Dealer Finance Sales Representative

Dealer Sales Representative

Field Sales | Wholesale & Retail Finance Programs

Location: Acworth (Hybrid)

Yanmar America is seeking a Dealer Sales Representative to serve as the primary field-based representative for our finance programs within an assigned dealer territory. This role is responsible for driving finance program utilization, strengthening dealer relationships, and positioning YAF as the preferred financing source for all Yanmar Group Company products.

This position focuses on consultative selling, dealer education, and territory development, working closely with dealer partners and internal sales and credit teams to grow portfolio volume and penetration.

The Dealer Sales Representative is the face of Yanmar America Finance in the field. This role is responsible for building and maintaining strong relationships with dealer principals, sales managers, and finance staff while actively promoting YAF's wholesale (floorplan) and retail finance programs.

The position plays a key role in expanding dealer participation, increasing finance penetration, and supporting the overall growth strategy of YAF across the assigned territory.

Key Responsibilities

• Dealer Relationship Management
• Serve as the primary YAF contact for a defined dealer territory.
• Build and maintain high-trust, long-term relationships with dealer principals, sales managers, and finance staff.
• Maintain regular in-person and virtual contact with assigned dealers.
• Program Sales & Promotion
• Actively sell and promote YAF finance programs, including Floor Plan, Commercial Retail, and Consumer Retail.
• Position YAF as the preferred financing partner for Yanmar Group Company products.
• Drive increased program participation and portfolio growth.
• Dealer Training & Education
• Conduct regular, structured training sessions with dealer staff on YAF's application process, dealer portal, program requirements, and compliance standards.
• Ensure dealer teams are knowledgeable and confident in using YAF finance programs.
• Performance Monitoring
• Track and analyze dealer performance metrics, including volume, penetration rate, and application quality.
• Partner with dealers to develop action plans to increase finance sales and improve performance.
• Cross-Functional Collaboration
• Work closely with Yanmar Group Company sales teams to align finance offerings with sales initiatives and territory goals.
• Coordinate with internal credit, underwriting, and dealer support teams to support dealer success.
• Market Intelligence
• Gather and report competitive intelligence, market trends, and dealer feedback.
• Provide input to support ongoing program development and strategic planning.
• Dealer Support Coordination
• Serve as the initial escalation point for complex dealer finance issues within the territory.
• Coordinate with the Dealer Support Specialist and Sr. Credit Analyst/Underwriter to resolve issues quickly and effectively.
• Compliance
• Ensure all dealer finance activity within the territory complies with YAF policies and regulatory requirements.

Knowledge, Skills, and Abilities

• Exceptional relationship-building and consultative selling skills
• High energy and ability to thrive in a performance-driven, field-based environment
• Strong presentation and public speaking skills for group training and dealer meetings
• Strong understanding of the dealer business model and financing lifecycle, including floorplan and retail lending
• Ability to negotiate and influence at all levels of a dealership organization
• Excellent time management, organization, and territory planning skills

Core Competencies

• Sales Ability
• Building Relationships
• Communication
• Planning and Organizing
• Job Knowledge

Qualifications

• Bachelor's degree in Business, Finance, or a related field preferred
• Minimum of 3+ years of experience in captive finance, equipment finance, or automotive finance field sales or dealer development
• Proven track record of achieving sales and finance penetration goals within a dealer network
• Proficiency in CRM tools and basic finance software
• Ability to travel extensively, with 70%+ time on the road within the assigned territory

Additional Information

This job description reflects management's assignment of essential functions; it does not prescribe or restrict the tasks that may be assigned. This description does not constitute an employment agreement and is subject to change based on business needs.