Sales Manager (Expert Professional / Principal Manager)

Let's introduce ourselves

As Vice President, Sales & Marketing, you will lead the strategy, execution, and performance of VCFS’s national sales, marketing, F&I, and retailer engagement functions. This role is responsible for driving revenue growth, F&I product penetration, loan and lease origination volume, and overall retailer and customer satisfaction across the Volvo Cars U.S. retailer network.

You will provide strategic leadership over a national field organization, overseeing Regional Sales & Marketing Managers and cross-functional teams, while aligning captive finance objectives with Volvo Cars USA’s broader commercial strategy. This role requires a balance of executive-level strategic planning and hands-on leadership to deliver measurable business results, strengthen retailer relationships, and enhance the customer experience.

What you'll do

Strategic Leadership & Business Performance
• Develop and execute national sales and marketing strategies aligned with VCFS and Volvo Cars USA objectives to drive sustainable revenue growth and market share expansion.
• Establish and achieve annual, quarterly, and monthly targets across:
o Retail and lease originations
o F&I product penetration (Volvo Increased Protection products)
o Retailer engagement and performance metrics
• Lead long-range planning, including financial forecasting, budgeting, and P&L oversight for sales and marketing functions.
• Identify and develop new financial services products, programs, and revenue opportunities in collaboration with internal and external partners.

Sales & Field Organization Leadership
• Lead and develop a national sales organization, including Regional Sales & Marketing Managers and Market Teams supporting 280+ Volvo retailers.
• Establish performance expectations and accountability frameworks for all field roles.
• Coach and mentor leaders to build high-performing teams and strong retailer relationships.
• Drive a consultative sales culture focused on data-driven decision-making and retailer profitability.

Retailer & OEM Partnership Management
• Serve as the primary VCFS liaison to Volvo Cars USA senior leadership on all sales and marketing initiatives.
• Cultivate and maintain strong relationships with key retailer principals and high-performing retailers.
• Partner with Volvo Cars stakeholders on incentive programs, sales campaigns, and integrated strategies to drive vehicle sales and financing penetration.
• Lead retailer engagement strategies, including national and regional meetings, performance reviews, and executive summits.

Marketing, Programs & Customer Experience
• Oversee development and execution of retailer and customer-facing marketing programs, communications, and tools.
• Lead branded F&I program strategy (e.g., VIP) including product design, training, incentives, and customer experience enhancements.
• Ensure alignment of marketing initiatives with customer journey improvements and digital experience strategies.
• Monitor customer satisfaction performance and implement initiatives to improve retailer and customer outcomes.

Analytics, Performance Management & Reporting
• Implement data-driven sales management practices, including reporting on:
o F&I penetration
o Origination volumes
o Retailer performance metrics
• Develop and deploy analytical tools and dashboards to support field decision-making and performance tracking.
• Evaluate effectiveness of sales programs and campaigns, adjusting strategies to optimize results.

Credit, Compliance & Risk Alignment
• Provide strategic oversight and input into credit policies, pricing, and product structures.
• Ensure adherence to all regulatory, legal, and compliance requirements across retailer network execution.
• Partner cross-functionally with risk, legal, and operations teams to align business objectives with risk management practices.

What you'll bring

• Proven executive leadership experience in automotive finance, sales, and marketing (10-15 years preferred).
• Deep expertise in:
o Automotive finance and F&I programs
o Retailer network management
o Sales strategy and execution
• Demonstrated success in driving revenue growth, increasing product penetration, and managing large-scale portfolios.
• Strong financial acumen, including budgeting, forecasting, and P&L management.
• Advanced analytical capabilities with experience leveraging data to inform strategy and decision-making.
• Proven ability to develop, coach, and lead high-performing teams across multi-region environments.
• Exceptional communication, negotiation, and influencing skills at executive and retailer levels.
• Strong understanding of credit, leasing, and retail finance structures.
• Proficiency in Microsoft Office Suite and data analysis/reporting tools.

Personal Profile:
• Strategic, results-oriented leader with a strong bias for execution.
• Highly collaborative with the ability to influence cross-functional and external stakeholders.
• Strong leadership presence with the ability to inspire and develop teams.
• Customer-focused mindset with a commitment to improving retailer and end-customer experiences.
• High integrity and sound business judgment.
• Ability to operate effectively in a fast-paced, dynamic environment.
• Comfortable balancing strategic priorities with operational execution.
• Willingness to travel moderately domestically.

Salary Range:
• $159,963 to $265,374
Compensation is determined based on experience, qualifications, internal equity, location and company guidelines