Account Director

US-FL-DME - Daytona Beach
FLSA Status
Exempt
Type
Regular Full-Time

Mission

POSITION SUMMARY:

Primary corporate contact responsible for the satisfaction, retention, growth, and profitability of assigned strategic accounts.

 

 

SCOPE OF THE POSITION:

Position reports directly to the SVP Key Accounts. Position encompasses wide breath of client interaction with various departments to manage day to day activities, align AutoPoint solutions with accounts objectives, and identify new product opportunities for retention and growth. The incumbent will be expected to work independently using technical judgment consistent and in support of the overall account objectives

Position 80s

ESSENTIAL DUTIES & RESPONSIBILITIES:

Strategy

Needs Assessment

  • Determine client’s strategic positioning and direction
  • Identify specific short term and long term needs to fulfill client’s strategies

Solution formulation

  • Develop solutions to meet or exceed the needs to fulfill client’s strategies

Consultation / Anticipation

  • Share AutoPoint knowledge and industry findings
  • Provide access to various AutoPoint resources for brainstorming, idea creation, etc.

Planning

  • Develop annual strategic plan for the retention and growth of client’s businesses
  • Provide quarterly review of strategic plan

 

Execution

Develop strategies and plans to maintain and improve the company’s revenue and market position with the assigned account. Each plan will include pipeline opportunity, target opportunity, and assessment of potential revenue.

Become trusted advisor to respective assigned account. Develop relationships to the extent that account look to AutoPoint first for answers to business issues and questions.

Provide strong account leadership. Display trust, ethics, and professionalism at all times. Handle issues and disputes in a timely and effective manner.

Documentation

  • Clearly define any newly identified client needs
  • Describe the Current State, Desired State and Gap (aka Execution Document)
  • Describe the products and processes necessary to meet the identified need

Communication

  • Participate in monthly account reviews with client
  • Follow up each customer touch with a summary of discussion points
  • Prepare scope / requirement documentation for new projects, enhancements
  • Prepare and facilitate status calls with client and other internal resources

Deliverables

  • Meet or exceed client’s approved deadlines for proposal and all product solutions
  • Meet or exceed client’s expectations for the results provided by all AutoPoint solution
  • Meet or exceed the annual sales and gross profit budget for assigned account

Review and Revision

  • Internal
    • Set clear review deadlines and expectations
    • Assign / delegate responsibilities
    • Review AutoPoint delivered solution against the Execution Document
  • External
    • Review AutoPoints delivered solution with client’s personnel and compare to proposal
    • Assess client satisfaction with the results of AutoPoints delivered solution
    • Document necessary changes       

Development

Account Development

  • Integrate personally and professionally with key client’s decision makers
  • Anticipate future client’s personnel moves and prepare AutoPoint
  • Work with account leadership to prepare an annual budget of client including volume, revenue and growth opportunities
  • Review budget quarterly in synch with strategic plan review

AutoPoint Personnel Development

  • Hold weekly update meetings with any internal departments actively involved with client.
  • Weekly meetings with field director to ensure alignment of initiatives.

Must be flexible to work extended/flexible hours, including weekends, holidays, evenings, etc., as necessary; and

All other related and/or additional responsibilities that may be required or 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 4 years’ experience managing multiple accounts for a service company, preferably within the automotive industry.
  • 2-5 years retail automotive dealership experience with excellence in sales and CSI preferred.

 

Competencies: 

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

 

Knowledge of:

  • Sales processes and tools (account planning and strategic selling)
  • DMS systems preferred.
  • Fixed operations of automotive dealership

 

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
  • Develop strategies, action plans, and metrics to monitor results
  • Create business development plans
  • Effectively communicate ideas
  • Develop, communicate and give presentations in front of groups.
  • Effectively convey processes and training.
  • Listen to others and appropriately act on information provided
  • 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.).
  • Sit for multiple hours at a time and to work multiple hours a day at a computer keyboard; and
  • Remain alert and focused during the work day.

 

Other Qualifications

  • Flexibility to travel overnight with short notice.

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