Area Sales Manager

Overview

Who we are

Collaborative. Respectful. A place to dream and do. These are just a few words that describe what life is like at Toyota. As one of the world’s most admired brands, Toyota is growing and leading the future of mobility through innovative, high-quality solutions designed to enhance lives and delight those we serve. We’re looking for talented team members who want to Dream. Do. Grow. with us.

Job Summary

The Area Sales Manager (ASM) is responsible for developing and strengthening relationships with assigned dealerships to drive sales growth, increase market share, and enhance dealer engagement with Toyota’s products and programs. This role serves as a trusted business partner to dealership leadership by providing sales support, performance analysis, training, and strategic recommendations to improve product penetration, customer retention, and overall portfolio performance.  The ASM monitors market conditions, competitive trends, and dealer operations to identify opportunities and implement action plans that support business objectives. Through ongoing dealer visits, consultation, and training, the ASM promotes operational excellence, regulatory compliance, and a best-in-class customer experience while contributing to the achievement of sales and profitability goals.

Primary Job Accountabilities

Sales Operations:  Plan and conduct ongoing visits to the assigned dealer portfolio to maintain and improve existing business relations, sign or activate a new TFS dealership, and implement action plans to increase sales.

• Lead efforts to balance the need for high-volume dealers vs low volume/rural dealers to ensure adequate coverage and appropriate customer service within the portfolio.
• Communicate F&I products and programs to dealers and prospective dealers to generate interest and understanding of their benefits and how to retain loyal customers.
• Communicate competitive comparisons including pricing, coverage, procedures, training, dealer participation opportunities and services.
• Review current operations and analyze the processes for each dealership in order to be able to offer initiatives for incremental improvement of production/penetration of TFS products.
• Develop detailed action plans for dealerships to increase sales, provide follow-up and ongoing support.
• Assist the DSM in developing promotional plans and programs to increase contract volume and market share.
• Keep the dealership portfolio informed of all TFS products, retail, lease, wholesale, loan programs, policies, and procedures.
• Monitor daily sales activities and encourage TFS sales reporting.
• Submit relevant contact plans, contact reports, expense reports, financial summaries, and other miscellaneous reports in a timely manner.

Credit and Market Conditions:

• Provide effective communication to credit analysts, as needed, to relay dealer information, provide updates, and address credit problems and concerns.
• Monitor and assess competitor rates and programs. Prepare analysis for DSM and formulate informed recommendations to ensure SFC maintains a competitive position in all market areas.
• Participate in dealers' credit packages on key dealership acquisitions and renewals. Conduct field investigations and analyses for specific financial account reconciliation.
• Monitor financial condition of assigned portfolio and develop action plans with DSM to address issues and gaps.
• Investigate and solve dealership documentation and ethics/integrity policy issues related to contract offerings as directed by DSM.
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Training & Portfolio Development:  Provide ongoing support and training to the dealership portfolio to secure product understanding, increase sales revenue of all F&I products while providing “best in class” customer service.

• Provide daily support to dealerships and their staff regarding TFS products, including up-to-date supplies, training support materials, new products, and claim support.
• Ensure dealership compliance with federal regulations, i.e., FCRA, ECOA, Reg “Z,” Reg “M”, other government regulations, TFS policies and procedures.
• Develop high-performance dealerships by analyzing their performance, identify geographical benchmarks, develop sales action plans, and determine training needs.
• Provide effective in-store and one-on-one training to dealership personnel about TFS products, programs, and processes to ensure a high performing sales team.
• Encourage dealership involvement in the successful implementation and operation of the TFS Customer Retention Program.
• Monitor dealership customer satisfaction issues related to finance, insurance, and encourage dealer principals’ involvement in solution-based activities.
• Keep informed of all dealership activities, including new personnel.

Education

Required

• Four-Year College Degree:  Business, finance, accounting, advertising, communications

Preferered

• Advanced Degree. Specify:  Master’s degree in the finance or accounting field

Experience – Subject Matter Expertise

Required

• 5-10 years of relevant/progressive work experience (similar field/industry)

Licenses, Certifications & Specialized Skills (if applicable)

Required

• Supervisory experience
• Excellent interpersonal, customer service, communication selling and managing objections skills
• Intermediate knowledge of MS Office (Word, Outlook, PowerPoint, Excel, etc.)
• Work independently with strong organizational skills and flexibility in a collaborative environment
• Ability to set sales targets and achieve them effectively
• Experience using IT systems to manage sales processes and forecasts.
• Strong analytical skills to identify trends and sales patterns
• Ability to design and implement a successful sales strategy
• Ability to guide and mentor sales representatives
• Planning, organization, and critical thinking skills
• Advanced time management skills
• Strong verbal and written English and Spanish skills.
• Active driver’s license

Preferered

• Experience using IT systems to manage sales processes and forecasts.

Additional Comments, Including Unique Circumstances

• Travel requirements: This position requires field travel to visit and work in dealerships approximately 80-90% of the time.

• Work schedule: Monday to Friday from 9:00 am to 6:00 pm. However, the team member is expected to attend company functions and meetings outside regular working hours.  Also, in some instances, working during client events, weekends, and holidays might be required.

Belonging at Toyota

Our success begins and ends with our people. We embrace all perspectives and value unique human experiences. Respect for all is our North Star.

Applicants for our positions are considered without regard to race, ethnicity, national origin, sex, sexual orientation, gender identity or expression, age, disability, religion, military or veteran status, or any other characteristics protected by law.