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Regional Sales Manager-New England

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POST DATE 8/13/2016
END DATE 11/11/2016

Hitachi Consulting Norwalk, CT

Norwalk, CT
AJE Ref #
Job Classification
Full Time
Job Type
Company Ref #
Mid-Career (2 - 15 years)
Bachelors Degree


Position Overview:
The role of the Regional Sales Director is to plan, develop, promote and generate business for the Automotive Division and manage the sales efforts of their assigned Regional Sales Managers as direct reports. Business is primarily generated through dealer volume plus various fee based programs which includes MD/HD Finance (sub-prime) and any other fee based programs that may be developed to market from time to time. In addition, the Regional Sales Director must have the ability and aptitude to take on special projects that may come about, such as the sale of repossessed vehicles, to the effective satisfaction of HCA.

Business is originated through various truck/trailer dealers and distributors throughout the U.S. who have signed on to work with Hitachi Capital as a retail and wholesale finance source for their dealership. Dealers come to HCA through two distinct routes. The first method is through the various manufacturer programs and partnerships that have been developed and the respective dealer networks these manufacturers possess. The second method is through the active solicitation of Commercial truck/trailer dealers representative of any truck/trailer manufacturer or seller of new or used trucks/trailers that would benefit from working with HCA.

Once a dealer has been sourced through the Regional Sales Director and signed with HCA, the Regional Sales Directors responsibilities include the training of dealer personnel in the workings and use of our programs. This training and developing the dealer is an active and ongoing activity that is a key role for a Regional Sales Director in the overall development of business generated to HCA from the dealer. In addition to this initial dealer introduction it is the responsibility of the Regional Sales Director to regularly follow up with the dealer to reinforce the training and use of our programs and services, offer new training if new sales or finance personnel are at the dealer, communicate and understand dealer issues regarding both the HCA retail and wholesale programs, and in general actively promote the use of HCAs programs and services to the dealer.

In addition to this personal development of business throughout the respective regions, the Regional Sales Director, along with the SVP/General Manager, Automotive, has the primary responsibility of managing Regional Sales Managers. This management would include the training, development and supervision of the Regional Sales Manager.

Commitment to Internal Control:
The incumbent accepts the responsibility for establishing and maintaining the internal control system associated with the essential duties and responsibilities of the functional areas that the incumbent manages.

Essential Duties and Responsibilities:
(List in order of time spent)
Manage an assigned region and successfully develop the region to maximize the business available from dealers affiliated with manufacturer programs as well as non-affiliated commercial truck/trailer dealers.
Along with the SVP/General Manager, Automotive, train, support and manage assigned Regional Sales Managers (if applicable). Conduct periodic dealer visits in the RSMs respective territories critique their performance and measure their results. Approve and authorize travel.
Introduce HCA programs and services and clearly explain the benefits that HCA offers to their dealers. Enroll dealers in both our retail and wholesale programs.
Train, develop and market HCA programs and services to dealers and promote HCA as primary finance source for the dealer.
Develop and present training sessions to dealer groups throughout region.
Ability to successfully interact and perform with manufacturer partner field and marketing personnel.
Clearly understand the marketplace in terms of manufacturer products and competitive finance programs and services. Have ability to communicate HCA benefits to dealers in support of their manufacturer products and value over competitive finance sources.
Ability to self-manage assigned regional territory. Includes the planning, scheduling and performing dealer visits, telephone contacts, handling dealer issues, questions and concerns, fulfill dealer requests, as well as other administrative assignments necessary to effectively manage the region.
Have a clear understanding of finance and lease transactions and have ability to clearly discuss these transactions with dealers or any other party in need of clarification.
Have a clear knowledge and understanding of the various fee and marketing programs that HCA may offer such as MD/HD Finance Programs and have ability to clearly discuss and market these programs to active and prospective dealers.
Have a clear knowledge and understanding of HCAs Dealer and Remarketing Agreements and have ability to clearly discuss and market these Agreements to active and prospective dealers.
Develop training and sales presentations specific to manufacturer needs and also dealer requests and have the ability to professionally present training and sales presentations to single or a group of dealers.
Have a clear understanding of all HCA operational departments and requirements with ability to interface with credit, collections, documentation, customer service, accounting, or any department or individual that may assist in a question or dealer/customer resolution.
Build strong professional relationships and conduct business and represent HCA in a professional manner.
Work closely and supportively with Dealer Support as the internal conduit for all dealer transactional activities as well as being the primary internal support group for the regional and district external market processes.
Plan and set budget for travel, entertainment and marketing activities for region and assigned regional territories for RSMs.
Complete and submit reports as requested or required. Reports can include weekly itineraries, call reports, monthly visit logs, expense reports and any report that may be required at various times.
Work with remarketing department to promote and effectively sell any used or repossessed vehicle that may be in the possession of HCA.
Attend association and trade shows, and meetings as necessary to promote HCA and our programs and services.
Assist with special projects as requested.

Responsibility and Decision Making Authority:
Act independently, Decision making within Company policy

Management/Supervisory Responsibilities:
Along with the SVP, General Manager, manage one or more Regional Sales Manager
Knowledge, Skills, and Abilities:
Thorough knowledge and understanding of the commercial truck finance business
Excellent communication skills, both oral and written, with ability to work well with and manage others
Team player and understand role in overall success of Division
Strong closer, able to develop an assigned territory
Self-starter with ability to work with minimal supervision
Ability to self-manage own sales activity as well as the management activity of district personnel
Ability to lead others and convey HCA and individual goals to maximum efficiency
Good analytical skills and problem solving ability
Excellent organizational skills

Education and Experience:
BS/BA Degree
Minimum of 5 years experience in either commercial truck marketing or truck leasing or finance preferable

Licensing and Certification:

Working Hours:
Hours may vary and will require evening work depending on business needs and will require working overtime.

Tools and Equipment Used:
Personal computer, copier, fax, phone, and other typical office equipment

Extensive travel is required

Physical Demands:
Digital dexterity and hand/eye coordination in operation of office equipment
Light lifting and carrying of supplies, files, etc.
Ability to speak to and hear customers and/or other employees via phone or in person
Body motor skills sufficient to