Volvo Group
Director Regional Sales - West Region
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Transport is at the core of modern society. Imagine using your expertise to shape sustainable transport and infrastructure solutions for the future. If you seek to make a difference on a global scale, working with next-gen technologies and the sharpest collaborative teams, then we could be a perfect match.
What you will do
The Regional Sales Director (RSD) – West Region reports to the VP of Truck Financial Services within Volvo Financial Services USA (VFS USA). The RSD is the commercial leader of their assigned region, leading the sales and marketing activities of District Finance Managers (DFMs) to achieve growth of finance volume, finance penetration, and profitability while focusing on the development of a high-quality and well-balanced credit portfolio. In addition, the RSD builds strong dealer, customer, and OEM relationships within their region. The RSD must also be effective in developing long-term customer and brand loyalty using Volvo Financial Services’ complete array of products and services.
Core Responsibilities
- Leads commercial activities to achieve sales targets, including finance volume, finance penetration, and profitability using the following products: retail loans, leases, wholesale financing, insurance, service contracts, full maintenance leasing, and contract maintenance.
- Provides leadership and development for the team of DFMs.
- Develops and manages the implementation of sales strategies and execution plans supporting sales objectives.
- Integrates marketing, sales, and service strategies within VFS and promotes new offerings.
- Assists in the development of a high-quality and well-balanced credit portfolio.
- Assists with the qualification of transactions to meet company credit underwriting standards.
- Uses a sales management process which includes recruitment and selection of DFMs, establishing expectations, providing development, coaching, feedback, measurable accountability, and sustaining momentum.
- Employs a sales forecasting system, sales process, pipeline management system, volume and margin analysis process, and a sales performance management report system.
- Guides DFMs to prospect, add value, and maximize margins.
- Coordinates sales activity with Volvo and Mack Trucks Regional OEM sales personnel to support sales objectives.
- Interfaces with dealers to mediate escalated issues.
- Assesses competency of the DFMs and initiates development as needed and ensures accountability.
- Participates in the design and implementation of the incentive plan for DFMs.
- Actively participates with the field sales force through team and joint sales calls.
- Participates in dealer associations to stay current with industry trends and our competition.
- Ensures adherence to established policies, procedures, and budgets.
Who are you?
Minimum Education and Experience Required
- BA/BS degree in Finance or Marketing; MBA preferred.
- 10+ years of experience in truck, trailer, or construction equipment financing, equipment leasing, or full-service leasing.
- 5+ years’ experience managing others, preferably a field sales force and in market segmentation and strategic action mapping sales strategies.
- Experience selling financial products and managing a high-performing credit portfolio through a dealer or distribution network in trucks, trailers, or construction equipment.
- Proven strategic skills in business, marketing, sales, commercial equipment leasing/finance, operations, public relations, and financial analysis including the ability to analyze dealer financial statements.
- Strong skills in strategic planning, structuring, negotiating finance transactions, and financing capital equipment.
- Strong understanding of the principles of leasing; tax aspects, cash management, off-balance sheet, and lease versus buy decision making.
- Experience with finance/leasing pricing tools such as SuperTrump and financial calculators.
- Demonstrated ability to generate effective and consistently reliable customer responses.
- Experience as a change agent or innovator in a sales management role.
- Verbal and written communication appropriate for a management-level position.
- Computer literacy in Microsoft Office.
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Required Leadership Competencies
- Leadership and team building.
- Conflict management and resolution.
- Positive attitude.
- Customer focus: Establishes relationships with customers and colleagues and gains trust and respect.
- Delegation: Delegates tasks and decisions and shares responsibility and accountability. Inspires others to be action-oriented and maintain motivation.
- Developing Direct Reports & Others: Provides challenging tasks and assignments. Holds development discussions and knows each person's career goals. Works with performance issues consistently.
- Directing Others: Gives clear directions, lays out work in an organized manner, maintains two-way dialogue with others. Brings out the best in people and promotes team building.
- Managing Diversity: Manages all people equitably and deals effectively with all races, nationalities, cultures, disabilities, ages, and genders and supports equal and fair treatment and opportunity for all.
- Fairness to Direct Reports: Acts fairly and has candid discussions without a hidden agenda. Never gives preferential treatment.
- Informing: Provides timely and relevant information people need to know to do their jobs and to feel good about being a member of the team.
- Integrity and Trust: Widely trusted and seen as a direct, truthful individual who keeps confidences and admits mistakes. Never misrepresents him/herself for personal gain.
- Learning on the fly: Learns quickly when facing new problems and is a relentless and versatile learner, open to change. Quickly grasps the essence and the underlying structure of anything.
- Perseverance: Pursues everything with energy, drive, and a need to finish, especially in the face of resistance or setbacks.
- Priority Setting: Spends time and the time of others on what's important. Creates focus for the team and eliminates roadblocks.
- Drive for Results: Exceeds goals and is constantly and consistently a top performer who pushes self and others for results. Builds an accountable culture within their team.
- Self Development: Personally committed and actively works to improve him/herself. Understands different situations and levels call for different skills and approaches.
Other Requirements
- Location for RSD – West Region is flexible within the West Region. Preferred candidate will reside in California, Arizona, or Washington near a major airport hub.
- This position requires frequent travel.
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Compensation
At the Volvo Group, we strive for a clear, transparent, and straightforward compensation approach, motivating you to contribute to the company’s growth. For this position, the base pay is set at $145,000.00 - $178,000.00 annually, and where applicable, bonus eligible. The range for this role, as well as the final salary offered, is determined by several factors, including, but not limited to, geographic location, work-related knowledge, certifications, skills, education, and experience. In addition to these factors, we believe in the importance of pay equity and consider internal equity of our current team members as part of any final offer.
In addition to a solid package of compensation and benefits, plus you will enjoy:
- Competitive medical, dental, and vision insurance.
- Generous paid time off.
- Competitive matching retirement savings plans.
- Working environment where your safety, health, and wellbeing come first.
- Focus on professional and personal development through Volvo Group University.
- Programs that make today’s challenging reality of combining work and personal life easier.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, disability, or status as a protected veteran.
We value your data privacy and therefore do not accept applications via mail.
Who we are and what we believe in
We are committed to shaping the future landscape of efficient, safe, and sustainable transport solutions. Fulfilling our mission creates countless career opportunities for talents across the group’s leading brands and entities.
Applying to this job offers you the opportunity to join Volvo Group. Every day, you will be working with some of the sharpest and most creative brains in our field to be able to leave our society in better shape for the next generation. We are passionate about what we do, and we thrive on teamwork. We are almost 100,000 people united around the world by a culture of care, inclusiveness, and empowerment.
At Volvo Financial Services, we are working together to shape the world we want to live in. As the captive finance arm of the Volvo Group, VFS provides financial services and solutions that meet the needs of our customers’ evolving business. Through our dedication to innovation, we support society in its adoption of sustainable transport and equipment solutions. VFS is headquartered in Gothenburg, Sweden, and serves Volvo Group customers and dealers in more than 50 markets.
What’s in it for you?
We offer a solid and competitive package of compensation and benefits, plus you will enjoy a diverse working environment with a culture of care and inclusion. As an investment, we support your personal development and growth to achieve your career aspirations. Volvo Financial Services is an on-site business, and we understand that you might need occasional or temporary flexibility, which your leader is equipped to manage and fits well to our culture, as being together enables us to build upon our innovative and collaborative culture, as well as develop you for continued success.
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