WF Auto Mid Atlantic / Northeast Commercial Mid-Market Market Manager

Wells Fargo - Richmond, VA3.8

Job Description
About Wells Fargo

Wells Fargo & Company (NYSE: WFC) is a diversified, community-based financial services company with $2.0 trillion in assets. Wells Fargo’s vision is to satisfy our customers’ financial needs and help them succeed financially. Founded in 1852 and headquartered in San Francisco, Wells Fargo provides banking, insurance, investments, mortgage, and consumer and commercial finance through more than 8,500 locations, 13,000 ATMs, the internet ( and mobile banking, and has offices in 42 countries and territories to support customers who conduct business in the global economy. With approximately 273,000 team members, Wells Fargo serves one in three households in the United States. Wells Fargo & Company was ranked No. 25 on Fortune’s 2017 rankings of America’s largest corporations. News, insights and perspectives from Wells Fargo are also available at Wells Fargo Stories.

Wells Fargo Auto

Wells Fargo Auto is part of Consumer Banking and is one the nation’s leading auto lenders for new and used vehicles. With a national footprint, we offer an integrated financial services solution designed for the dealer community. We provide a broad credit spectrum of indirect auto financing, commercial real estate and floor plan (inventory) financing, and an array of commercial banking services through Wells Fargo Bank, N.A. We’ve been in business for more than half a century and today serve more than 3.8 million auto loan customers and more than 14,000 dealers. Wells Fargo Auto employs more than 5,000 team members nationwide.

The Role

The Wells Fargo Auto Commercial Mid-Market Market Manager owns the development and execution of the market strategy focusing on the mid-market segment customer base within a specific market. This leader will focus on franchise auto dealers to acquire, deepen and retain relationships delivering commercial solutions to include debt (floorplan/real estate/ working capital/ acquisition funding), deposit and treasury management solutions, interest rate and investment banking solutions partnering with capital markets group. This leader will provide management and direction to Commercial Relationship Managers. This will include: goal setting; coaching and development of leadership skills; adherence to the sales and accountability processes; and the creation of development plans, setting team and individual goals. This role requires partnership with the Commercial Service teams in order to drive an exemplary service experience for customers and to ensure collaboration between sales and service.

Specifically, you will work with senior management in development of annual business plans and direct the group in execution of these plans; actively participate in the completion of major transactions; coordinate credit review and loan workout functions; manage commercial middle market relationship managers who manage credit based loan products, traditional banking services such as cash management and/or custodial/transfer agent services. May direct the business of originating credit related products, treasury management products, investment banking/capital markets products. Typically in the delivery of these products a bank participates as a principal and assumes the risk of its own capital.

The Candidate

The successful candidate will have a demonstrated track record in managing high-performing sales teams that drive business results through effective leadership and team member engagement. This leader will contribute to the broad Wells Fargo Auto strategy with a One Wells Fargo lens by living the vision and values of Wells Fargo. This collaborative leader must be capable of initiating action and managing change. It requires a leader with strong relationship management, influencing, vision and execution skills. A key differentiator will be the ability to understand and operate successfully in a complex, heavily matrixed corporate environment. The role requires a sense of urgency, passion for results, and personal accountability for achievement while making difficult decisions based on a mixture of analysis, experience, and judgement.

This leader will need to exercise superlative collaboration skills in partnering broadly with other leaders within Wells Fargo Auto and across the Enterprise to achieve success. They will work closely with the senior business and functional leaders to develop business strategies that maximize Wells Fargo Auto long-term performance while simultaneously managing execution risk. Leader must possess strong business acumen with ability to balance business growth and efficiency with managing risks within Wells Fargo’s risk appetite while supporting an outstanding customer experience.

Successful candidate will have ability to distill complex concepts into simplified/targeted solutions, communicate those concepts effectively and ensure that all deliverables are met. They will use both vision and analysis to unlock business problems and build compelling fact-based strategic recommendations, successfully engaging stakeholders. They will also have a demonstrated ability to build and maintain strong credible relationships with key stakeholder groups including executive management, regulatory examiners and internal auditors and will be skilled at managing conflict to get to agreement.

Required Qualifications

8+ years of account relationship management experience

Other Desired Qualifications
Strong working knowledge of the auto lending sector
Profit and Loss (P&L) management experience
Balance Sheet Management experience
Strong analytical skills with high attention to detail and accuracy
Ability to manage in a matrix organization environment
Strong relationship development skills
Strong understanding of auto loan underwriting guidelines and policies
Proven success managing a team through an organizational change
Exceptional leadership, mentoring and coaching skills
Excellent verbal, written, and interpersonal communication skills


Or other market within geographic market


All offers for employment with Wells Fargo are contingent upon the candidate having successfully completed a criminal background check. Wells Fargo will consider qualified candidates with criminal histories in a manner consistent with the requirements of applicable local, state and Federal law, including Section 19 of the Federal Deposit Insurance Act.

Relevant military experience is considered for veterans and transitioning service men and women.

Wells Fargo is an Affirmative Action and Equal Opportunity Employer, Minority/Female/Disabled/Veteran/Gender Identity/Sexual Orientation.