Regional Sales Manager

Be a part of a bright future tied to a proud past. 

As part of the Toyota family of companies, Toyota Industries Commercial Finance (TICF) creates extraordinary customer experiences through our Brand Promise to be the partner of choice in the commercial finance industry. 

Since 1985, TICF has offered an extensive line of commercial financing programs for Toyota forklifts and Hino trucks through our network of Toyota Industrial Equipment and Hino Motor Sales dealers to their customers. Our people-focused team of professionals are constantly striving to provide better solutions. Because of that we have experienced substantial growth and evolution. We are a new organization with a proud legacy. Are you interested in becoming part of it? 

TICF Vision Statement: To be the premier captive finance company that champions Toyota Industries Corporation, Hino Motors, and dealers’ prosperity. 

TICF Mission Statement: Provide financial solutions to sell Toyota Industries, Hino Motors, and dealer products. 

Why This Job Exists: Job Summary/Scope of Impact 

The Regional Sales Manager primary responsibility is to work with Toyota forklift dealers to maximize financing opportunities for the products they sell.  The programs TICF offers are designed to exceed the customers’ long term Toyota material handling equipment and leasing / financing needs.

The Regional Sales Manager’s focus will be sales and marketing of the full suite of TICF financing products and programs.  This role will focus on Class’s 1-5 for forklift to impact and enhance the TICF Value Proposition while increasing revenue streams and market share, and grow the TICF – TMH – Toyota dealer relationship.  The successful candidate will have exceptional business insights, a strategic mindset, and the ability to effectively communicate the benefits of TICF/TMH products, dealerships and open doors to more market share.   

What You’ll Do: Major Accountabilities 

70 % Duties: Sales – Finance Volume & Market Share 

• Sell and manage Toyota Industries Commercial Finance’s finance programs to increase finance penetration through Toyota dealers in assigned sales territory.
• Travel a minimum of 75% of the time monthly or as requiredto meet the needs of the Toyota Equipment Dealers and Customers in an assigned Sales Region 
• Conduct a minimum of fifteen (15) in-person customer/prospect visits per quarter, sixty (60) during any given fiscal year, in an effort topromote TICF finance programs and achieve all Sales – Market Share and Finance Volume objectives 
• Travel asrequired to resolve any customer issues with respect to invoicing, delinquency or any other issues that cannot be resolved via written correspondence or telephone 
• Establish and maintainclose working relationships with assigned Toyota Industrial Equipment Dealers, Toyota Sales Professionals and Toyota Distributors Territory Managers 
• Participate in joint sales presentations with Toyota Territory Managers, Toyota Equipment Dealers and Dealer Sales Professionals 
• Present yourself in a professional manner when interacting with Toyota Dealers, Toyota Distributor and TICF Customers including, but not limited to:CEO’s, CFO’s and Fortune 500 companies in an attempt to cultivate TICF Brand Loyalty 
• Partner with the TICF Retail Credit Department and assistin managing new and existing customer credit lines 
• Partnerwith the TICF Dealer Financial Services (DFS) Department to resolve any Dealer credit issues. If requested, obtain financial statements from assigned Toyota Wholesale Dealers.  Solicit wholesale floor plan, working capital, real estate and revolving lines of credit from dealers in assigned Sales Region 

  15% Duties: Dealer Account Management and Education 

• Travel as necessary with Toyota Distributors Territory Managers for the purpose of educating dealer Sales Professionals on TICF finance programs and the advantages of financing with TICF
• Partner with Distributor to provide assistancewith Dealer or National Account Fleet Customers as required 
• Provide individual or group dealer training sessions on all TICF finance and operational areas of Commercial Finance in an effort tomeet annual Sales – Finance Volume and Market Share objectives  
• Ensure that all TICF policies and procedures related to commercial finance are adhered to by Toyota Equipment Dealers in assigned Sales Region 
• Present the benefits of TICF finance programs to assigned dealers and educate dealer personnel on compliance with TICF Retail and Lease policies and procedures    

  10% Duties: Retail Credit / Funding 

• As required - partner with TICF Retail Credit & Funding departments and assistwith any issues with respect to Dealer/Customer Credit Offerings and/or Funding issues 

  5% Duties: Miscellaneous 

• Prepare miscellaneous weekly and monthly reports including but not limited to Sales Region Lost Order Reports, Expense Reports and weekly RSM Activity Reports
• Create and conduct both Dealer and Customer presentations and/or written correspondence as required
• Complete annual TICF On-line training courses asdirected by Toyota and/or Human Resources to ensure adherence to all Toyota Policies and Procedures  
• Participate in various special projects as requested to assistTICF Commercial Finance in achieving our annual goals and objectives 

