Regional Sales Manager

Reports to the National Sales Director. Responsible for driving growth of the company’s business model, developing and executing sales strategies and goals, and assisting the development and growth of the assigned dealer bases in their territory.

Responsibilities

• Achieve the assigned territory’s new lease origination goals by adding additional dealers and growing the existing dealer network.
• Act as a liaison between CULA and the Dealer Representatives of Lender Partners.
• Maintain best practices and tools for sales execution; recommend new ideas and processes for lease origination growth.
• Work closely with the President, National Sales Director, and VP of Business Development to accomplish CULA goals and objectives.

Dealer Training & Follow-up

• Act as the primary liaison between CULA, credit union dealer representatives, and their approved dealers.
• Cultivate and enhance relationships with auto dealerships participating in CULA’s Lender Partner’s Indirect Leasing Program.
• Establish professional relationships with dealerships to generate indirect leasing volume.
• Contact and visit prospective dealers to present information on the company’s indirect leasing services.
• Conduct presentations and trainings at auto dealerships to develop new business.
• Focus sales efforts by studying existing and potential dealer volume.
• Work with Lender Partner dealer representatives to increase the number of participating dealers and leases.
• Maintain consistent communication with approved dealer partners.

Current Account Support

• Monitor current market conditions and recommend changes to existing products or develop new products.
• Establish professional relationships with Lender Partners to foster a “partner vs. vendor” relationship.
• Contact and visit Lender Partners to present information on open projects and other products/services.
• Study money factors, dealer participation criteria, and lending guidelines to ensure market acceptance and program use.
• Create and present recommendations for potential changes to Lender Partner guidelines to increase volume.
• Become proficient in dealer desking tools (e.g., DealerTrack, Reynolds & Reynolds ERA/Ignite, CDK, CU Direct).
• Represent CULA at trade conferences.

CULA Internal Responsibilities

• Assist in resolving customer, lender, and dealer complaints by investigating problems and developing solutions.
• Maintain activity and client contact information in Salesforce (Company CRM).
• Compile and maintain monthly volume statistics for management.
• Submit activity and results reports (daily call reports, weekly work plans, monthly and annual territory analyses).
• Analyze and report data on competitors’ monthly payment structures (e.g., residual values and money factors).
• Analyze and report data on competitors’ geographic market strategies.
• Use sales tools such as mGauge, AutoCount, NCUA/FDIC Data, ALG Residual Forecasts, and Risk Analysis to refine sales strategies.

Requirements

• Experience in auto finance or vehicle lease industries (CULA leasing experience preferred).
• Experience in banking or credit union industries is desired.
• Fifth-year college or university program certificate, or five to ten years of highly successful industry-related experience.
• Ability to read, analyze, and interpret Lender Partner rate sheets.
• Strong written and verbal communication skills; ability to present information effectively to management, Lender Partners, and dealer principals.
• Ability to calculate figures such as discounts, interest, commissions, percentages, and proportions.
• Strong reasoning ability to define problems, collect data, establish facts, and draw valid conclusions.
• Current driver’s license and auto insurance; reliable vehicle for frequent travel (up to 70% per year).
• Understanding of software packages applicable to projects (e.g., MS Office, Salesforce, dealer desking tools).
• Ability to build credibility and strong relationships internally and with clients.

Skills

• Strong familiarity with proprietary software (post-training) and MS Office.
• Ability to work independently and in a team-oriented, collaborative environment.
• Flexibility to adapt to shifting priorities, demands, and timelines.
• Persuasive, encouraging, and motivating with strong interpersonal skills.
• Ability to learn, understand, and apply new technologies.

Pay

Self-determined, performance-based compensation package.

• First-Year Salary Range: $61,500–$150,000 per year (base salary + performance bonus and commissions).
• Average earnings after 1 year: $125,000.
• Average earnings of top 25% of reps: $150,000.
• Average earnings of top 10% of reps: $185,000+.
• Six-month training guarantee.
• Monthly vehicle mileage reimbursement program (average $450/month).
• Company-issued credit card, laptop, phone, and printer.

Benefits

Benefits offered starting at 60 days.

• Medical, dental, and vision benefits.
• Life insurance and long-term disability plans.
• Flexible Spending Account (FSA).
• 401K matching and company stock ownership in an $18.2 billion company.
• Roth IRA with company matching.
• Wellness programs.
• Metro Tap Card and Metro-link reimbursement (Los Angeles, CA employees only).
• Career path opportunities.
• Discounts on parks, museums, movie tickets, and attractions.
• Annual flu shot.
• Paid vacations, sick days, and holidays.
• On-site gym (Los Angeles, CA & Dallas, TX offices).
• Rental car discounts, Dell Member Purchase Program.
• UKG Wallet.