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Hitachi Capital America Vendor Services

Regional Sales Manager
Location: Remote

Position Overview:
You will have the responsibility for the sale and support of Hitachi Capital America Vendor Services (HCAVS) finance products in the technology channel. Your mission is to find opportunities and develop finance programs for manufacturers, distributors and resellers (Vendors) of equipment, software and services in your geographic territory. You will spend much of your time in the Vendor's environment; building relationships with key buying influencers, uncovering needs, and presenting ways HCAVS financial products can add value. You will be the "steward" of developing Hitachi Capital America Vendor relationships, acting as the lead for all company activities in your Vendors' accounts. You will have full responsibility and autonomy for everything that happens or fails to happen in your segment.

Commitment to Internal Control:
The incumbent accepts the responsibility for establishing and maintaining the internal control system associated with the essential duties and responsibilities of the functional areas that the incumbent manages.

Essential Duties and Responsibilities: (List in order of time spent)

Prospect List: You will identify 50+ Regional Vendors in your channel and territory that can do business with HCAVS, and a condensed list of 10 Vendors from the list of 50 that we are in early to late stages of negotiating and closing as new Vendor programs.

Business Development: Responsible for developing new business from Vendors in your channel who will originate at a minimum, $2mm per year in annual lease volume. Must have thorough knowledge of a consultative business development approach. Ability to effectively build relationships by phone and experience in building strategic relationships through in-person presentations and program development meetings. This includes qualifying prospects and developing relationships with key contacts to move the sales process to closure.

Relationship Management: Responsible for servicing, supporting and growing your signed vendors that are funding annual volume in excess of $2mm. Responsible for maintaining the relationship at the executive level and facilitating changes to the program to maintain or increase annual lease volume.

Lease Volume: Originate lease volume that equals or exceeds annual goal set by Executive VP of Sales.

Travel: Schedule and attend business development calls with Regional Vendor prospects. Attend assigned Vendor sales meetings, trade shows, company sales meetings and home office when appropriate to support the program.

CRM: Input accurate data (vendor information and primary sales contacts) into CRM system. Schedule and complete timely follow ups and maintain current records with your 50+ Regional Vendors.

Rapport: Input all bids, quotes and applications accurately and timely into Rapport (if applicable)

Reports: Submit all call reports and other activity updates as required by Sr. VP. Of Sales and Executive Leadership

Responsibility and Decision Making Authority:

Management/Supervisory Responsibilities:


Knowledge, Skills, and Abilities:
Finance Principles – Knowledge of lease financing and possess the ability to calculate complex lease rates for vendor programs, including; discounted lease rates, step payments, annual rates, 0% finance rates, cost-per-use, no-minimum programs, bridge-to-budget and other structured finance programs.

Business Development – Knowledge of business development and traditional sales. This includes qualifying prospects and developing relationships with key contacts to move the sales process to closure.

Marketing – Knowledge of principles and methods for presenting, promoting, and selling HCAVS capabilities as well as HCAVS products and services. This includes lead development, marketing strategies, tactics, sales techniques, providing vendor sales training and demonstrating products to customers and relationship management.

Computers and Software – Knowledge of HCAVS software applications such as Microsoft Office, CRM, T-Value, Rapport and possess the ability to effectively utilize these programs in their day-to-day activities.

Contracts – Knowledge of HCAVS vendor program documentation and end user documentation. This includes assessing vendor needs and structuring documentation to implement vendor programs and end user needs.

Customer and Vendor Service – Knowledge of vendor programs and internal processes for providing professional customer service for HCAVS and end users.


Finance– Ability to use T-Value and or a financial calculator to calculate end user rates and provide vendor program yields.

Prospecting – Ability to develop quality vendor prospects from resources such as ZoomInfo, industry trade shows and referrals. Establish focused prospecting strategy and possess effective communication skills.

Speaking – Ability to talk with our vendors and end users to convey information effectively at all levels.

Writing Skills – Ability to write effective correspondence, emails and proposals

Negotiation Skills - Possess strong negotiation skills to provide financial solutions acceptable to our Vendors and Hitachi Capital America. Effectively reconcile differences with our Vendors and Hitachi Capital America Vendor Services.

Service Orientation – Actively look for ways to improve our Vendor relationships and satisfy their needs.

Time Management – Effectively managing one’s own time and the time of others.

Technology Savvy – Ability to effectively use the software programs and tools to prospect business.

Education and Experience:
  • Bachelor degree or equivalent experience
  • Minimum of 5 years field sales experience in vendor financing preferred

Licensing and Certification:
Tools and Equipment Used:
  • Personal computer, copier, fax, phone, and other typical office equipment

Working Hours:
  • Hours may vary and will require some evening work; frequently requires working 40-45 hours/week depending on business needs

  • Frequent travel is required within assigned region to call on prospects and vendors
  • Occasional travel related to attendance at industry seminars

Physical Demands:
  • Digital dexterity and hand/eye coordination in operation of office equipment
  • Light lifting and carrying of supplies, files, etc.
  • Ability to speak to and hear customers and/or other employees via phone or in person
  • Body motor skills sufficient to enable incumbent to move from one office location to another


For additional information and to apply online, please click here.