Director of Sales

Position Purpose:

The Director of Sales is responsible for developing and executing the overall sales strategy of the leasing company to achieve portfolio growth, profitability, and market expansion objectives. This position provides leadership and direction to the sales team, drives new business development initiatives, strengthens client and referral partner relationships, and ensures alignment with the company's strategic goals, risk appetite, and credit standards.

The Director of Sales serves as a key member of the leadership team and works closely with credit, operations, finance, and marketing teams to deliver exceptional customer experience while generating sustainable growth.

Description of Duties, Responsibilities and Expectations

Strategic Leadership

• Develop and implement short- and long-term sales strategies aligned with corporate objectives.
• Establish annual sales goals, production targets, and market expansion plans.
• Monitor industry trends, competitive activity, economic conditions, and customer needs to identify growth opportunities.
• Recommend and execute initiatives to increase market share and profitability.

Sales Management

• Lead, coach, and develop a high-performing sales team.
• Establish performance expectations, sales metrics, and accountability standards.
• Conduct regular pipeline reviews, forecasting sessions, and performance evaluations.
• Recruit, hire, train, and retain top sales talent.
• Foster a sales culture focused on collaboration, accountability, customer service, and results.

Business Development

• Develop and maintain relationships with customers, vendors, manufacturers, brokers, referral sources, and strategic partners.
• Identify and pursue new business opportunities within target industries and markets.
• Represent the company at industry events, conferences, and trade associations.

Portfolio Growth and Profitability

• Monitor sales performance against established goals and recommend corrective actions as needed.
• Collaborate with credit and operations teams to balance growth objectives with sound underwriting practices.
• Ensure pricing, structure, and transaction terms meet profitability requirements.

Cross-Functional Collaboration

• Partner with Credit, Operations, Risk Management, Marketing, and Finance teams to improve sales processes and customer experience.
• Collaborate on product development and market positioning strategies.
• Support process improvement initiatives that enhance efficiency and scalability.

Reporting and Analytics

• Develop sales forecasts and performance reports for executive management and the Board of Directors.
• Analyze sales trends, pipeline activity, and portfolio performance.
• Utilize data-driven insights to improve sales effectiveness and decision-making.

Compliance and Risk Management

• Ensure compliance with all applicable laws, regulations, company policies, and leasing industry standards.
• Promote adherence to credit policies and risk management practices.
• Maintain strong internal controls and support audit and regulatory activities as needed.

Supervisory Responsibilities

• Directly supervise sales team.
• Responsible for hiring, coaching, performance management, succession planning, and talent development within the sales organization.

Qualifications, Knowledge and Skills

• Bachelor's degree in business administration, Finance, Marketing, Economics, or a related field preferred
• Minimum of 10 years of progressive sales experience, including significant leadership experience within equipment leasing, commercial finance, banking, or a related financial services industry.
• Demonstrated success leading high-performing sales teams and achieving growth objectives.
• Strong financial, credit, and business acumen.
• Experience within a bank-owned leasing company.
• Industry certifications related to leasing or commercial finance.
• Established industry relationships and referral network.
• Exceptional leadership, coaching, and relationship management skills.
• Strong business development and negotiation abilities.
• Advanced knowledge of leasing products, commercial lending concepts, and financial analysis.
• Excellent communication and presentation skills.
• Strong analytical and problem-solving capabilities.
• Proficiency with CRM systems, sales analytics, and Microsoft Office applications.

Physical Requirements

• Work involves eye strain due to the frequent use of computer screens, reading of reports, entering information into a spreadsheet, and so forth.
• Work may involve lifting and moving loan files of up to 15 lbs.
• Work involves some travel, independently and with the leasing sales team, to consult on financial information, training, meetings and so forth.

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