesses, and promoting programs for sustainable energy. From our locations across the U.S., Bank of the West is taking action to help protect the planet, improve people’s lives, and strengthen communities. We are part of BNP Paribas, a global leader supporting the UN Sustainable Development Goals (SDGs). Yes, we’re a bank, but as the bank for a changing world, we are continually seeking to improve the ways we help our customers, while contributing to more sustainable and equitable growth.
Job Description Summary
Responsible for managing a group of account managers in selected geographical areas/territories toward delivering quantitative/qualitative results that are in line with the Bank's overall business strategy, policies and related KPI's. Where necessary, undertakes corrective actions for remediation. Is also accountable for making continuing efforts towards the identification of prospective new dealers/dealer groups and implementing the required skill development and field support as needed by staff under his/her supervision.
Essential Job Functions
Serves as primary senior contact within assigned territory for prospective and current customers for all of financial, banking, and investment counseling needs, as well as having broader knowledge & analysis of his/her overall market (including development, potential, annual targets, competitive intelligence).
Prospecting and negotiation with Dealer Management Bodies-Identify business needs and corresponding sales opportunities bank-wide and actively promote ways to increase customer reliance on bank products and services, capitalizing on the unique and comprehensive capabilities of the Bank, including cash management, syndication, the Capital Market Group, wealth management, etc.-In accordance with Bank’s sales strategy, define the growth potentials in his/her territory, engage with production potential in assigned territory and complete prospecting activities to better understand viability of the prospect; identify and engage with decision-makers at dealerships around sales activities that will increase production volume and/or quality.-Oversee and deliver on the prospecting effort of his/her teams in terms of time and quality.
Sales Management- Maintain and grow current relationships by presenting new lending opportunities, cross selling, and other business to existing partners/clients independently as well as supporting account managers while pitching to dealer principals.-As part of the company's strategic objectives, manage and develop a portfolio of auto dealer partners, including maintaining and delivering quality service from the sales team (e.g. in terms of frequency and quality of visits).-Assist in resolving dealer issues and chargebacks; ensures follow-up to address partner issues and implements corrective actions.-Analyze the quantitative and qualitative results of production and carry out any corrective actions needed, within Bank’s policies and procedures, including communication to management and Risk partners.-Support dealer financing set up, for example providing information & documents needed for the application, follow through on loan process, being the bridge with underwriting and Risk, etc.
Sales Team Management-Recruit and hire account managers and/or team members as needed.-Motivate sales team to implement dealer agreements and setting up of tools, processes and KPIs agreed upon with the dealer partner and supports team in difficult negotiations,-Analyze the effectiveness of sales campaigns and work with dealer partner to implement corrective actions (training, challenges, pricing, etc.).-Propose specific course of action to support sales development (contests, sales promotion activities, participation in trade shows and exhibitions, etc.).-Set up a course of action to improve team dynamics: team meetings, individual reviews, annual appraisals, etc.-Provide support to each sales representative on the field in order to better assess the skills of employees and better define improvement plans; facilitate job training, career development, and mentoring of account managers and/or area sales managers.-Ensure that information flows well from head office to the field and vice versa.-Maintain necessary budgeting, expense and personal controls, as well as for the overall performance of the assigned geographic territories.-Ensures customer satisfaction process is implemented appropriately
Coordination with Extended Team/Partners -Ensure that all the internal partners are supported.-Ensure dealer personnel are coordinated through training, support, incentives or any other lever that will develop loyalty and sales.-Act as Bank of the West's representative with the decision-makers of the various partner groups-Facilitates cohesion inside his/her team and scope in a work environment in line with the Bank's rules.
- Identify new business opportunities to sell the Bank’s products, services, and promotional programs. Manage promotional programs by leveraging ongoing market area competitive reports.
Other Job Duties
Assist in Bank’s efforts to service and grow mega-dealer relationships.
Maintain accurate documentation on all systems regarding contact with Dealers
Follow all Bank of the West policies and procedures for underwriting, presentation, and portfolio management
Exhibit independent judgment in making decisions about portfolio, but consults management as appropriate
Adhere to Bank’s Corporate Code of Conduct and other policies as listed in Employee Handbook.
- Requires broad management knowledge to lead project teams in one department. Typically has mastery level knowledge and skills within a specific technical or professional discipline with broad understanding of other areas within the job function.
- Bachelor's Degree
- M4 - 10 - 12 yrs
Consumer Indirect Lending programs
Proven account management abilities; ability to understand documentation requirements and financial reports
Prior experience in managing people (8 FTEs or more) and/or processes
Analytical and research skills
Effective training and presentation skills
Strong sales and negotiation skills
Ability to manage multiple tasks
Knowledge of PC/Computer (Excel, Word, PowerPoint); Contact Management Software
Strong listening skills
Excellent communication and organizational skills
Equal Employment Opportunity Policy
Bank of the West is an Equal Opportunity employer and proud to provide equal employment opportunity to all job seekers without regard to any status protected by applicable law. Bank of the West is also an Affirmative Action employer - Minority / Female / Disabled / Veteran.
Bank of the West will consider for employment qualified applicants with criminal histories pursuant to the San Francisco Fair Chance Ordinance subject to the requirements of all state and federal laws and regulations.
Job: Sales - Consumer Lending
Location: United States-Texas
Other Locations: United States-Missouri, United States-Illinois-Chicago, United States-Kansas
Requisition ID: 042320