Commercial/Retail Auto Sales Market Manager, Northern California in Fremont, California | DiversityInc Careers
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Commercial/Retail Auto Sales Market Manager, Northern California

Job Description

At Wells Fargo, we have one goal: to satisfy our customers' financial needs and help them achieve their dreams. We're looking for talented people who will put our customers at the center of everything we do. Join our diverse and inclusive team where you'll feel valued and inspired to contribute your unique skills and experience. Help us build a better Wells Fargo. It all begins with outstanding talent. It all begins with you.

Consumer Lending is an industry leader in supporting homeowners and consumers. Our group includes Home Lending, Personal Lending, and Wells Fargo Auto, and the professional services teams that partner with these businesses. Our foundation for success can be summarized in three beliefs: Our product is service. Our value added is financial advice and guidance. Our competitive advantage is our people. We've built our team of top professionals by rewarding their accomplishments and ensuring they have what's needed to succeed.

Our Wells Fargo Auto team supports one of the nation's leading auto lenders. The team offers integrated financial services solutions designed primarily for the auto dealer community, providing financing and related services to both dealers and consumers nationwide.

Location: Northern CA, strong preference for Sacramento or Bay Area.

The Commercial/Retail Auto Sales Market Manager will own the execution of their designated Commercial market plan as a part of the overall division market strategy. This leader will provide direct managerial oversight for Commercial Relationship Managers and the Indirect sales team consisting of Account Relationship Management Managers and Account Relationship Managers within a designated market. They will provide coaching, feedback and development for Relationship Managers, Account Relationship Management Managers and Account Relationship Managers.

This position will also be responsible for providing leadership and driving the strategic goals and initiatives for a specific geographic market of the indirect auto organization. Specifically, this role will provide leadership and oversight in the business environment in the following areas:
Participates in client calls with Relationship Managers, Account Relationship Management Managers and Account Relationship Managers to prospect new customer relationships and to deepen and retain existing relationships.

Responsible for meeting production goals as established by Division leader for their respective territory, which includes: loan production; new treasury services production; derivatives (interest rate management) production; new rooftops and net rooftops for territory; and retail improvement with existing commercial relationships. Operates within defined Wells Fargo risk appetite balancing risk and return.

Works with corresponding Wells Fargo partners in Treasury Services/Wealth to drive a One Wells Fargo experience. Leader in driving Risk Mitigation initiatives throughout the market.

Drives consistent message to ensure each team member within the region understands the mission and brand promise, strategic goals and how they specifically link to the larger success of the organization.

This leader will report to the Western Division Manager, and lead a team of 4 direct reports consisting of Account Relationship Management Managers and Commercial Relationship Managers, and a total team of 19.

Specifically, this leader will:
• Lead and grow a multibillion dollar book of business, both indirect and commercial, within the area footprint
• Builds and nurtures commercial relationships across the market at all levels in the organization
• Regularly communicate and cooperate with all departments to resolve issues and promote best practices within Wells Fargo Commercial Auto, associated vendors, and national account relationships
• Establishes, monitors, and promotes productivity metrics for Credit Analysts
• Balance productivity, quality and customer experience
• Prepares and presents information for regularly scheduled department meetings to inform decision making
• Manage performance of a commercial sales team
• Effectively communicates corporate and department objectives on a regular basis
• Develop, retain and attract talent creating a positive working environment to achieve productivity and performance standards
• Represent Wells Fargo Auto in multiple internal and external industry forums

The Candidate

The successful candidate for this role will demonstrate collaboration skills in partnering broadly with other leaders within Auto and across the Enterprise to achieve success. The candidate will also have a proven track record that focuses on driving business results through leadership effectiveness and team member engagement. They will be highly strategic, contributing to the broader Auto strategy, with a One Wells Fargo lens by living the vision and values of Wells Fargo. It requires a leader with strong relationship management, influencing, vision and execution skills. The role requires a sense of urgency, passion for results, and personal accountability for achievement while making difficult decisions based on a mixture of analysis, experience, and judgement. This leader must have strong understanding of business drivers and process flows and be an effective influencer, relationship builder and be comfortable navigating in a matrixed environment. Ample experience managing a large and diverse team, able to offer credible challenge as needed and will be skilled at building bridges to build consensus across a broad set of stakeholders. He/She should be innovative and be proactive in using technology to improve operational functions for the benefit of the team and customers. Must be able to be a visible leader in the marketplace and effectively manage and collaborate with credit, funding and enabling partners.

As a Team Member Manager, you are expected to achieve success by leading yourself, your team, and the business. Specifically you will:

  • Lead your team with integrity and create an environment where your team members feel included, valued, and supported to do work that energizes them.
  • Accomplish management responsibilities which include sourcing and hiring talented team members, providing ongoing coaching and feedback, recognizing and developing team members, identifying and managing risks, and completing daily management tasks.

Required Qualifications

  • 7+ years of commercial banking or auto industry management experience

Desired Qualifications

  • 1+ year of management experience
  • A BS/BA degree or higher

Other Desired Qualifications
  • 7+ years of management experience
  • A BS/BA Degree or higher
  • Extensive knowledge and understanding of commercial or corporate: lending, loan servicing, products, credit practices, and credit analysis
  • Risk management experience
  • Experience negotiating interest rates, price, terms, and collateral requirements
  • Commercial, business, or corporate banking sales experience
  • Excellent written and verbal communication skills and the ability to present complex ideas in a straight forward and understandable manner.
  • Effective organizational, multi-tasking, and prioritizing skills
  • Significant Underwriting experience
  • Extremely strong credit skills with a depth of experience
  • Demonstrated success managing large complex customer relationships
  • Experience in analysis of market to develop new customers
  • Must have ability to work with members of business development teams, with demonstrated success in sales and marketing
  • Experience in financial statements, projections and financial modeling
  • A master’s degree in business administration or coursework in financial accounting and corporate finance
  • Professional experience in commercial banking or related industry through internships, part-time or full-time work, and/or extra-curricular activities in analyzing financial statements and assessing companies
  • An individual who demonstrates a sense of personal accountability and urgency for achieving results
  • Demonstrated ability to translate and drive high level strategic thinking into strategic and tactical actions/initiatives/results across the organization
  • Proven success achieving joint objectives requiring a high level of cooperation and collaboration with cross functional teams

Job Expectations

  • Ability to travel up to 25% of the time


All offers for employment with Wells Fargo are contingent upon the candidate having successfully completed a criminal background check. Wells Fargo will consider qualified candidates with criminal histories in a manner consistent with the requirements of applicable local, state and Federal law, including Section 19 of the Federal Deposit Insurance Act.

Relevant military experience is considered for veterans and transitioning service men and women.

Wells Fargo is an Affirmative Action and Equal Opportunity Employer, Minority/Female/Disabled/Veteran/Gender Identity/Sexual Orientation.