LOCATION: Boston or greater New England area

REPORTING: This position will report directly to the Northeast Region Manager located in Buffalo, New York.

COMPANY BACKGROUND:
Key Bank, headquartered in Cleveland Ohio, is a $90 billion super regional bank with full service banking operations in sixteen states including Maine, Vermont and New York.

Key Bank Dealer Services (KBDS) is a division of Key Bank and has been providing commercial finance services to new car auto dealers for over 50 years.

KBDS provides floor plan, real estate, debt capital and acquisition financing to new car auto dealers and related companies in twenty states including all Key Bank footprint markets. We also make available other bank products including deposit, investment management, merchant services, cash management and private banking products.

KBDS distinguishes their program from other banks and captive finance companies through a flexible and responsive credit process, a fully automated credit sweep service, a Client Advisory Unit that provides financial analysis in support of client decisions and RM analysis, state of the art floor plan system and analytical technology. Business and credit executives are active in market providing high profile clients and prospects access to decision makers and improved response time. KBDS customer service scores are among the highest in Key Bank facilitated by a dedicated floor plan operations group and an in market customer service team reporting to the Region Manager. We participate in and lead multi bank credit facilities.

MARKET PROFILE:

 
RESPONSIBILITIES: KBDS has been servicing dealer relationships in the New England area since 1996. Today we have twelve dealer relationships including several high profile groups. We are fully supported by in market Treasury Management, Derivative and Merchant Service representatives. The candidate will be part of a KBDS team currently located in Boston.

 
The successful candidate will develop new dealer relationships, retain and grow current dealer relationships along with managing the portfolio risk.

Target dealerships will include moderate to larger new car dealerships with sales ranging from $100MM to $500MM annually. Credit relationships typically range from $5 million to $75 million in commitments.

Serves as trusted advisor to auto dealer clients functioning as the dealer finance credit product and industry expert. In conjunction with their manager leads business development efforts for assigned auto dealer prospect base by developing a clear, concise understanding of their business strategy, markets and competition. Develops strategies to retain and grow existing dealer relationships. Partners with all product specialists to cross sell bank products and services.

In conjunction with their manager leads and participates in the credit process to insure accurate and thorough underwriting, structuring and portfolio management. Maintains strong asset quality through periodic review of dealer financial information including audit reports and strategy changes. Assesses dealership performance and maintains a dialogue with dealership management regarding the same. Effectively communicates with KBDS and Credit Management around these issues.

New Business Development – Will be expected to generate $20MM to $25MM or more in net new commitments annually.

Cross Selling – The candidate will be expected to successfully cross sell all bank services.

 
QUALIFICATIONS:

Five years of experience as a Commercial Relationship
Manager working with dealer relationships or middle market accounts. Seven years or more of financial services experience.

This individual will have demonstrated success in business development and customer retention. They will possess well developed auto industry knowledge, credit, analytical skills and financial acumen.

They will need to have a thorough understanding of all bank products and services and demonstrated success in internal partnering.

EDUCATION: An undergraduate degree or relevant directly related experience is necessary.

COMPENSATION:
The total compensation will be competitive and consist of a combination of base salary and a variable performance based incentive bonus. A competitive benefits package is included.

LOCATION: Denver, Colorado or Salt Lake City, Utah

REPORTING: This position will report directly to the West Region Manager located in Denver, Colorado.

COMPANY BACKGROUND:
Key Bank, headquartered in Cleveland Ohio, is a $90 billion super regional bank with full service banking operations in sixteen states including Colorado and Utah.

Key Bank Dealer Services (KBDS) is a division of Key Bank and has been providing commercial finance services to new car auto dealers for over 50 years.

KBDS provides floor plan, real estate, debt capital and acquisition financing to new car auto dealers and related companies in twenty states including all Key Bank footprint markets. We also make available other bank products including deposit, investment management, merchant services, cash management and private banking products.

KBDS distinguishes their program from other banks and captive finance companies through a flexible and responsive credit process, a fully automated credit sweep service, a Client Advisory Unit that provides financial analysis in support of client decisions and RM analysis, state of the art floor plan system and analytical technology. Business and credit executives are active in market providing high profile clients and prospects access to decision makers and improved response time. KBDS customer service scores are among the highest in Key Bank facilitated by a dedicated floor plan operations group and an in market customer service team reporting to the Region Manager. We participate in and lead multi bank credit facilities.

MARKET PROFILE:

 
RESPONSIBILITIES: Key Bank has 71 branches and over 500 employees in Colorado. The state is a target for expansion with 23 new branches opening since 2009. Through Key Community Development we have lent and invested over $89 million in community development projects since 2008.