 Who You Are: Experience, Training, Education

• Three to five years’ sales experience in the commercial finance industry with forklift equipment financing experience preferred
• Excellent finance background and acumen with all types of leasing and finance structures specific to the Material Handling Industry
• Must be well versed in all aspects of leasing -- including benefits and advantages and have a detailed knowledge of all aspects of material handling financing 
• Business insight to assess customer finance needs and ability to develop customer solutions
• Must be proficient with math skills and have the ability tocalculate lease payments, residual amounts, interest rates, etc. 
• Musthave the ability and flexibility to travel a minimum of 75% of the time during any given month 
• Must be self- motivated and have the ability towork either independently or within a group and the ability to develop working relationships with peers, associates, Toyota Equipment Dealers, current and potential customers and Toyota Distributor Associates and Managers 
• Possessexcellent oral and written communication skills with the ability to clearly communicate thoughts when writing correspondence and when speaking with dealers, customers and associates 
• Possess excellent public speaking skills and the ability to present material in front of small or large groups.
• Familiarity with all Classes of Toyota forklift equipment is preferred and coupled with a general understanding of other manufacturers and competitorsproduct offerings 
• Ability to multitask and organize information while coordinating travel and meeting logistics
• Excellent time management, follow-upand organizational skills 
• Possess excellent problem solving and analytical skills. Ability to “Think Out of the Box” in order toresolve the most difficult problems and customer issues 

Education: 

• BA/BS degree requiredin business and/or finance or related subject 
• Master’s Degree is a plus

Candidate must be proficient in the following software programs: 

• MS Word, MS Excel, MS PowerPoint
• Proficiencyin TValue is recommended 
• com or other CRM software’srecommended

 Job Competencies: 

• Customer First: Demonstratea consistent passion to exceed internal and external customer expectations. Focus on creating an exceptional customer experience. 
• One TICF: Foster a One TICF mindset. Operate with a broad view of the organization, understanding how your role impacts others within the organization. Collaborate and effectively communicate within teams, cross functionally, presenting a One TICF experience for dealers and customers. Support the company Hoshin and Vision.
• Mindset of Continuous Improvement: Challenge self and others to continuously look for ways to improve TICF business processes and deliver value to the customer.Identify problems, remove inefficiencies, innovate, and challenge the status quo. Apply a Kaizen (continuous improvement) mindset in day-to-day tasks and projects - big or small. 
• Demonstrate Inclusive Behaviors: Foster an inclusive environment where everyone can thrive and feelswelcomed, valued, respected, and heard. Be curious, listen to, understand, and capitalize on diverse perspectives. Show gratitude and consistently demonstrate respect for people. 
• Learn, Grow, Develop: Continuous improvement of yourself and others. Ask for and give constructive feedback. Invest in your growth and development by taking on challenging assignments and applying learned concepts.

Competencies 

1. Builds Trust:Can be trusted to keep promises and confidences. Is honest and ethical. Behavior is consistently aligned with organization’s core values. 

Core Values 

• Be faithful to your duties thereby contributing to the company and to the overall good of society.
• Be ahead of the times through endless creativity, curiosity, and pursuit of improvement.
• Be practical anavoid frivolity. 
• Be kind and generous; strive to create a warm, home-like atmosphere.
• Be humble and show gratitude for things great and small.

1. Communicates Effectively: Expresses self clearly, both in writing and in speaking. Is thorough, yet concise, and is consistently straightforward. Creates clarity. Readily shares information with others.  
2. SupportsChange & Innovation: Always supports change initiatives in a positive way. Proactively embraces change. Look for new ways of improving your day-to-day processes. Partner with your leadership team to support the top organization initiatives to achieve business goals.  
3. Customer Focused:Expresses a consistent passion to exceed internal and external customer expectations. Makes customer satisfaction a priority in all organizational decision making. Treats all associates like a best Acts with a sense of urgency when responding to customers and coaches others to do the same.  
4. High-Performing Team Player:Proactively seeks new ways to continually learn and develop. Takes initiative and strives to consistently exceed expectations at all times. Addresses conflicts/concerns through the appropriately avenues in a spirit of cooperation. Creates appropriate SMART goals aligned to the top business objectives.  
5. Achieves Results:Overcomes obstacles to achieve results that set high standards for others and that positively impact the organization.  

Turn Toward Great Benefits 

• Work/Life (flextime,9/80 work schedule offered where applicable) 
• Hybrid Work Schedule
• Tuition reimbursement  
• Student Debt Repayment Program
• Vehiclerental, lease, and purchase program 
• Medical, dental,and vision insurance (plus more) 
• Generously matched 401(k) 
• Generous paid time off (vacation, sick, personal, holidays, paid parental leave & more) 
• Open, collaborative work environment
• Opportunities for growth

Toyota Industries Commercial Finance is an equal opportunity employer.