Job Description

The Regional Vice President is responsible for the performance of personnel and the planning, organizing, conducting, and managing of activities associated with increasing product penetration in existing relationships and acquiring new client business in the assigned region.

Key responsibilities:

New Business:

* Identify Target Market Opportunities: Identify dealerships within the region that meet minimum client requirements for enrollment in RDG product relationships. Make sure district managers and area manager have the appropriate target accounts and hold training as to how to gain appointments with the dealer principal. Review Sales Force on a weekly basis to ensure expected activity is being allocated on target accounts.

* Generate New Leads: Solicit Target Market dealerships in a manner that results in a bona fide appointment with dealer operator/decision-maker to present RDG products and services.

* Close New Business Per Plan: Acquire and launch new relationships as specified per annual regional business objectives.

* Cross-Sell New Product Relationships: Present, sell, and launch applicable RDG products not currently offered by existing clients.

Same-Store Development:

* Lead and Direct Field Activities: Manage processes and initiatives associated with accomplishing the goals of the client and the corporation.

* Oversee Applicable Client Personnel: Recruit, train, and develop applicable client personnel (i.e., Financial Services Managers, Finance Directors) associated with the solicitation of RDG products and overall performance of the client's financial services department.

* Plan/Conduct Business Development Surveys: Oversee business development survey activity in a manner that ensures consistency in approach, facilitation, tabulation, and presentation of findings.

* Identify Performance and Systemic Problems: Isolate and resolve discrepancies in employee and/or client performance and process determined to be detrimental to the solicitation, sale, and desired profit margins related to RDG products.

Implement Performance Standards:

* Establish performance standards with the dealer principal and their variable management team. The bench marking data should be from the dealers twenty group or Resource Automotive Top Ten reports. The performance standard should be agreed upon and each variable managers monthly performance should be measured against it.

* Conduct Monthly Focus Meetings: The expectation is to have a monthly focus meeting with all variable managers including the dealer principal. An invite will be placed on all attendees calendar one week prior to the meeting. A call to the dealer will take place two days prior to the meeting to review the agenda and review areas of concern that need the dealers support in the meeting. A corrective action / game plan will be reviewed to ensure all tasks were completed. A red/green report will be reviewed by each manager that measures their performance against the agreed upon performance standard. A new corrective action / game plan will be created and disseminated to all managers after the meeting via email.

* Conduct Quarterly Business Reviews (QBR): with the dealer principal. The review will consist of F&I production for that quarter vs benchmark identifying impediments that are stopping benchmark performance. A complete reinsurance review will also be covered that will include Loss Ratio (LR) by product identifying high losses, they reason why and solutions. A financial evaluation will be produced that includes runoff value. In addition, any cross sell of products will be presented at this time along with a proforma that shows the financial value. Also the target list and or referrals will be reviewed with the dealer requesting them to contact those dealers.

Same-Store Development:

Dealer Relations: You will be expected to build a strong relationship with the dealer principal of every account in your region. You will do that by attending meetings and driving/overseeing production in the finance office and establishing a personal relationship

Employee Development:

* Oversee DM/AM Hiring Process: Recruit, hire and facilitate new-hire orientation in a manner consistent with corporate practices (recruiting, interview process, assurance protocol, Predictive Index, salary considerations, Human Resources, etc.).

* Oversee DM/AM Development Process: Mentor OM development process through training, coaching, and counseling.

* Manage DM/AM Certification: Oversee the DM process from financial services training class through dealership assignment.

* Evaluate Personnel: Conduct annual performance reviews using Resource Dealer Group/Assurant Performance Review and Development Plan documents. Conduct bi-annual measurement of applicable presentation skills using Resource Training, Inc. Performance Evaluation Forms. Conduct employee termination sessions and exit interviews in accordance with Resource Dealer Group/Assurant policy.

* Organize and Conduct Skill Sessions: Facilitate training as required to ensure understanding of Resource Group/Resource Dealer Group/Assurant Services products, policies, and procedures. Facilitate presentation skills training as required to achieve/maintain certification scores of 3.6 or better based on Resource Training, Inc. Performance Evaluation Form and rating scale.

Administration:

* Oversee State Licensing Requirements: Ensure self, regional staff, and client management hold an appropriate license in accordance with applicable state law.

* Oversee and Maintain Reporting Requirements: Ensure timeliness, accuracy, and communication with regard to all required reporting.

* Maintain Compliant Business Practices: Ensure ethical and compliant business practices among regional staff and client dealerships.

* Oversee Regional Administrator(s}: Supervise regional administrator(s) as required to ensure promptness work and quality of performance.

Reporting Relationship: Reports to the Executive Vice President.

Basic Qualifications Required - Experience, Skills, and Knowledge:

* Communication Ability: The ability to reach an agreement with one or more individuals on a course of action in relation to a defined goal or problem.

* Client Relations: Having a strong concern for client satisfaction and loyalty and the willingness to take actions that promote it.

* Listening: The ability to identify and use information extracted from oral communication.

* Writing: The ability to write letters, memos, and materials related to the development or acquisition of client business using proper English.

* Analysis: Relating and comparing data from different sources, identifying issues, securing relevant information, and identifying relationships.

* Machine Operation: Able to use a computer (Microsoft Word, Excel, PowerPoint).

* Attention to Detail: Total task accomplishment through concern for all areas involved, no matter how small.

* Impact and Rapport Building: The ability to meet people quickly and establish a trust relationship. Make a positive first impression and exhibit confidence.

* Oral Communication/Presentation: Effective expression of ideas in individual and group situations (includes gestures and non-verbal communication.)

* Integrity: Maintaining social, ethical, and organizational norms in job-related activities.

* Self-Organization: Establish a course of action for self, efficiently schedule time and activities in relation to defined goals.

* Must be certified in knowledge and solicitation of all RDG products and services.

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