Director of Sales - California South District

, CA, United States

Credit Acceptance is proud to be an award-winning company with local and national workplace recognition in multiple categories! Our world-class culture is shaped by dedicated Team Members who share a drive to succeed as professionals and together as a company. A great product, amazing people and our stable financial history have made us one of the largest used car finance companies nationally.

Our outside sales professionals are on the front line pushing the boundaries of our company growth and revenue generation. We continuously strive to meet our company goals by increasing quality dealer enrollments, building relationships, and consulting with our dealers on how to improve their business. Our sales force is nationwide, and they receive strong support from our many resources at the corporate offices. As an employee-centric organization, we have an intense focus on professional development and continuous improvement that contributes to making this a Great Place to Work!

The Director of Sales (DOS) role is responsible for leading a team of Market Area Managers (MAMs) in a particular geographic territory. The DOS is expected to grow and improve our business within their territory by hiring, training, and developing a team of MAMs to enroll dealers and have them consistently produce contract volume. This is most often successfully accomplished when the DOS possesses and applies the necessary knowledge and skills of the Organizational Health model (outlined below) and does so in a way that is consistent with Credit Acceptance’s core values.

Outcomes & Activities :

This position will work remotely in an assigned geographic territory.

Following and constantly monitoring the 10 Dimensions of Organizational Health:

Right People – Would you enthusiastically rehire each person on your team?

Right Number – Do I have the right number of people?

Organizational Design – Is work organized to achieve company objectives? Do I spend enough time coaching and communicating with each team member?

Clear Expectations – Does everyone on the team understand what is expected of them?

Training – Does everyone on the team have the necessary skills and knowledge to succeed in their current role?

Performance Management – Have I clearly and timely communicated how actual performance compares to expectations and have we agreed on action plans where required?

Measurement – Is the performance of each market captured adequately via an existing metric? Are existing metrics sufficient to allow appropriate action plans to be created?

Incentive Plans – Do my incentive plans and recognition programs motivate my team members to achieve their goals?

Right Environment– Are you leading in a manner that is likely to build trust within your team? Do team members have the information needed to effectively do their jobs?

Tools – Do existing policies, processes, and technology allow team members to efficiently accomplish their work?

You will be measured on your ability to grow your business profitable. Key metrics include:

New business:

Enrolling new dealers

Contract volume from new dealers

Active dealer growth

Contract volume growth

Contract approval growth

Knowledge and Skills :

Mentor and coach MAMs effectively by identifying performance and knowledge gaps and dealing with unsatisfactory performance promptly and appropriately.

Run effective meetings to produce and deliver logical and concise agendas.

Demonstrate the job specific knowledge and technical skills to complete performance objectives.

Demonstrate effective leadership by showing MAMs how to strategize and plan dealer visits, run effective meetings in an organized fashion, ensure that the right people are in the room, develop a clear agenda, and have a strong, persuasive, and engaging presence.

Be a quick thinker with the ability to understand and interpret information promptly and effectively by applying logical analysis to make quality decisions on a timely basis.

Respond promptly and effectively to problems.

Demonstrate self-awareness and understand own strengths and development needs while seeking feedback to gain insight from mistakes.

Gain trust of others and build solid relationships across and vertically throughout the organization and with our Dealers.

Hire and develop a high performing team by providing leadership, guidance, and support to ensure the delivery of high-quality performance.

Proactively identify future business opportunities and develop strategies to address them. Think strategically to create appropriate strategies for areas of responsibility, identifying and implementing ideas that add value to the business

Requirements :

Five (5) years of experience managing sales in a dealership or corporate setting with a proven track record of growth, hiring, training, and performance management.

Proven trend of improved performance, including examples of learning from mistakes and taking action on training/coaching.

Residence in and/or willingness to relocate to the District.

The ability to travel 75% of the time.

Automotive experience

Targeted Compensation: $192,460 Base Salary + Uncapped Monthly Commission

INDSAMP

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Benefits

Excellent benefits package that includes 401(K) match, adoption assistance, parental leave, tuition reimbursement, comprehensive medical/ dental/vision and many nonstandard benefits that make us a Great Place to Work

Our Company Values:

To be successful in this role, Team Members need to be:

Positive by maintaining resiliency and focusing on solutions

Respectful by collaborating and actively listening

Insightful by cultivating innovation, accumulating business and role specific knowledge, demonstrating self-awareness and making quality decisions

Direct by effectively communicating and conveying courage

Earnest by taking accountability, applying feedback and effectively planning and priority setting

To create an environment where people do their best work, we focus on the dimensions of Organizational Health. All leaders must:

Identify the Right People by recognizing top talent

Set Clear Expectations by managing change and directing others

Train team members and focus on developing talent

Performance Manage by ensuring accountability and driving results

Create the Right Environment by establishing trust and managing conflict

Maintain the Right Number of team members needed to build an effective team

Expectations:

Remain compliant with our policies processes and legal guidelines

All other duties as assigned

Attendance as required by department

Advice !

We understand that your career search may look different than others. Our hiring team wants to make sure that this would be a fit not just for us, but for you long term. If you are actively looking or starting to explore new opportunities, send us your application!

P.S .

We have great details around our stats, success, history and more. We’re proud of our culture and are happy to share why – let’s talk!

Required degrees must have been earned at institutions of Higher Education which are accredited by the Council for Higher Education Accreditation or equivalent.

Credit Acceptance is dedicated to providing a safe and inclusive working environment for all. As part of our Culture of Compliance, we are proud to be an Equal Opportunity Employer and value our culturally diverse workforce. All qualified applicants will receive consideration for employment regardless of the person’s age, race, color, religion, sex, gender, sexual orientation, gender identity, national origin, veteran or disability status, criminal history, or any other legally protected characteristic.

California Residents: Please click here for the California Consumer Privacy Act (CCPA) notice regarding the personal information Credit Acceptance may collect from you.

Play the video below to learn more about our Company culture.

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