Executive Sales Representative Jobs in Puerto Rico

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This role is responsible for two critical areas of the business: Risk, including the analytics component, and Dealer Lending/Wholesale. TCPR’s Chief Risk Officer (CRO) merges the business plan and strategy with the organization’s consolidated risks. The person in this role has strong experience in credit and operational risk management, deep expertise in statistical models and model ownership best practices, demonstrated ability to lead teams of risk and analytics professionals, and excellent relationship management skills to ensure effectiveness in working with leaders in Sales/Credit, Service Operations, Legal/Compliance, Data Science, Pricing/Finance, and Accounting.

This role ensures compliance with Risk requirements from TFSC (Global), Americas-Oceania Region (AOR), and local. The incumbent is the owner of all analytical and modeling tools for decisioning in areas such as origination, competitive pricing, collections, forecasting, credit scorecards, credit loss reserve, and residual loss reserve.

Dealer Lending responsibilities include leading the team that manages the end‑to‑end credit process, including credit packages, commercial loans structuring, dealer performance monitoring, and presenting recommendations to Management. The CRO is responsible for the portfolio quality and leads remediation actions for dealers at‑risk.

Because of its wide reach and scope, the position has dual reporting responsibility, both to TCPR ‘s Managing Director and AOR Leadership.

Risk Management

Lead the CEO’s risk scorecard accomplishments by supporting associated initiatives.

Support yearly goals planning process by preparing a proposal with TCPR Managing Director and serving as intermediary between TCPR and AOR

Track and quarterly present status to make Management (local and regional) aware of non-compliance risks.

Lead the development of standardized and comprehensive portfolio quality reviews/dashboards, portfolio segmentation, retrospective analyses, stress testing, and other macro risk analysis. Current portfolio represents the 5th largest of the AOR region and includes an actual exposure of $2 billion.

Coordinate TFSC (Global) and AOR’s reporting deliverables for risk management, compliance, dealer credit, and crisis management.

Serve as the SME for global and local key risk indicator’s performance, develop action plans if thresholds are exceeded.

Support FP&A with the Current Expected Credit Loss ("CECL") and International Financial Reporting Standard ("IFRS9") models quarterly results and memo revision.

Support the Finance and Treasury Units in the P&L forward-looking modeling exercise.

Manage negotiations, compile documentation and analyze all new credit requests, renewals, and modifications in a timely manner ensuring package completeness.

Responsible for leading dealer takeovers’ end-to-end process.

Review credit requests, analyze detailed financial and non-financial information, and oversee the preparation of credit packages.

Present credit requests to Leadership for decision, including associated risks, recommendations on the amount, credit structure and any conditioning for approval.

Build a strong working relationship with the Sales Team, Lead Agents, Legal and Borrowers.

Supervise that commercial loans are well-structured, ensure cash flow analysis is completed, industry standard financial ratios/covenants are established, and loan collateralizations are in place.

Review financial information in conjunction with policies and procedures to identify risks and deviations from operational standards; suggest mitigation measures.

Ensure renewals are handled appropriately and avoid reaching their maturity date.

Anticipate dealer group deterioration by reviewing updated financial information.

Present dealer’s recommended structure proposal to the corresponding forum.

Monitor and document risk grade changes. Recommend upgrades/downgrades with the appropriate rationale.

Lead the remedial process with TMCC’s Special Assets TMCC ensuring dealer's exposure under "Watch" and/or "At Risk" meets company standards. Serve as consultant and advisor to protect the business relationship.

Authorize new loads and overlines based on lending authority.

Corporate Dealer Lending and Special Assets Management

Manage negotiations, compile documentation and analyze all new credit requests, renewals, and modifications in a timely manner ensuring package completeness.

Responsible for leading dealer takeovers’ end-to-end process.

Review credit requests, analyze detailed financial and non-financial information, and oversee the preparation of credit packages.

Present credit requests to Leadership for decision, including associated risks, recommendations on the amount, credit structure and any conditioning for approval.

Build a strong working relationship with the Sales Team, Lead Agents, Legal and Borrowers.

Supervise that commercial loans are well-structured, ensure cash flow analysis is completed, industry standard financial ratios/covenants are established, and loan collateralizations are in place.

Review financial information in conjunction with policies and procedures to identify risks and deviations from operational standards; suggest mitigation measures.

Ensure renewals are handled appropriately and avoid reaching their maturity date.

Anticipate dealer group deterioration by reviewing updated financial information.

Present dealer’s recommended structure proposal to the corresponding forum.

Monitor and document risk grade changes. Recommend upgrades/downgrades with the appropriate rationale.

Lead the remedial process with TMCC’s Special Assets TMCC ensuring dealer's exposure under "Watch" and/or "At Risk" meets company standards. Serve as consultant and advisor to protect the business relationship.

Authorize new loads and overlines based on lending authority.

Supervise data extraction and data analysis from internal and external systems.

Partner with TMCC to address data and reporting needs.

Supervise development, management, and communication of analysis and reports.

Support the cloud-based data and reporting strategy.

Support Corporate Data and reporting related projects (including new warehouses and data migration)

Oversee the development of reports (dashboards, views), from discovery through implementation, and ensure alignment with BI data and governance practices.

Apply problem-solving, quantitative, analytical skills, and statistical methods for products and services evaluation with the intention of mitigating risks while ensuring profitability.

Evaluate quantitative and qualitative impacts of possible actions based on insight, taking into consideration customers, team members, and the company.

