Director - Sales Operations - Hyundai Capital America - Irvine

Job description
Direct and oversee national field sales organization responsible for delivering HCA and HCI business goals. Develop national sales plan in support of HCA and HCI objectives. Provide clear and definitive field sales leadership. Responsible for all HCA and HCI field sales activity. Drive all Sales initiatives to completion. Coach and develop regional management talent. Position HCA and HCI sales force as trusted advisors to Hyundai dealers.


Essential functions of the position:
1. OEM & Dealer Relationship
* Effectively communicate and demonstrate the captive value proposition to OEM and dealer partners.
* Collaborate with OEM regional leadership to successfully deliver joint OEM/Captive goals.
* Develop and execute strategy to generate revenue growth through dealer relationship, dealer conquest activities, and strategic acquisition of dealer group accounts (Publicly Owned Groups).
* Drive delivery of the captive message across all dealers clearly and consistently.
2. People Management
* Lead the development of field sales leadership team through coaching and mentoring. Identify key talent gaps and skill gaps and work with Human Resources in developing training and people strategies.
* Lead the performance management process for field sales: evaluates RSD, RSM, BDM and DMI performance, monitors performance of KPIs and achievement of business goals.
3. Implementation
* Direct and oversee implementation of all initiatives within Sales Field Operations.
* Lead the development, coordination and implementation of business and conquest strategy for all Commercial Dealer Finance, Retail/Lease and Extended Warranty/F&I products and programs in conjunction with field sales, the OEM, and business unit senior management.
* Identify opportunities within the Dealer Finance and F&I product suite to accelerate growth and improve profitability (market potential, business case development, and financial impact).
* Set direction and focus for national and regional sales conferences. Coordinate with HQ to effectively implement.
4. Communications
* Manage delivery of dealer facing communication for major HCA actions impacting dealer body.
* Effectively communicate corporate initiatives to field sales organization.
* Coordinate with HQ counterparts and drive alignment for execution.
5. Perform all other duties as assigned.

Knowledge and Skills:
* Proven ability to lead a sales force at regional or national capacity.
* Proven leadership ability in developing positive and productive relationships with a wide variety of people, ability to gain cooperation and commitment from business partners, OEMs, Senior Management and Field Sales force.
* Proven ability in managing and cultivating dealer relationships with excellent communication skills, listening, verbal and interpersonal skills.
* Exceptional product Knowledge, management/leadership experience required. Product pricing experience is a plus.
* Strong technical and analytical skills. Excellent problem solving skills, able to understand root causes and provide solutions.


Education and Experience:
* BA/BS degree or equivalent experience preferred, MBA a plus.
* Effective presentation, presence and communication experience at Executive level.
* 15+ years of progressive responsibility within the auto finance sector is required.
* Related Dealer Finance, Retail and Lease and Extended Warranty/F&I sales and marketing experience.

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