Key has 38 branches in Utah and over 300 employees statewide. Since 2010, Key Community Development has invested and loaned over $42 million in a variety of community development projects.

KBDS has been servicing dealer relationships in Colorado and Utah since 1986. Today we have thirteen dealer relationships in both markets. We are fully supported by in market Executive Management, Treasury Management, Private Bank and Merchant Service representatives.

The successful candidate will develop new dealer relationships, retain and grow current dealer relationships along with managing the portfolio risk.

Target dealerships will include moderate to larger new car dealerships with sales ranging from $100MM to $500MM annually. Credit relationships typically range from $5 million to $75 million in commitments.

Serves as trusted advisor to auto dealer clients functioning as the dealer finance credit product and industry expert. In conjunction with their manager leads business development efforts for assigned auto dealer prospect base by developing a clear, concise understanding of their business strategy, markets and competition. Develops strategies to retain and grow existing dealer relationships. Partners with all product specialists to cross sell bank products and services.

In conjunction with their manager leads and participates in the credit process to insure accurate and thorough underwriting, structuring and portfolio management. Maintains strong asset quality through periodic review of dealer financial information including audit reports and strategy changes. Assesses dealership performance and maintains a dialogue with dealership management regarding the same. Effectively communicates with KBDS and Credit Management around these issues.

New Business Development – Will be expected to generate $20MM to $25MM or more in net new commitments annually.

Cross Selling – The candidate will be expected to successfully cross sell other bank products and services.

QUALIFICATIONS: Five years of experience as a Commercial Relationship
Manager working with dealer relationships or middle market accounts. Seven years or more of financial services experience.

This individual will have demonstrated success in business development and customer retention. They will possess well developed auto industry knowledge, credit, analytical skills and financial acumen.

They will need to have a thorough understanding of all bank products and services and demonstrated success in internal partnering.

EDUCATION: An undergraduate degree or relevant directly related experience is necessary.

COMPENSATION:
The total compensation will be competitive and consist of a combination of base salary and a variable performance based incentive bonus. A competitive benefits package is included.

REPORTING: This position will report directly to the Senior Vice President of Credit, Sales Sales, and Marketing.

COMPANY BACKGROUND: Hyundai Capital America (HCA) is a captive auto finance company providing auto lending solutions and financial products tailored to meet the needs of customers, both individuals and businesses. HCA is committed to enhancing value and improving customer satisfaction through continuous innovation and superior execution.

Headquartered in Irvine, CA, HCA currently serves more than 1,500 Hyundai and Kia dealerships and 840,000 customers in the US. HCA has over 800 employees in Irvine, CA, Plano, TX, and Austell, GA.

RESPONSIBILITIES: Primary leader responsible for overall management of the Commercial Credit department. Implement business strategies to drive growth and establish processes to deliver successful business objectives. Interface with dealer body to manage client relationship related to dealer commercial products including wholesale/floor-plan, capital loans and real estate financing.

1. Responsible for the development and implementation of all commercial credit programs. Develops and designs strategies to ensure market penetration, increase competitive position and drive profitable growth. Identify new commercial opportunities to expand organization’s business footprint.
2. Establish and lead the execution of business processes to drive operational excellence.
3. Manage Business Unit’s profit and loss (P&L) statement to achieve target sales penetration, strategic objectives, and profitability
4. Partner with Sales and Marketing management team to establish and attain business objectives
5. Develop key strategies to understand key customer needs, both existing and new, and to cultivate the relationship into a long-term successful business partnership.
QUALIFICATIONS: • Superior research, analytical, organizational, and time/project management skills
• Understands strategic perspective and is able to deliver results in a climate of rapid change based on company vision, goals, and objectives
• Practical application of a broad-based vision to drive results. Thinks globally and applies strategy across the organization
• Strong interpersonal and communication skills. Is able to communicate vision to the team and organization
• Leads change through process improvements and can conceptualize new methods for practical application as it applies to the customer experience
• Superior understanding of all servicing software and practical application of same. Skilled with all Microsoft applications as well as analytical software
• Ten or more years of relevant experience in banking and finance, with significant experience in a leadership role.
• Proven experience in leading Commercial Lending with a Captive Auto Finance company.

EDUCATION: Bachelor’s degree required with MBA preferred
COMPENSATION:
A competitive base salary is offered with this position and a bonus targeted at 35%. The bonus can go higher based both on individual and company performance. Full employee benefits and full relocation benefits are provided including participation in their vehicle program.

