Job Title: Territory Sales Representative
Department: Sales
Reports To: Senior VP, Business Development
Position Summary: Primary responsibility is business development, client relationship management and generating OEM opportunities for receivables growth in the Marine industry by boarding new Dealer customers for the Company. Secondary responsibility is owning the relationship on an assigned Marine portfolio of Manufacturer/Supplier OEMs. Owning the relationship includes regular contact with each, solicitation of additional business, growing our receivables balances with their customer bases, and ongoing account maintenance including sourcing and submission of line increase credit requests. In addition, will work closely with Marine Manager of Business Development concerning execution of DBD and Inside Sales goals and objectives.
This is a high responsibility sales position that includes a territory consisting of assigned states and a portfolio of existing customers and prospective new customers. Work hand in hand with manufacturer representatives as well as the Company’s own external Field Sales organization to nurture and grow the business. Continuous communication with existing and prospective customers as well as the Company’s credit and operations personnel.
Essential Duties and Responsibilities include the following. Other duties may be assigned.
- Solicit new dealer business as well as grow assigned territory outstanding’s from current dealer customers through relationship management and organic growth. Phone call solicitation is the primary method of communication.
- Secure and submit new dealer complete credit packages which includes the credit application, business and personal financial statements, background information, overview of the opportunity, and recommendation.
- Communicate effectively with the External sales team, Credit/underwriting team, and customer contacts to facilitate a smooth and efficient dealer application process
- Maintain detailed notes, track productivity, and manage workload via the CRM database (Salesforce.com)
- Activate an assigned number of new dealers and credit line increases each quarter to achieve your targeted results. Follow up with your territory’s customers to ensure they are utilizing their credit facilities.
- Attend periodic trade shows and dealer meetings for interaction with both manufacturers and dealers in a face-to-face setting.
- With guidance from the NAM, vet additional OEM opportunities that may surface. Secure and submit new complete OEM credit packages which include all necessary information for the Underwriting team to analyze and present findings to the Credit authorities.
- Manage OEM campaigns for dealer solicitation & program development.
- Working in collaboration with DBDs on key opportunities and targets.
Qualifications: To perform this job successfully, the individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education:
Bachelor’s degree from a four-year college or university preferred.
Experience:
Minimum 1 year sales finance experience providing financing solutions and product advantages in business-to-business commercial industries. To include credit and financial analysis skill set.
Technical Skills / Personality Traits Desired:
- Ability to learn and use Salesforce.com and MS Office products (Word, Excel, Outlook)
- Very strong verbal and written communication skills required due to the high amount of phone call volume, written email solicitations, and Credit write-ups
- Good and tactful negotiation skills.
- Strong drive to learn and grow customer relationships
- Desire to exceed assigned goals of adding new business and nurturing and growing existing customer relationships
- Polished and professional in presentation
- Eager, positive and likeable personality and functions well within a close-knit team environment
Travel:
Position requires employee’s ability to travel 15% for industry shows/events and company offsite meetings.
Language Ability:
Ability to read and interpret documents such as marketing materials and credit applications. Ability to construct customer facing emails, text messages and any other primary methods of correspondence on a regular basis. Ability to communicate effectively over the phone with a variety of contacts including but not limited to manufacturer and dealer clients and potential new customers.
Benefits/Perks:
- Health benefits available on start date – no waiting period for enrollment
- 401(k) Plan with up to 4% company match and immediate vesting
- 20 Days PTO / 11 Paid Holidays off
- Annual bonus program and career advancement opportunities
