Pfaff Leasing General Sales Manager

Pfaff Leasing General Sales Manager

Lithia Canada Leasing, Woodbridge, ON L4K 8R1

**Pfaff Leasing General Sales Manager**

The Pfaff Leasing General Sales Manager is responsible for ensuring sales targets are met, managing pricing effectiveness within the Captive business, new business development, portfolio/relationship management and team development.

The General Sales Manager reports to the Pfaff Leasing Director.

**Responsibilities**
- Manage, coach and develop team of Captive Sales Representatives located across Canada. Utilize scheduled sales meetings and one-on-ones to increase institutional knowledge and target specific growth areas, for both the team and individual representatives, through training, job shadowing and sharing of best practices.
- Responsible for ensuring that Captive sales targets are met, while maintaining target interest rate spread contributing to profitability of the business. Constantly monitor results against targets and develop strategies to overcome areas (geographic, business line or specific Sales Representatives) that fall short of established targets.
- Assist with developing lease & loan programs that are competitive in the marketplace, while ensuring that vehicle residuals (where applicable) are aligned with expected wholesale values at the conclusion of leases. Regularly solicit competitive intelligence to ensure competitiveness of programs.
- Work with Sales Representatives to develop, grow and maintain existing client relationships and mine for additional opportunities, with a focus on improving customer satisfaction and ease of doing business.
- Collaborate with Sales Representatives to hunt for new dealer partner relationships along with opportunities to further broaden the company’s financial offerings into new lines of business.
- Act as central point for all sales leads and distribute to the team with effective follow-up to ensure that lead follow-up meets company standards.
- Partner with Director and Dealer Relations team to support Lithia/Pfaff dealership partners through program reviews, assistance with dealer inquiries, and dealer visits to improve partnership between Pfaff Leasing and its’ dealer partners.
- Constantly monitor vehicle pricing in the marketplace ensuring knowledge of macro-environment and overall price trending. Utilize this knowledge to assist with deal structuring and to objectively review residual exception requests submitted by Sales Representatives, Dealer Relations & Dealerships when residuals values vary from established programs.
- Review new lease paperwork (Captive deals only) for accuracy and compliance with regulatory requirements and execute all documents on behalf of the company.
- Manage all on-ground inventory of the company across Canada. Obtain wholesale bids, where required, and document within company books and records. Make recommendations regarding reconditioning of vehicles and above all else maximize the financial return of all assets to the company.
- Conduct audits of Captive funding packages and authorize all deals for processing into books and records. Complete Sales Representative commissioning of all deals and record all sales where required by regulatory bodies.
- Handle all disputes between team members. Objectively listen to all evidence and make decision on behalf of the company.
- Manage any customer complaints, related to the captive business, maximizing customer satisfaction.
- Oversee lease maturity process ensuring that reporting is distributed monthly, 3rd party inspections are completed (as required) and over-term leases are being handled to satisfactory resolution. Recommend further action, where required, for over-term leases significantly past expiry.
- Partner with Marketing to develop content that can be utilized for external advertising to reach new customers and attract leads.
- Consistently partner with other internal business partners to uncover opportunities to enhance customer & dealer relationships.
- Resolves unusual or non-routine inquiries to ensure customer satisfaction.
- Maintains complete knowledge of and complies with company and departmental policies, procedures and standards. Assist with documenting new policies and procedures and effectively manage annual review of all existing policies and processes.
- Other duties as assigned.

**Skills and Qualifications**
- 5-years’ experience in an automotive dealership or automotive leasing company required.
- Experience in sales required.
- Strong attention to detail.
- Sense of urgency.
- Excellent communication.
- PC skills including knowledge and use of MS Office (Excel, Word, Windows, etc.)
- A valid Driver’s License and clean driver’s abstract is required for this role.

**Competencies**
- Does the right thing, takes action and adapts to change
- Self-motivates, believes in accountability, focuses on results, makes plans and follows through
- Believes in humility, shares best practices, desires to keep learning, measures perfor