POSITION SUMMARY: Manage the relationship with clients beginning with the point of enrollment and sustain throughout the customer lifecycle. Responsible for maintenance, retention and growth of assigned accounts. ESSENTIAL DUTIES & RESPONSIBILITIES: Relationship Management Develops and maintains relationships with key decision-makers in assigned groups and dealerships. Maintains ongoing communication with different levels of account and dealer management at assigned account and dealer locations. Assesses performance of existing dealers. Identifies and develops new dealers in target areas. Completes detailed customer plans.Solution Consulting Acquires an understanding of the issues and needs of the dealers within the territory. Understands the key performance indicators that leverage the dealers business. Effectively communicates DMEas value proposition and aligns it with the dealers objectives. Regularly reviews, with assigned accounts and dealerships, the results of the DMEa product suite. Consults with dealers and designs and recommends coupon and program changes. Shares DMEa knowledge and industry findings with assigned accounts.Strategy Development Prepares sales forecasts and reports showing sales volume, potential sales, and areas of opportunity. Develops and presents plans, programs and strategies that drive the revenue and growth objectives for the dealer and DMEa. Regularly communicates dealer objectives to the Director, Field Account Management. Focuses on achieving Product Division goalsAccount Retention & Management Manages the retention, maintenance and growth of assigned accounts. Manages all customer issues and conflict resolution. Participates in the enrollment and review process for new orders for retention programs and custom campaigns. Captures Account requests for enhancements and recommended changes. Prioritizes and facilitates these requests with appropriate internal team members. Reports all program changes, enhancements and application bug fixes through Salesforce cases. Maintains dealer contacts and business activity in Salesforce.com on a daily basis. Processes and files internal documentation/communication on a timely basis, including but not limited to, field visit recaps, distress signals within the account, T&E, etc. Provides valuable and constructive feedback.
Education: Bachelors 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. 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 clients needs and close the sale Develop strategies, action plans, and metrics to monitor results Create business development plans Effectively communicate ideas 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.).Other Qualifications Must be able to travel up to 60% of the time. 'Road Warriors' need only to apply!
CareerBuilder - 13 months ago