Purpose

The Vice President of Retail Auto Finance Sales is responsible for leading the national sales and distribution strategy for retail auto finance products, with a focus on both prime and near-prime segments. This role is pivotal in enhancing dealer satisfaction by ensuring consistent, value-added engagement throughout the dealer sales journey.

The VP is expected to drive measurable improvements in sales effectiveness, including CRM adoption, salesforce performance, and conversion metrics such as look-to-book and book-to-approve ratios. A key aspect of the role involves fostering a client-centric culture across geographically distributed sales teams, while also executing cross-sell strategies that promote complementary financial products. The VP plays a central role in aligning customer experience strategies with Auto Finance value propositions and product capabilities, ensuring that the field sales force is equipped to deliver on both growth and service excellence.

Accountabilities

• Sales Performance Management: Drive national sales execution by setting and monitoring key performance indicators (KPIs) such as look-to-book, book-to-approve, and first-look ratios. Ensure regional sales targets and penetration benchmarks are consistently met or exceeded.

• CRM and Analytics Leadership: Champion the adoption and continuous improvement of Salesforce as the national CRM tool. Leverage analytics to track pipeline performance, territory optimization, and dealer engagement.

• Field Team Enablement: Lead, coach, and energize a geographically distributed sales team. Implement structured sales management routines and training programs to build a high-performing national sales force.

• Cross-Functional Collaboration: Partner with Product Development to ensure field readiness for new offerings. Align with Risk and Operations to maintain adjudication standards and compliance. Work with Marketing to drive brand visibility and campaign execution.

• Strategic Sales Planning: Define and execute the national retail sales strategy, including dealer network engagement, cross-sell initiatives, and loyalty program integration (e.g., Auto+, Scene+).

• Customer Experience Alignment: Integrate customer experience strategies with dealer-facing engagement models to enhance satisfaction and retention.

• Product and Risk Feedback Loop: Provide frontline insights to Product and Risk teams to inform feature design, policy clarity, and exception handling.

• Sales Capability Development: Direct the evolution of sales capability programs, including content development, delivery methods, and coaching frameworks.

Education / Experience / Other Information

• Proven expertise in retail auto sales and managing dealer-facing teams.

• Strong sales management and field leadership skills.

• Proficiency in CRM tools (e.g., Salesforce) and analytics platforms.

• Experience in cross-functional coordination and strategic sales planning.

• National scope with geographically distributed sales teams.

• Requires frequent collaboration across departments and regions.

• High accountability for sales targets and CRM adoption.

• Fast-paced, metrics-driven environment with a focus on dealer engagement.

Working Conditions

Work in a standard office-based environment; non-standard hours are a common occurrence. Limited travel occasionally.