District Sales Manager
plays a critical role in driving finance penetration, strengthening dealer relationships, and supporting Toyota’s retail, lease, and commercial objectives throughout the assigned territory. This role serves as the primary field‑level ambassador for SET Finance, ensuring both dealers and customers receive best‑in‑class support aligned with Toyota brand standards and the OneSource Plus program. The position requires a consultative leader who possesses strong automotive finance expertise, the ability to influence dealer decision‑makers, and the skill to uncover growth opportunities across all aspects of Retail Automotive Variable Operations.
Key Responsibilities Dealer Relationship Management & Field Support
Support Toyota dealers and customers across the assigned territory by promoting SET Finance captive retail, lease, and commercial programs.
Cultivate vertical relationships within each store, including Owners, General Managers, Sales Management, F&I, and Finance personnel.
Serve as the first line of field representation for SET Finance, providing guidance, problem resolution, and consultative insights.
Program Administration & Performance Optimization
Administer, manage, and optimize the OneSource Plus Program within the territory to maximize SET Finance penetration.
Evaluate dealer performance metrics, identify growth opportunities, and deliver actionable strategies aligned with dealer goals.
Provide ongoing training and coaching to dealership teams on SET Finance products, systems, and value propositions.
Cross‑Functional Collaboration
Collaborate with internal teams, including credit, funding, commercial, collections, pricing, risk, SET field sales, purchase office, and JM&A.
Partner with field sales to develop and execute regional incentive contests that drive program adoption and performance.
Deliver clear communication between dealer partners and internal departments to ensure a seamless customer and dealer experience.
Market & Territory Management
Conduct regular dealership visits and business reviews to assess market conditions, competitive landscape, and operational needs.
Utilize CRM tools and reporting systems to manage territory planning, track performance, and prioritize dealer engagement.
Represent the organization at dealer meetings, regional events, and training sessions as required.
Required Qualifications
3+ years of indirect automotive lending or sales experience supporting dealer operations.
Strong understanding of Retail Automotive Variable Operations (F&I, sales processes, incentive structures, and dealer profitability drivers).
Demonstrated ability to evaluate dealer relationships, identify opportunities, and execute improvement plans.
Familiarity with Toyota dealership operations and captive finance program structures.
Proven experience as a self‑starter, capable of independently managing a territory, relationships, and ROI‑driven priorities.
Exceptional presentation, communication, and consulting skills — required.
Ability to build networks and collaborate effectively with peers across the organization.
Strong proficiency in Microsoft Office Suite (Excel, PowerPoint, Word, Teams).
Valid driver’s license and ability to travel regularly across the Southeast territory.
Experience working within a multi‑state sales territory.
The individual selected for this role must reside in Columbia, South Carolina. Relocation assistance will be available if currently living outside of this market area.
Spanish language proficiency (verbal and written) is a strong plus.
This job description may not be inclusive of all assigned duties, responsibilities, or aspects of the job described, and may be amended at any time at the sole discretion of JM Family. All work arrangements are subject to associate performance, business need and manager discretion, and may be revised as necessary.
JM FAMILY IS PROUD TO BE AN EQUAL OPPORTUNITY EMPLOYER JM Family Enterprises, Inc. is an Equal Employment Opportunity employer. We are committed to recruiting, hiring, retaining, and promoting qualified associates without regard to age, race, religion, color, gender, sex (including pregnancy, childbirth and related medical conditions), sexual orientation, gender identity, gender expression, mental or physical disability, national origin, marital status, citizenship, military status, genetic information, veteran status, or any other characteristic protected by federal, state, provincial, or local law.
DISABILITY ACCOMMODATIONS If you have a disability and require a reasonable accommodation to complete the job application process, please contact JM Family’s Talent Acquisition department at talentacquisition@jmfamily.com for assistance. If you have an accommodation request for one of our recruiting events, please notify us at least 72 hours prior so that we may provide assistance.
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Key Responsibilities Dealer Relationship Management & Field Support
Support Toyota dealers and customers across the assigned territory by promoting SET Finance captive retail, lease, and commercial programs.
Cultivate vertical relationships within each store, including Owners, General Managers, Sales Management, F&I, and Finance personnel.
Serve as the first line of field representation for SET Finance, providing guidance, problem resolution, and consultative insights.
Program Administration & Performance Optimization
Administer, manage, and optimize the OneSource Plus Program within the territory to maximize SET Finance penetration.
Evaluate dealer performance metrics, identify growth opportunities, and deliver actionable strategies aligned with dealer goals.
Provide ongoing training and coaching to dealership teams on SET Finance products, systems, and value propositions.
Cross‑Functional Collaboration
Collaborate with internal teams, including credit, funding, commercial, collections, pricing, risk, SET field sales, purchase office, and JM&A.
Partner with field sales to develop and execute regional incentive contests that drive program adoption and performance.
Deliver clear communication between dealer partners and internal departments to ensure a seamless customer and dealer experience.
Market & Territory Management
Conduct regular dealership visits and business reviews to assess market conditions, competitive landscape, and operational needs.
Utilize CRM tools and reporting systems to manage territory planning, track performance, and prioritize dealer engagement.
Represent the organization at dealer meetings, regional events, and training sessions as required.
Required Qualifications
3+ years of indirect automotive lending or sales experience supporting dealer operations.
Strong understanding of Retail Automotive Variable Operations (F&I, sales processes, incentive structures, and dealer profitability drivers).
Demonstrated ability to evaluate dealer relationships, identify opportunities, and execute improvement plans.
Familiarity with Toyota dealership operations and captive finance program structures.
Proven experience as a self‑starter, capable of independently managing a territory, relationships, and ROI‑driven priorities.
Exceptional presentation, communication, and consulting skills — required.
Ability to build networks and collaborate effectively with peers across the organization.
Strong proficiency in Microsoft Office Suite (Excel, PowerPoint, Word, Teams).
Valid driver’s license and ability to travel regularly across the Southeast territory.
Experience working within a multi‑state sales territory.
The individual selected for this role must reside in Columbia, South Carolina. Relocation assistance will be available if currently living outside of this market area.
Spanish language proficiency (verbal and written) is a strong plus.
This job description may not be inclusive of all assigned duties, responsibilities, or aspects of the job described, and may be amended at any time at the sole discretion of JM Family. All work arrangements are subject to associate performance, business need and manager discretion, and may be revised as necessary.
JM FAMILY IS PROUD TO BE AN EQUAL OPPORTUNITY EMPLOYER JM Family Enterprises, Inc. is an Equal Employment Opportunity employer. We are committed to recruiting, hiring, retaining, and promoting qualified associates without regard to age, race, religion, color, gender, sex (including pregnancy, childbirth and related medical conditions), sexual orientation, gender identity, gender expression, mental or physical disability, national origin, marital status, citizenship, military status, genetic information, veteran status, or any other characteristic protected by federal, state, provincial, or local law.
DISABILITY ACCOMMODATIONS If you have a disability and require a reasonable accommodation to complete the job application process, please contact JM Family’s Talent Acquisition department at talentacquisition@jmfamily.com for assistance. If you have an accommodation request for one of our recruiting events, please notify us at least 72 hours prior so that we may provide assistance.
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