Director Of Sales - Western Region

Position: Director, Regional Sales

Location: Western Canada

Duration: Permanent

ABOUT THE ROLE:

The Regional Sales Director is responsible for the profitable growth and maintenance of the small and mid-ticket vendor equipment financing portfolio in their assigned region. The incumbent is directly responsible for their regional leasing portfolio and for the sales management of their Account Managers and Sales Representatives. The incumbent is responsible for achieving the Region's annual leasing targets. The incumbent is responsible for the identification of market opportunities and overall marketing strategy of the Region.

RESPONSIBITIES:

· Ensures the profitable growth of leasing portfolio by achieving the region's annual targets for leasing, through direct transactions and sales management.

o Develops and maintains referral sources for equipment leasing by supporting the branches and targeted vendors in the region.

o Initiates and directs market research efforts to maintain current competitive information and identify opportunities for equipment financing in the region.

o Ensures the development and implementation of products.

· Hires, manages, and motivates the Account Managers and Sales Representatives to achieve annual sales objectives.

o Provides strong leadership to motivate and coach both individual and team performance.

o Develops Account Managers and Sales Representatives in relation to business objectives through sales and product training.

o Prepares budgets and maintains control over direct report’s expenses.

· Acquires profitable, good quality equipment financing and leasing business

o Plans and directs the sales effort of the Account Managers and Sales Representatives to identify potential leasing customers through both branch referrals and targeted equipment vendors.

o Represents MOCC to industry associations and other groups of potential customers.

o Provides training to sales team.

o Identifies prospects and implements an aggressive calling program.

· Recommends pricing policies, which reflect the funding strategy

· Formulates and recommends long-term marketing strategies.

· Ensures the quality and maintenance of portfolio by properly documenting and registering all transactions in accordance with the credit authorization and insurance requirements.

· Develops and maintains accurate and timely reports to senior management.

· Supports National Accounts programs in order to help develop and maintain quality programs.

· Responsible for working closely with the company to develop and maintain quality cross referrals, develop and bring new name opportunities to Commercial Banking Centres, and develop potential vendors from existing Commercial clients

REQUIREMENTS:

· Bachelor’s Degree or equivalent experience.

· Minimum 7 years experience in either a captive or third-party lease environment.

· The incumbent must have 7 to 10 years of experience in sales, credit and supervisory in the equipment finance industry.

· The incumbent must be confident and display a high level of energy combined with a strong sense of urgency to source and win vendor streams.

· Excellent communication skills are required to cement relationships with executives both internally and externally.

· This position requires a results-oriented equipment finance marketing expert.

· The individual must focus on the strategic business targets by identifying profitable streams ranging from $2,500 to $3,000,000.

· Previous success in marketing and selling equipment finance products is mandatory.

· The incumbent must have expert knowledge of the equipment finance industry, the financial theory of lease versus buys and discounted cash flow analysis.

· The incumbent must be extremely analytical, accurate, and thorough in order to assess and document a large number of transactions.

· The incumbent must have an expert knowledge of the competition with significant contacts in the industry to keep the Bank abreast of major changes or trends.

· The incumbent must have an above average reputation in the equipment finance industry for providing superior customer service.

· The incumbent must possess excellent presentation skills and training skills for CBC’s, vendors, and customers.

· The incumbent must possess excellent selling skills and inter-personal skills to effectively sell to both customers and Bank personnel.

· The incumbent must be extremely well organized in order to handle the volume of activity in the Region.

· Above average computer skills are mandatory.

· Within broad direction provided by the Regional Vice President, and functioning independently, the incumbent prepares and recommends strategies and plans to acquire profitable business.

· The incumbent recommends to the Regional Vice President the annual vendor targets for the Account Managers and Sales Representatives.

This role will require travel across Western Canada.