]]> http://www.oscarmontano.com/hyundai-capital-america-vice-president-commercial-credit/feed/ 0 http://www.oscarmontano.com/honda-finance-regulatory-compliance-manager/ http://www.oscarmontano.com/honda-finance-regulatory-compliance-manager/#comments Tue, 05 Mar 2013 16:17:43 +0000 Oscar Montano http://www.oscarmontano.com/?p=238

LOCATION:                            Torrance, California 

REPORTING:                          The position will report directly to the Head of Corporate Operations.

THE COMPANY:                 American Honda Finance Corporation (AHFC) is a captive finance company supporting American Honda Motor Corporation.  AHFC provides financial services to Honda customers and dealers nationwide.  Honda’s current dealership network consists of approximately 1300 auto dealerships, 1100 motorcycle dealerships, 600 marine dealerships, and 800 power equipment dealerships.

AHFC operates in all 50 states through an organization of 9 field offices, one national service center, and corporate headquarters in Torrance, California.  The company employs approximately 1600 including temporary people.  It has 50%+ penetration of its auto dealership market and 40% of the motorcycle market.

AHFC is both a strong corporate and field organization.   The field offices are full service regional centers responsible for sales, credit, customer service, operations, collections, etc.  Efforts are centralized inIrving,Texasto improve service/productivity include cash management, vehicle remarketing, recovery, and end-of-term lease activities.

Although some other functions may be centralized in the future, all corporate efforts are conducted in support of the field office operations. AHFC will continue to review the value of field operations, centralized operations and the outsourcing of services for improved efficiencies, profitability and service.

CORPORATE                       Honda’s overall corporate goal is lifetime customer loyalty.   Toward

CULTURE:                             that end, strategic direction is driven by customer satisfaction rather than by the competition.  

The company’s corporate culture is a combination of American entrepreneurial energy and a Japanese corporate family environment.  The result is an unusually satisfying apolitical, collegial atmosphere.  The company lives the Japanese philosophy that the best ideas can come from anyone.  Knowledge is shared and ideas are respected.

Management is fact-based, rather than intuitive, which requires an analytical approach to decision-making.  As part of a lean management team, individuals are expected to shoulder significant individual responsibility, share and challenge a wealth of ideas, and respect the impact that their efforts have on others.

Headquarters consists of 2 buildings approximately 1.5 miles away from Honda’s North American headquarters’ 100-acre facility, which includes a health club, cafeteria and sports facility.  The environment is informal and job titles are not considered important.  No one at AHFC has a private office and there is no executive floor.  Turnover is low and bonuses have been uninterrupted in the last 26 years.

RELATIONSHIP:                    Reporting to the Manager of Regulatory Compliance will be five to fifteen people. The organization is being determined.

RESPONSIBILITIES:           Develops, administers and monitors programs for compliance with laws, regulations and rules governing operations and product offerings. Informs and educates appropriate of all compliance responsibilities. Oversees vendor management.

Ensures that Senior Management and the Board are continuously informed of all aspects of the Firm’s compliance risk and risk management activities.

Duties include but are not limited to the following:

Compliance Program Administration

• Develops, administers and monitors a program that ensures the Firm’s compliance with all applicable laws, regulations, and rules governing operations and product offerings.
• Maintains the Firm’s compliance library, utilizing current technology whenever possible.
• Drafts comment letters regarding proposed regulatory changes affecting the Firm.
• Serves as an in-house expert to provide compliance advice and guidance to all Firm staff, addressing any compliance questions. Working with the Marketing Officer and other staff with development of new products and/or delivery systems, or modifying existing ones, to identify any compliance related issues or new compliance requirements.
• Chairs the Compliance Committee.
• Leads the Firm’s annual compliance risk assessment.

Compliance Communication and Training

• Prepares Board and Senior Management Compliance reporting.
• Schedules meetings with departments and supervisors, as necessary, to provide information on compliance changes that affect them.
• Develop an annual training schedule/program that covers appropriate topics. Training topics will provide a complete overview of the compliance function to all employees with more focused topics for areas that deal with compliance issues in their daily job function.
• Develop and maintain a compliance manual for lending areas. Work with department managers to ensure that compliance topics are covered in procedure manuals.
• Serve as Firm’s representative to the Federal and State Regulators with respect to Firm compliance, including the management of all regulatory compliance examinations. Prepare internal components for examinations, conduct post examination follow up, prepare responses and oversees corrective actions.
• Oversee all compliance related communication and ensure such communication is comprehensive, accessible, current and appropriate for all employees
• Completes other duties as requested.

