Credit Acceptance

Brian Schutte

Adaptive Coaching Voice

My name is Brian Schutte and I am a Director of Sales for Credit Acceptance. I am an accomplished Director and enjoy working and connecting with my team members while we grow our business. My proudest moment of my career is having people I have hired and trained be considered for and then promoted to be my peers. For me, that is the true measure of success in a leadership role. I have recently picked up golf as a hobby and while it is humbling it is a great teacher of purposeful actions and patience. Outside of work I enjoy spending time with family and friends. My wife and I travel when we can with our twin daughters. Our favorite spot is Corolla, North Carolina in the Outer Banks. It is a truly magnificent place!

• Could you provide an overview of your role and responsibilities within the company?

I am currently the Director of Sales for North Ohio. I am tasked with hiring, training, and motivating a sales team of 11 currently and about to be 12 Market Area Managers. I visit each of their markets at least once per quarter and give written and verbal feedback. Additionally, I hold one on one’s we call Organizational Health Calls each month where we focus on key metrics, their wins, and their challenges. I hold Rookie Calls every other week with new/newer team members to go over their specific needs as well. My role is designed as a coach to help Market Area Managers grow their markets, specifically active dealers, approvals, and of course finance contracts.

• What are some of the key challenges you face?

Bandwidth. 11/12 direct reports that each need/require market visits each quarter in addition to administrative duties is a challenge. Being efficient is key. My role requires I participate in many conference calls within the virtual walls of my company, help with implementation of pilot programs and new initiatives, and of course travel is a challenge.

“Flexibility is required in leadership these days.”

• What would you say are some of the futuristic trends that will have an impact in the next 18-24 months?

Economic impact is the largest unknown. Will a massive recession take hold that will affect our business negatively? There are many unknowns, and I am not smart enough to know what for sure is coming. More specifically to my business is possible increase in vehicles costs and ownership have and will continue to require more capital for lenders to provide and more debt/higher payments for consumers to be able to handle on a monthly basis. Inflationary pressure seems to have set a new price point for many items including large ticket items like houses and cars down to a gallon of gas or your electric bill. There is no reason to believe they will go back down significantly. How people react and budget to it will be fascinating.

• What advice would you give to young professionals who are interested in pursuing a similar career, and what qualities do you think are essential for success in this field?

Understand that things will not go to plan more than they will go plan. Being agile and even keeled will be key to your success. Flexibility is required in leadership these days. I mean that on two fronts. First, when leading people you need to understand how differently each person needs to be lead. They all react differently, and it is imperative that you are flexible and constantly learning new and better techniques to connect and lead them. Secondly, product roll outs, deadlines, and new initiatives will hardly ever go smooth. Complaining and losing your cool are not good attributes and serve no purpose. Figuring out how to take a bad or less than ideal situation and react to create the best outcome for you and your team will be key to your success and your likely career upward mobility. Lastly, never quit learning or be afraid to reinvent yourself. The worst thing I think I could hear about myself is that “He is the same as he was ten years ago.” Learn and be curious and unafraid to try new things.