Director, Contests & Incentives

Join the Mitsubishi Motors North America (MMNA) Team!  

Summary of Role: 

Reporting directly to the SVP, Sales Operations, in this role you will lead the strategy, vision, and people for the Mitsubishi Motors North America, Inc. (MMNA) Contests & Incentives team.  You will develop both the short-and long-term contests incentives strategy for MMNA in the exciting, dynamic, and complex automotive industry.  You will design consumer and dealer incentive solutions to maximize sales volume and MMNA profitability for both New and Certified Pre-owned vehicles.  You will lead a small team of strategic and experienced professionals.  And, you will leverage the benefit of being a smaller OEM with the ability to move swiftly, as you interact with the MMNA Leadership Team and a group of enthusiastic dealers.

Responsibilities: 

Key responsibilities in this role include, but are not limited to, the following:

Contests & Incentives Strategy

• Lead the strategy and design of monthly Dealer and Consumer incentive programs, gathering input and feedback from the Regional Sales teams, Sales Operations, Finance, Marketing, and other departments, to build consensus and drive the approval process.
• Develop quantitative incentive program analysis and model forecasting programs, leveraging a wide range of demand sensing inputs (e.g., PIN+, Market Scan, S&P Global) and incorporating MMNA sales performance and objectives to guide MMNA executive decision-making.
• Construct consumer programs which optimize sales that are both geographic and inventory driven to laser focus MMNA’s incentive budget where it can be most efficient and effective.
• Lead development of Dealership Sales Performance Programs and dealership objectives that increase the focus from our dealer partners’ management and sales consultants to sell Mitsubishi vehicles.
• Manage vendors and service providers by defining scope of work and ensuring delivery of goods/services, monitor and drive performance, and raising the level of program effectiveness.
• Continuously redefine and simplify business strategies, structures, and processes; apply technology and process improvement to enhance group capabilities and competitiveness.  Liaise with IT to ensure that departmental technology needs are met.
• Generate energizing communication materials to launch the programs and maximize dealer engagement.

Departmental Leadership and Representation

• Lead the relationship between MMNA and our preferred finance partner (Santander) as we work towards the mutually beneficial goal of selling more vehicles which are financed and serviced by our partner. Ensure smooth implementation of APR and Lease programs structured to optimize sales volume within monthly budgets.
• As a member of MMNA’s Leadership Team, influence and support the Company’s overall business goals and strategies, working cross-functionally to align with other leaders, particularly stakeholders across the customer journey and experience, and identify opportunities for business synergies and common strategies.
• Align frequently with internal stakeholders across the customer journey, including CX, Marketing, Aftersales Marketing, Business Development, Product Planning, and Dealer Development, to ensure that information and strategy is shared and strategies are aligned to increase performance through consistency and collaboration.
• Develop Annual Business Plan and closely monitor Operational Plan budgets, always keeping a watch for areas that require pivoting to maximize MMNA operational excellence, while also maintaining a view on the long-range vision consistent with MMNA’s Momentum 2030
• Make presentations and lead meetings with Executive Committee and other Company leadership to report key qualitative and quantitative department metrics, as well as the development of new initiatives and strategies and changes in relevant market conditions.
• Manage executive approval process for all Consumer and Dealer incentive programs.

C&I People Leadership

• Lead the C&I team through effective coaching, counseling, and providing opportunities for growth and development. Foster an environment of open, honest communications, teamwork, creativity, and high involvement. Utilize the diverse talents of the team by efficiently managing materials and budgets while focusing on the goals and visions of the company.
• Identify strategies, goals, and key performance indicators for the C&I team; assess the team’s success and market competitiveness based on these metrics.
• Manage the activities of C&I team members by providing opportunities for growth and development, by fostering an environment of open, honest communications, teamwork, creativity, high involvement, and productivity and efficiency.
• Inspire the C&I team to deliver creative, future focused initiatives, ensuring the team is optimized to accomplish the team’s strategic goals and KPIs.

Required Qualifications:

• 10+ years of experience in consulting / finance / analytics or sales, with 15+ years strongly preferred.  5+ years of managing teams and strategic planning required.
• Auto industry experience a must, ideally in sales or finance. 
• Ability to interact effectively with people at all levels of the Company including executive leadership and members of our parent company.
• Purchasing and vendor management experience including contract and scope of work development required.
• Previous experience designing incentive programs, budget development, and tracking and management techniques required.
• Advanced experience with the Microsoft Office Suite applications (PowerPoint, Excel, etc.).

Pay Transparency: 

The base salary for this position ranges between $190,000 to $205,000. The base salary will be based on a number of factors including the role offered, the individual's job-related knowledge, skills, and qualifications. In addition to base salary, we are proud to offer a comprehensive and competitive benefits package for all eligible employees which also includes 401k with company match, Mitsubishi Lease Program, and a full range of medical, financial, and other perks and benefits.

Perks and Benefits:

• Family First: Enjoy comprehensive healthcare coverage, including medical, dental, and vision plans.
• Be a Proud Mitsubishi Ambassador: Take advantage of our Discounted Employee Lease Car program, covering insurance, maintenance, and registration fees, with no down payment or credit check required.
• Drive with Perks: This position comes with an assigned vehicle, contingent upon a satisfactory driving record. 
• Secure Your Future: Benefit from our 401(k) with Company match and annual contributions based on years of service.
• Fuel Your Growth: Access professional development opportunities, including training, tuition reimbursement, and employee resource groups.
• Take Time for Yourself: Enjoy up to 30 days of paid time off, including holidays, vacation, and other leave options.
• Hybrid Working Environment: Experience the perfect balance of remote and in-office work (~2 days remote, 3 days in-office) at our modern office, located in the vibrant Franklin, TN area.
• Thrive in an Open Environment: Experience our collaborative workspace where ideas flow freely.

The MMC Way:

Our values form the foundation of everything we do. At Mitsubishi Motors, we are committed to a set of core principles that guide our actions, decisions, and interactions. Our values reflect who we are as a company, how we collaborate, and the impact we aspire to make. These values are what we call the MMC Way:

• Think of Our Customers, Strengthen Trust
• Enrich Society
• Welcome All Facts, Share Difficult News First
• Conduct and Challenge Yourself Professionally
• Respect All, Work as a Broader Team

Diversity and How to Apply:

At MMNA, we embrace the strength that diverse perspectives and experiences bring to our team. Our application process is designed to champion inclusion and equity. We're on the lookout for the ideal fit for each role, valuing skills and experiences over traditional education or specific company backgrounds. Feel encouraged to apply, even if your profile doesn't precisely match the job description. We invite you to delve into a few thought-provoking questions in our application, offering you the opportunity to showcase your unique talents and insights right from the start.

Once you've submitted your application, expect to hear from us within 7 business days. We're committed to keeping you informed about the status of your application, ensuring transparency and open communication throughout the process. We understand that perfection is a journey, and if you ever have questions about your application or the process itself, don't hesitate to reach out to your recruiter. 

Mitsubishi Motors is proud to be an equal-opportunity employer, excited about collaborating with talented individuals of all identities. We do not discriminate based on identity, aligning with our commitment to fostering a diverse workplace. Our code of conduct serves as a guiding light for the company we aspire to be, celebrating our differences as the driving force behind a product that serves a global user base. 

We welcome applications from individuals with disabilities and is prepared to provide reasonable accommodations. If you require such accommodations for the job application or interview process, please email mmna-talent_acquisition@na.mitsubishi-motors.com.

We hope you will join us on this journey where your dedication aligns with our values, creating an environment that fosters growth, collaboration, and meaningful contributions.

Click here to learn more about what it's like at MMNA!