Compliance Review and Audit

• Works with the Compliance Committee and an independent compliance auditing firm to develop an annual risk-based audit schedule ensuring that those areas with greatest potential risk receive appropriate audit attention.
• Coordinates annual compliance audits with an independent outside audit firm, working with several staff members to gather information requested by the auditors.
• Works with department managers to make improvements to systems in order to correct any violations or operational deficiencies found, and prepares responses to the audit reports for the Senior Management Team and Board of Directors within 30 days of receiving the final report.
• Review advertisements and new products to ensure compliance.
• Reviews Firm policy and procedures for compliance.

Privacy

• Maintains the Firm’s Privacy Policies and Procedures designed to maintain compliance with the Gramm Leach Bliley Act.
• Obtains annual Management and Board approval of the Privacy Policy.
• Conduct annual training of Firm staff, and provide direction and support as needed.
• Oversees annual distribution of privacy brochures to Firm customers.
• Performs analysis and approval of all new vendors who may have access to, or store, customer information to ensure their compliance with the provisions of the Gramm Leach Bliley Act.
• Performs periodic analysis and approval of all vendors who may have access to, or store, customer information to ensure their compliance with the provisions of the Gramm Leach Bliley Act.
• Maintains the Firm’s central file for Privacy compliance with the Gramm Leach Bliley Act.

REQUIRED

EXPERIENCE:

• Bachelor degree in Business, Management, or related field; master degree or law degree preferred
• Certified Regulatory Compliance Manager designation preferred
• 12+ years proven ability to lead and engage with Executive Management in financial services
• 5+ years compliance experience working in a large, complex financial service organization
• 5+ years prior compliance experience working with or as an employee of (a) regulatory agency(ies), including OCC, OTS, Fed, FDIC, CFPB  or State supervisor
• Strong leadership, communication, and collaboration skills, including the ability to work effectively with others at all levels across the organization and provide authoritative guidance to management and staff within the organization.
• Strategic vision and organization/marketplace awareness.

PERSONAL                           The right personal characteristics are as important as experience to

CHARACTERISTICS:         this position.  They include:

• Someone whose ego takes a back seat to intellectual curiosity and the excitement of creative problem-solving.
• A strategic thinker with strong communications skills, the patience and willingness to function in a team setting.
• A Manager who inspires and empowers others, fosters personal commitment and excellence, and promotes collaboration.
• A results orientation; a commitment to achieving goals within the guidelines and values of the organization; and tackles problems directly and efficiently.
• A highly motivated individual who enjoys a fast-paced, values-based environment.  Someone with a positive attitude that infects others.  The willingness to accept responsibility for one’s own actions.

EDUCATION:                            A BS or BA is desired.  The kind of critical thinking commensurate with a college education is mandatory.  An MBA or a Law Degree would be a definite plus.

COMPENSATION:                    A competitive six-figure base salary plus bonus and participation in their vehicle program.  There is also a competitive lease program for a second car.  A complete benefit package including full medical, a pension, and 401K plan. Any Honda product may also be purchased at a discounted price. Full relocation assistance is available including a house purchase plan and mortgage subsidy.  (This does not include paying for a possible “loss on sale.”)                              

REPORTING: This position will report directly to the Deputy Department Head of Marketing.

COMPANY BACKGROUND: Hyundai Capital America (HCA) is a captive auto finance company providing auto lending solutions and financial products tailored to meet the needs of customers, both individuals and businesses. HCA is committed to enhancing value and improving customer satisfaction through continuous innovation and superior execution.

Headquartered in Irvine, CA, HCA currently serves more than 1,500 Hyundai and Kia dealerships and 840,000 customers in the US. HCA has over 800 employees in Irvine, CA, Plano, TX, and Austell, GA.

RESPONSIBILITIES: Summary:

Hyundai Capital America (HCA) is seeking a Senior Manager responsible for strategy within the Marketing Department. Functional responsibilities include leading strategy development and implementation, including Brand Management, Market Research, Channel and CRM Strategies. Practical Product Management experience within the auto finance sector is a plus. The candidate will apply research and analysis, as well as job experience to identify, develop and implement strategic initiatives. She/he will guide the department to set benchmarks and evaluate performance of the marketing initiatives. She/he will use analytical frameworks to resolve thought-provoking business problems and bring value to HCA’s dealer, manufacturer and end-consumer stakeholders.

Oversee marketing team consisting of 6+ people.
Lead the development, coordination and implementation of the marketing strategy for products and programs in conjunction with the department and field sales.
Identify opportunities within channels to accelerate growth and improve profitability (market potential, business case development, and financial impact).
Lead Brand management, developing brand guidelines and ensuring adherence across the organization.

Develop key messaging and positioning to ensure correct VOC and tone of customer is leveraged across marketing communications.

