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Bank of the West Senior Lead National Program Manager, Equipment Finance Division in United States

Senior Lead National Program Manager, Equipment Finance Division


At Bank of the West, our people are having a positive impact on the world. We’re investing where we feel we can make the most impact, like advancing diversity and women entrepreneurship programs, financing for more small businesses, and promoting programs for sustainable energy. From our locations across the U.S., Bank of the West is taking action to help protect the planet, improve people’s lives, and strengthen communities. We are part of BNP Paribas, a global leader supporting the UN Sustainable Development Goals (SDGs). Yes, we’re a bank, but as the bank for a changing world, we are continually seeking to improve the ways we help our customers, while contributing to more sustainable and equitable growth.

Job Description Summary

Execute relationship strategy with manufacturer partners including maximizing retail financing penetration and cross sale of commercial finance products and services to the manufacturer, dealers and end user customers. Responsible for managing field sales employees assigned to the manufacturer programs to ensure sales resources are actively engaged in increasing financing penetration at the dealer/reseller level. Develops and maintains relationships with key executives of the manufacturer. Coordinates initiatives and projects related to extending new products, services and capabilities to the manufacturer, dealer and end user customers. These projects can be complex and involve multiple functions across the Division and can involve resources from outside the Division. Is the subject matter expert with regard to all aspects of manufacturer program and is the principal problem solver for challenges facing the program. Responsible for program P&L.

Essential Job Functions

  • Responsible for managing relationship with the manufacturer and executive team involved in customer finance program.

  • Central figure in establishing, updating and leading program strategy.

  • Interacts with manufacturer and dealer contacts to coordinate processing of new business flow.

  • Leads and manages National Account Managers (NAM) working in the program(s) including setting NAM KPI’s and evaluating performance against KPI’s.

  • Works with NAM’s to troubleshoot dealer relationships and implement improvements to maximize financing penetration.

  • Works with manufacturer(s) to create and set up financing promotions and manage subsidy and recourse support.

  • Responsible for maximizing program profitability by working to generate increasing revenue opportunities, appropriate expense management and optimize portfolio performance.

  • Supports large or critical transaction processing by spearheading efforts to obtain credit approval, documentation generation, customer negotiation and closing.

Other Job Duties

  • Creates monthly rate sheets and other program pricing and obtains pricing approval.

  • Coordinates the creation of marketing materials with the manufacturer and the Bank.

  • Periodically travels with NAM’s to dealer calls.

  • Responsible for planning, scheduling and reporting for quarterly review meetings with manufacturer(s).

  • Makes presentations to manufacturer’s sales organization on the use of customer financing and financing programs.

  • Ensures that NAM’s are providing training to dealers in connection with sales financing and the use of EFD’s web based dealer pricing and app entry portal and is responsible for maximizing external access penetration in their assigned program(s).

  • Leads projects which can be complex to add capabilities to the program offering. Projects can involve numerous functions and resources internal and external to EFD and may involve participants from the manufacturer.

  • Attends trade shows in support of manufacturer(s).

  • Performs other duties as assigned.


Required Experience

  • Requires mastery level knowledge of job area typically obtained through advanced education combined with experience.

  • May have deep knowledge of project management.

  • Requires 10 years minimum prior relevant experience.


  • Bachelor's Degree

Equal Employment Opportunity Policy

Bank of the West is an Equal Opportunity employer and proud to provide equal employment opportunity to all job seekers without regard to any status protected by applicable law. Bank of the West is also an Affirmative Action employer - Minority / Female / Disabled / Veteran.

Bank of the West will consider for employment qualified applicants with criminal histories pursuant to the San Francisco Fair Chance Ordinance subject to the requirements of all state and federal laws and regulations.


Job: Sales and Sales Related

Location: United States

Requisition ID: 057913