ZSM-Dealer Finance

Job Role - Zonal Sales Manager

Responsibilities

The Zonal Sales Manager for Dealer Finance will be responsible for developing and executing strategic sales plans to achieve SOH and P&L targets. This role involves managing regional sales teams, building and managing relationships with key dealership partners, OEMs and working with internal departments to achieve growth of customers and portfolio.

• Develop and implement Zonal sales strategies to meet and exceed loan volume targets.
• Collaborate with senior leadership to identify growth opportunities and market trends.
• Create tailored strategies for different regions based on market dynamics.

SOH and P&L responsibility for Dealer Finance at Zonal Level.

• Lead, mentor, and manage a team of regional sales managers and zonal sales managers.
• Set performance goals, provide coaching, and ensure team accountability for achieving targets.
• Drive a culture of high performance and continuous improvement.

Build and maintain strong relationships with key dealership partners. Engage with OEMs to explore funding opportunities and new tie-ups as preferred financiers for them. Act as the primary point of contact for large dealership networks and key accounts.

• Collaborate with credit, operations, and risk teams to ensure strong risk management.
• Monitor the performance of loan products and make recommendations for improvement.
• Identify opportunities for expansion into new markets or regions.
• Lead efforts to onboard new dealerships and grow the existing dealer base through new products / tie-ups.
• Represent the company at OEM meetings, conferences, and dealership meetings.

• Analyze sales performance data to measure the effectiveness of sales strategies and tactics.
• Prepare reports for senior management on sales progress, market trends, and dealership performance.
• Adjust strategies based on data-driven insights and dealership feedback.

Ensure compliance with all regulatory requirements related to dealership financing. Collaborate with legal and compliance teams to mitigate risks and address any issues proactively.

Be able to represent financing proposals in credit committees / Board.

Job Requirements

• Bachelor’s degree in business, Finance, or a related field (CA/MBA preferred).
• Experience: 10 -15 years of relevant experience in auto finance or financial services, with a strong focus on dealership relations.
• Underwriting experience in dealer finance or working capital will be an added advantage.
• Proven track record in a leadership role managing large sales teams across multiple regions.
• Experience in auto loans or other consumer finance products.
• Strong leadership and team management abilities.
• Excellent negotiation, communication, and interpersonal skills.
• In-depth knowledge of the auto dealership ecosystem and auto loan financing.
• Analytical mindset with the ability to interpret sales data and market trends.
• Ability to travel as needed.

Personal Attributes:

• Self-driven, goal-oriented, and able to thrive in a fast-paced environment.
• Excellent problem-solving abilities and a strategic thinker.
• Strong relationship-building skills with an ability to influence key stakeholders.

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