Lead the evaluation of the effectiveness of marketing enhancements and initiatives. Determine gaps, make decisions on strategic direction and changes.

Lead the execution of in-depth internal and external (competitive) research and analysis to improve campaign performance and to modify/develop new products, programs and tools.

Develop and implement marketing programs and champion/challenger testing to improve retail product features and functionality and overall performance.

QUALIFICATIONS: • Strategic and creative thinker with a sense of urgency.
• Excellent Marketing strategy, brand development, and channel management skills.
• Strong project management, technical, analytical, written and oral communication skills required.
• Ability to lead a team, and work cross – functionally with other team leaders on key strategic projects and initiatives
• 7+ years of progressive marketing responsibility within the consumer finance industry or consumer product is required. Auto finance experience is a plus.
EDUCATION: Bachelor’s Degree in Marketing or related field preferred.
COMPENSATION:
A competitive base salary is offered with this position and a bonus targeted at 22%. The bonus can go higher based both on individual and company performance. Full employee benefits are provided including participation in their vehicle program.

LOCATION: Irvine, California

REPORTING: This position will report directly to the Vice President, Operations.

COMPANY BACKGROUND: Hyundai Capital America (HCA) is a captive auto finance company providing auto lending solutions and financial products tailored to meet the needs of customers, both individuals and businesses. HCA is committed to enhancing value and improving customer satisfaction through continuous innovation and superior execution.

Headquartered in Irvine, CA, HCA currently serves more than 1,500 Hyundai and Kia dealerships and 960,000 customers in the US. HCA has over 950 employees in Irvine, CA, Plano, TX, and Austell, GA.

RESPONSIBILITIES: Summary:

The Collections Management Department Head will develop strategies related to HCA’s Collections groups (Collections, Recovery/Bankruptcy, Remarketing) focusing on changes designed to improve the overall effectiveness of collections and the efficient use of resources. The Collections Management Department Head (CMDH) will analyze current HCA processes to evaluate against best practices to become an industry leader in the Collections discipline. The Collections Management Department Head will drive change in the organization based on an assessment of the changing needs of our collection activities. The CMDH will act as a check and balance to collection activities supporting performance analytics, compliance and related reporting.

Essential Duties:

• Develop overall collections vision to drive HCA corporate goals and objectives. Define needed modifications to the call center structure to meet the needs of strategic changes. Work with the Operations team to implement change and monitor results making recommendations for change as needed.
• Design CBS collections contact strategies to improve collection results. Work with the Operations team to implement and monitor changes.
• Define collection reporting needs. Develop appropriate targets and goals to drive collections, recovery, and remarketing strategies. Monitor and enact changes as appropriate.
• Manage the GCS vendor relationship. Develop strategies with Risk around Behavioral Scoring and Dialer to maximize collections. Monitor all recovery vendor strategies to ensure optimum results.
• Analyze new technologies. Report back with recommendations regarding Best Practices, Collections technology and strategy. Partner with Operations to prepare benchmarking analyses.
• Analyze KPI’s and API’s and determine whether these metrics drive the appropriate collector behaviors. Prepare CAPE models to determine what levels of headcount are required.
• Monitor the activities of the Call Monitoring and Quality Assurance teams ensuring compliance to all HCA policies and procedures.
• Monitor the activities of the Dialer team and the Workforce Management team ensuring that resources are properly assigned to the collections teams as needed to meet group objectives.
• Monitor all Collections budgets to ensure appropriate management of headcount and expenses.
• All other duties as assigned.

QUALIFICATIONS: Regarding experience the successful candidate will have:
• Candidate will have ten or more years of relevant experience in a call center environment with emphasis on project planning, strategic analysis and call center management. Candidate will have experience with all call center technology including Dialer, IVR, Call Monitoring, Workforce Management, and other Collections-related software.

Required skills:

• Superior research, analytical, organizational, and time/project management skills.
• Understands strategic perspective and is able to deliver results in a climate of rapid change based on company vision, goals, and objectives.
• Practical application of a broad-based vision to drive results. Thinks globally and applies strategy across the organization.
• Strong interpersonal and communication skills. Is able to communicate vision to the team and organization.
• Leads change through process improvements and can conceptualize new methods for practical application as it applies to the customer experience.
• Superior understanding of all servicing software and practical application of same. Skilled with all Microsoft applications as well as analytical software.
EDUCATION: A college degree is required; an advanced degree would be a plus. Commensurate related professional experience will be considered.

COMPENSATION: A competitive base salary plus bonus, company vehicle (with maintenance and insurance). Benefits include Medical, Dental, Vision, 401K and a Pension Plan. Relocation is available.

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