Director of Sales - Transportation

Position Overview

This individual will be responsible for originating, structuring, and closing Heavy Duty, Work Truck Dealers, Vocational and Trailer Dealerships loans and leases.

Commitment To Internal Control

The incumbent must understand, abide and uphold the system of internal controls related to the essential duties and responsibilities of the position.

Essential Duties And Responsibilities

• Meet annual funding and ROA targets and objectives for the assigned district.
• Promote the Company’s Digital and FinTech initiatives by becoming an expert in these products and working to get all assigned vendors onto these products (Propel, Salesforce, Digital documentation).
• Have a clear understanding of credit guidelines, lending requirements and operational procedures.
• Work cooperatively with Inside Sales Manager to submit, approve, negotiate, document and fund transactions in a timely manner creating a positive experience for our dealers.
• Have a clear understanding of credit guidelines, lending requirements and operational procedures.
• Understand the competitive market within all segments of the commercial vehicle industry and promote Mitsubishi HC Capital America (MHCA)’s value proposition accordingly.
• Know, understand, and present our products and services including retail financing, inventory financing, SDG mobility solutions, insurance and working capital products to dealers, up fitters and OEMs and end-user customers.
• Identify and qualify prospect dealers, up fitters, OEMs, and end users within your assigned district.
• Prepare and present proposals to qualified dealer, up fitters, and OEM prospects and coordinate due diligence with credit team upon acceptance.
• Develop and maintain strong relationships with key decision makers at commercial vehicle dealerships.
• Identify, qualify, and price structure larger indirect sourced transactions, including credit write-up and financial presentation as requested.
• Effectively manage time commitments and scheduling of meetings along with maintaining CRM database along with recorded sales activities.
• Analyze the data of the district’s dealer relationships to assure the highest level of conversion and efficiency.
• Identify challenges and find solutions for underperforming dealers.
• Participate in industry events and conferences to create brand awareness for MHCA Transportation Finance
  
  

KPI’s (Key Performance Indicators)

• Achieve volume of $$MM for Fiscal Year 2026(to be determined by management).
• Achieve NIM target of(to be determined by management).
  
  

Responsibility And Decision-Making Authority

• Act independently; Decision making within company policy.
  
  

Management/Supervisory Responsibilities

• This job may have supervisory responsibilities.
• If so, the manager will carry out supervisory responsibilities in accordance with the organization's policies and applicable laws.
• Responsibilities may include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
  
  

Qualifications

• Proven track record to originate volume from approved Transportation Dealerships.
• Strong knowledge of underwriting, structuring, and documentary requirements required by credit.
• Adept at working with executives to develop long-lasting partnership relationships.
  
  

Competencies

• Thinking Skills
• Analytical ability
• Creativity innovation
• Problem-solving
• Communications
• Ability to listen
• Ability to speak clearly and persuasively in positive or negative situations
• Interpersonal Relationships
• Ability to work in a team
• Diversity - shows respect and sensitivity for cultural differences
• Ethics - treats people with respect
• Leadership Skills
• Strategic thinking
• Persuasion
• Quality
• Demonstrates accuracy and thoroughness
• Detail-oriented
• Technical and Professional
• Approaches others in a tactful manner
• Strives to continuously build knowledge and skills, shares expertise with others
• Business acumen - understands business implications of decisions and demonstrates knowledge of market and competition
• Personal Qualities
• Self-motivated
• Adaptability - adapts to changes in the work environment; manages competing demands
• Entrepreneurship
• Networking skills
• Client-oriented
• Results-oriented
  
  

Education And Experience

Bachelor's Degree (BA) from four-year college or university, or one to two years of related experience and/or training, or equivalent combination of education and experience.

Tools And Equipment Used

• Personal computer, copier, fax, phone, and other office equipment.
• Ability to use virtual meeting software.
  
  

Working Hours

Hours may vary and will require evening work depending on business needs.

Travel

• Travel as needed basis to visit clients with designated district and attend industry events.
  
  

Physical Demands

• Digital dexterity and hand/eye coordination in operation of office equipment.
• Light lifting and carrying of supplies, files, etc.
• Ability to speak to and hear customers and/or other employees via phone, person or virtually.
• Body motor skills sufficient to enable incumbent to move from one office location to another.
  
  

The position is exempt and the salary will be between $80,200.00 and $95,800.00 with an opportunity to earn a discretionary annual bonus.

The salary range is determined and based on internal equity, market data/ranges, applicant's skills, prior relevant experience and education.

Additional Benefits

• Medical, Dental, and vision plans
• 401(k) and matching
• Paid Time Off
• Company Paid Life Insurance
• Employee Assistance Program
• Training and Development Opportunities
• Employee Discounts
  
  

The job description does not constitute an employment contract, implied or otherwise, other than an “at will” relationship and is subject to change by the employer as the needs of the employer and requirements of the job change.