Assist in applications development with focus on data classification, data privacy, data protection, and security controls in alignment with compliance regulations.

Assist IT with local databases to propose different alternatives to standardize and optimize them while ensuring fields are well documented.

Update and validate reports used for decisioning (i.e., Tableau, Power BI).

Ensure the Business Unit complies with the Enterprise Data Standards.

Safeguard elimination of redundancies, identification of unused fields, mapping, data inventory, data dictionary, documentation of structure, among others.

Support the Data Stewardship Program and ensure alignment with corporate.

Audit integrity of the data. Document gaps and support the Data and Analytics team ("DnA") to fix gaps.

Reduce Systems Risk by ensuring compliance to the Prioritized Updated/New GISG Standards, vulnerabilities control, End of Life ("EOL"), among others.

Review and challenge the Technology Recovery Plan ("TRP").

Regularly update Enterprise Risk Committee of relevant risks, framework development, risk assessment results, loss events, and loss event remediation.

Comply with risk requirements from TFSC (Global), Americas-Oceania Region (AOR), and local committee and management.

Owner and voting member of TCPR’s Risk Committee; responsibilities include: charter annual review, monthly material consolidation, monthly agenda preparation, meeting minutes, material review and challenge, etc.

Voting member of the local Pricing Committee responsible for approving sound practices while safeguarding TCPR’s asset management.

Establish and oversee the application of ERM and ORM framework, policies, and governance processes to minimize losses from failed internal processes, inadequate controls, and emerging risks.

Lead managers and subject matter experts to continuously improve and evolve risk processes and controls.

Serve as SME in process design, risk identification, control design/implementation, and risk mitigation of Enterprise and Program Risk.

Establish and monitor Key Risk Indicator triggers and thresholds.

Drive maturing lines of defense including but not limited to policy management, processes and standards assurance, metrics review, training, and processes controls monitoring.

Review risk-related policies and practices for other functional areas such as operations, compliance, systems management, vendor risk, etc.

Establish the risk-related content for TCPR’s annual and mid-term plans, including budget and headcount allocation.

Oversee audit findings progress, business continuity planning (BCP), fraud, and vendor management risk evaluation.

Approval of the Business Continuity Plan via the Risk Committee.

Manage and champion projects related to risk management across the organization.

Oversee Vendor Management activities ensuring periodical report from the responsible area.

Oversee fraud and complaints trends anticipating process disruptions and ensuring periodical reports from the responsible area.

Timely documentation of risk events; escalate significant ones according to policy and procedure.

Develop strong relations across the business with functional departments such as: Sales, Marketing, Servicing, IT, Compliance, Finance, etc.

Lead the business requirements/user stories gathering sessions with stakeholders and IT to understand business requirements and develop strategic projects and initiatives.

Ensure business needs and requirements are clearly understood, documented, and communicated.

Point of contact for macroeconomics updates, market trends analysis, competitors’ evaluation, among other risk-related vendor engagements.

Provide expertise for data used in ad hoc studies as well as model development, validation, and recalibration.

Evaluate and author the risk implications within business cases for new products/services.

Modeling Tools Management

Liaison with the Latin American Decision Science Team to complete risk modeling projects, including maintenance of SOW, field mapping, Data Acceptance Testing ("DAT"), User Acceptance Testing ("UAT"), and projects monitoring.

Lead the development of new and recalibration of existing models, including but not limited to, credit decisioning scorecards, behavioral scoring models, auto-decisioning policy, and evaluation of new programs (e.g. college grad, global professional, pre-approvals, etc.).

Oversee ongoing monitoring of models through pre-established metrics that capture underperformance of the models.

Oversee the governance of credit models and partner with AOR to prioritize and deliver risk management tools, including scorecards for originations/behavior, loss provision models, equity mining tools.

Ensure recalibration of controls and limits (Auto Approval, CDX, Pricing, etc.)

Provide guidance to ensure purchase policy is adhered to, wholesale risk is mitigated, and policies and procedures and training are current and updated.

Monitor collection dealer wholesale charges, completion of flooring inspections and credit packages are completed on a timely basis.

Responsible for supporting dealer needs in relation to inventory (Floorplan), Working Capital and Real Estate Loans.

Responsible for Inventory Audits and results, including supplier management.

Oversee fleet operations including adherence to controls.

Monitor insurance requirements compliance.

Guide bi-weekly local Dealer Loans Meetings with Legal, Sales, and Operations to discuss KPIs and action plans, including minutes and action plan follow-up.

Annual review of wholesale policies to ascertain compliance with TFSC, AOR, TCPR and TMCC.

Oversee monthly wholesale interest, insurance, curtailments, real estate, working capital and revolving lines of credit to ensure they are timely paid and processed.

Assess overdrafts. Document the reason for overlines and establish a timeframe to cover. Ensure overlines are approved and documented, follow-up on action plans.

Review and authorize exceptions according to lending authorities.

Complete annual dealer performance review visits.

Supervise wholesale-related processes.

Provide direction and communication to team members so data analysis, reports and presentations are completed in a timely, efficient, and knowledgeable manner.

Coach team members and develop improvement plans to address individual and/or corrective actions.

Identify opportunities for team members to develop new skills and the abilities required to increase effectiveness. Complete objective and relevant performance appraisals for direct reports in a timely manner.

Monitor and evaluate staff performance levels and workflow efficiencies to meet projected needs and team member productivity.

Identify team members ready for career advancement. Partner with HR for identification of opportunities.