Area Sales Director

US-Virtual Pennsylvania
FLSA Status
Exempt
Type
Regular Full-Time

Mission

POSITION SUMMARY:

TitleTec, is looking for an aggressive and experienced sales person to join our sales team. We are looking for the best and brightest, someone who wants to be a part of a great team and join our mission of enhancing the automotive marketplace with software technology that automates and enhances the franchise automotive dealerships. If you have a track record of success, we are interested in you!

 

You will be responsible for prospecting, engaging, presenting, managing, and closing conquest sales with franchise automotive dealerships. As well, you’ll be the primary field contact responsible for the satisfaction, retention, growth and profitability of assigned accounts.

 

SCOPE OF THE POSITION:

Position reports to VP Sales.

 

The incumbent will be expected to work independently using technical judgment.

Position 80s

ESSENTIAL DUTIES & RESPONSIBILITIES:

Growth of Business

  • Business Development - Hunting
    • Primary function as the Hunter is to develop and generate new business
    • Meet the monthly, quarterly and annual unit quotas and sales dollar goals
  • Targeted plans and strategies developed to achieve revenue and growth targets
  • Prepares sales forecasts with sales volume, potential sales, and areas of opportunity within territory
  • Consistent follow through on territory leads and prospect calls; Pipeline Development & Management
  • Provide valuable and constructive feedback enabling autopoint to grow their Franchise Dealer business
  • Maintain a consistent customer contact rate promoting new business opportunities for autopoint
  • Maintain dealer contacts and business development pipeline in Salesforce.com on a daily basis.
    • Share autopoint knowledge and industry findings
    • Provide access to various autopoint resources for brainstorming, idea creation, etc.
  • Engage in Decision-Selling/Challenger Sales
  • Inside Selling Position; Solution Selling
  • Grow autopoint Revenue via Marketing, Services and Titling Solutions
  • Grow autopoint Market share footprint w/Retention and Add-on Solutions

Strategy

  • Needs Assessment
    • Determine Client strategic positioning and direction
    • Identify specific short term and long term direct marketing needs to fulfill strategy
  • Solution Formulation
    • Develop solutions to meet or exceed the needs to fulfill Client strategies
  • Consultation/ Anticipation
    • Share autopoint knowledge and industry findings
    • Provide access to various autopoint resources for brainstorming, idea creation, etc.
    • Review all Results Team performance reports and take appropriate action
  • Planning
    • Develop roll-out strategies that support Corporate initiatives
    • Provide quarterly review of strategic plan
    • Meet or exceed the annual sales quota for assigned Direct regions

 Execution

  • Documentation
    • Clearly define any newly identified Client needs
    • Describe the Current State, Desired State and GAP
    • Describe the products and processes necessary to meet the identified need
  • Communication
    • Follow up on each customer touch with a summary of discussion points
    • Update Account Manager weekly on key issues
  • Field Contact
    • Make client visits on a regular basis and document results
    • Review all performance reports and assess level of Client satisfaction
  • Deliverables
    • Meet or exceed Client approved deadlines for both proposal and marketing solution
    • Meet or exceed Client expectations for the results provided by the marketing solution
    • Meet or exceed the annual sales budget for the assigned Client
  • Review and Revision
    • Internal
      • Set clear review deadlines and expectations
      • Assign / delegate responsibilities
    • External
      • Review autopoint’s delivered solution with client personnel and compare to proposal
      • Assess client satisfaction with the results of autopoint’s delivered solution
      • Document any necessary changes
      • Assimilate product & technology knowledge to configure and propose product solutions

Development

  • Account Development
    • Integrate personally and professionally with key Client decision makers
    • Anticipate future Client personnel moves and prepare Autopoint accordingly
    • Work with VP-Direct sales to prepare an annual budget of assigned Clients including volume, revenue and profits by marketing program, by district and by store.
    • Review budget quarterly in synch with strategic plan review

 

Functional Responsibilities –

  • Internal Team Collaboration; Participate in Team Meetings/Daily Stand-ups
  • Financial management of Contracts
  • Technology Expertise not the 80
  • Order Taker is not the 80

 

Other duties may be assigned.

Qualifications

JOB SPECIFICATIONS

Any equivalent combination of education and experience which provides the applicant with the knowledge, skills, and abilities required to perform the job will be considered.

 

Education: 

  • Bachelor’s Degree in Business (Sales or Marketing focus preferred) or equivalent work experience.

 

 

Experience: 

  • Minimum of 4 years of selling and/or sales management experience (preferably in the automotive industry) with a successful track record of consistently achieving sales targets and objectives.

 

Competencies: 

To perform the job successfully, an individual should demonstrate the following knowledge, skills or behaviors:

 

Knowledge of:

  • Sales processes and tools
  • Negotiation tactics

 

Ability to:

  • Develop relationships with key decision-makers
  • Build relationships with both internal and external customers
  • Identify, quantify and resolve customer objections, problems and needs in a diplomatic manner
  • Present solutions that meet client’s needs and close the sale
  • Effectively communicate ideas
  • Communicate and give presentations in front of groups.
  • Listen to others and appropriately act on information provided
  • Influence others and inspire them to take action
  • Develop strategies, action plans, and metrics to monitor results
  • Create business development plans
  • Multi-task, prioritize, organize and coordinate projects to meet simultaneous deadlines
  • Work independently with minimal supervision and under constant deadline pressure.
  • Work effectively in a team
  • Work effectively in a fast-paced organization.
  • Use a variety of computer programs / systems to track results (Salesforce.com, Word, Excel, Email, Internet, etc.).

 

Other Qualifications

Must be able to travel up to 70% of the time.

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