Regional Manager – Vendor Services Group

Key Objective:

Primary Responsibilities:

• Actively prospect and develop new vendor and lessee relationships.
• Drive volume and further penetrate existing vendor and lessee relationships.
• Service your customers by exceeding their expectations and providing “cradle to grave” solutions.
• Maintain an average of 400 outbound vendor-oriented calls per week.
• Assist vendor salespeople with leasing sales training on a regular basis through sales meetings, conference calls, tradeshows and scheduled one-on-one phone calls.
• Treat your job as a craft - honing your skills in prospecting, closing, the handling of objections with appropriate rebuttals and account management. Take ownership of the metrics and objectives assigned to you.
• Manage your sales activity to success including metrics such as call activity, new lease applications, approval ratio, backlog, close ratio, booked volume, etc.
• Develop strong business relationships with both senior management and day-to-day contacts at established and newly developed vendor customers.
• Work with existing vendors to enhance their standing programs, securing a larger percentage of their leasing volume. This should include strategizing with their management team and sponsoring leasing sales trainings and incentives/promotions for their salespeople.
• Attend trade shows as required.
• Ensure that all new programs are administered properly and communicated to all applicable Balboa personnel including but not limited to Credit and Front End Operations.
• Maintain a strong relationship with Balboa Capital’s management and day-to-day support teams in all departments within the company.
• Work in lockstep with your Vice President of Inside Sales, updating him regularly on your progress with top vendors and/or transactions.
• Seek assistance from your manager as required.
• Be a team player.
• Ensure that all reporting is crisp, professional and prompt.
• Submit expense reports on a timely basis according to Balboa Capital guidelines.

Prerequisite Requirements:

• Ability to communicate effectively in both written and verbal formats.
• Consultative Sales, Relationship building and management skills.
• Transferable book of business from $3,000,000 or greater.
• Successful candidate can be located in remote locations across the United States.
• Strong negotiation and organizational skills.
• Knowledge and familiarity with Microsoft Office and various CRM software programs.
• Knowledge of HP 17BII functions including but not limited to advance payment, cash flow, quarterly and semi-annual payment calculations preferred.
• College degree in Business Management preferred.
• Ability to travel (approximately 10%).

Quantitative Objectives:

• Sales Activity: Average of 400 outbound vendor-oriented calls per week.
• Vendor Origination: Monthly and annual new vendor origination objectives TBD.
• Vendor Penetration: Monthly and annual growth rate of 20% from existing vendor relationships.
• Volume: Monthly and annual stated volume objectives TBD.

Qualitative Objectives:

• Be recognized as a positive contributor at Balboa Capital and as one of the catalysts for a successful vendor initiative.
• Support the rest of the Balboa Capital organization in a team fashion by sharing time, resources and information as needed.