DRM Zone B - CDN Dealer Services

CA-NB
Requisition ID
2017-30240
Employee Type
Full Time-Regular
Category
Sales

Overview

The Dealer Relationship Manager (DRM) is responsible for managing and marketing assigned dealer relationships within New Brunswick, Canada territory. This team member will provide quality customer service by satisfying the business needs of the customers and GM Financial. This team member`s overall responsibility will be to develop dealer relationships, train dealer staff to generate contracts according to GM Financials established credit risk and profitability models.

 

Other duties include taking corrective actions through direction of RSM, in managing DAVs with Dealers and tough credit and funding situations. In addition to the Dealer relationship component the Dealer Relationship Manager is to work closely with the District Sales Managers of GMCL to coordinate field activities where possible.

 

Responsibilities

Job Duties

 

Territory Management through efficient and effective calls, planning, reporting and collaboration with RSM within corporate guidelines (25%)

  • Work with RSM in developing a strategic approach to managing and growing volume within their assigned territories.
  • Coordinate meetings and deliver training programs strategic to supporting internal and external (Dealer) training and education.
  • Ensure sales objectives are being met based on forecasted volumes.
  • Constantly evaluate Dealer performance within the territory for opportunities to improve performance and prioritized field activity.
  • Maintain and exceed necessary dealer relationships to ensure volume objectives are achieved within established program and credit guidelines.
  • Maintain a log of dealer visits and dealer feedback within Salesforce
  • Manage expenses, expense control and timely submission of expenses within defined corporate policy.  

Meet forecasts for the Regional market on retail lease and loan volume. Targeting quality business targeted through Dealer partners and identification of performance improvement opportunities and execution plans to improve region performance. (40%)

  • Ownership of forecasting Dealer results within defined territory and identification of opportunities to exceed performance in each store with specific action plans monthly.
  • Provide competitive market information to the RSM on a frequent and as occurred basis.
  • Liaise between GMF management and GMCL Field Operations to manage territory's objectives, strategies and operational results on a timely basis.
  • Use competitive analysis to create and plan effective sales strategies.
  • Follow up on approved deals
  • Development of action plans with Dealers to improve efficiency on items like DI and closing ratios on retail.
  • Address poor performing Dealers and follow up on a monthly basis (or more) to confirm the Dealer is meeting objectives.
  • Analyze dealer specific data on efficiency trends, profitability and performance. Review findings with management and address dealers in problem areas. Discuss these reports with Regional Sales Manager and decide on appropriate action to be taken on dealerships that are not meeting company objectives. 

Support the development and maintenance of the GM Financial brand in Canada. (25%)

  • Work with the RSM on the deployment and utilization by Dealers of Canadian marketing material and communications.
  • Provide input through their RSM to help establish the direction of training initiatives to support GMFs growth objectives.
  • Assist GMCL and Dealer customers with their growth objectives. 

Stay abreast of potential opportunities, competitive landscape and identify areas of improvement and opportunity. (10%)

  • Remain informed of industry related trends and communicate this information to staff on a required basis.
  • Represent GM Financial at appropriate industry functions throughout the Territory.
  • Maintain the integrity of the GM Financial brand and enforce the corporate graphic standards program within the Region  
  • Support all Lender alliance development efforts as direct by RSM
  •  Promote a culture of teamwork, excellence and integrity

REPORTING RELATIONSHIP

Reports to: Regional Sales Manager Canada

Direct Reports: None

 

Qualifications

Education

  • High school diploma required. Bachelor’s degree preferred

Experience

  • Experience in automotive financial segment with a focused discipline in sales
  • Demonstrated ability to work independently in the field
  • Automotive Lending background including credit.

Knowledge/Skills

  • Solid knowledge of the Canadian consumer auto finance industry including knowledge of Canadian leasing and retail.
  • Knowledge of loan aggregator systems (portals) is required.
  • Knowledge of consumer lending policies and procedures.
  • Understanding level capability in product marketing and programs.
  • Capable of planning and prioritization within the territory.
  • Strong level capability with relationship building.
  • Strong coaching and training skills at a Dealer level.
  • Strong presentation skills.
  • Advanced oral and written communication capability.

Working Conditions

 

Physical Demands

  • Sitting – Continuous
  • Repetitious body motions
  • Sitting – Frequent
  • Maintaining one position (driving) - Frequent
  • Clicking of the mouse - Periodically
  • Writing - Frequent
  • Holding telephone – Frequent
  • Travel, Air and Car – Frequent (predominantly Car Travel)
  • Attending Meetings - Frequent
  • Maintaining one position - Frequent

Sensory Demands

  • Counseling – Frequent
  • Observing clients - Frequent
  • Talking to customers/clients
  • Negotiating
  • Listening - Frequent
  • Talking to employees – frequent
  • Looking at computer screen – Frequent
  • Presentations - Frequent

Environmet

  • 70% Travel

Disagreeable Conditions/Hazards

  • Travel
  • Unhappy customers/dealers - Frequent
  • Weather – Frequent
  • Interruptions - Occasional

 

GM Financial is an equal-opportunity employer, and is committed to diversity and inclusiveness in its employment practices. Employees must meet qualification standards that are job-related and consistent with business necessity and must be able to perform the essential job duties of the position, with or without reasonable accommodation. If you require a specific  accommodation because of a disability or medical need, please contact  hrconnection@gmfinancial.com or call 1-866-411-4748.

 

 

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job.  They are not intended to be an exhaustive list of all responsibilities, duties and skills required of personnel so classified.  Your function may not be limited to this and changing duties and responsibilities should be expected to meet changing business requirements.

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