Manheim’s Sales Operations Manager is responsible for driving market success , within a geographically defined group of sales territories within a sales region. In this role, the Sales Manager aligns and supports the Senior Director, Sales Operations to drive overall market / region success. Each field sales team is focused on capturing market share, producing customer transactional and revenue growth through an end-to-end sales strategy, selling all Manheim services to new and existing customers. This person will often provide interim leadership for a team of Field Sales Managers and/or Field Sales Representatives in clearly defined customer geographic areas. The Sales Manager role reports up to the Regional Vice President. He/she works with the RVP to create and implement sales strategies for business development, closely monitors resultsfor the sales region.
Partners with GSM to grow transactions within region for buyer and sellers and dealer revenues
Partners with GSM to assess successes and opportunities for improvement based on data reported weekly through sales strategy.
Aligned with counterparts within and outside of assigned region through bi-monthly peer to peer initiated call.
May act as back up for GSM when GSM position is a void (at discretion of RVP, often a in market FSM may be asked to step up to the plate on an interim bases”
o Compiles and completes weekly recap on behalf of GSM
o Participates in GSM weekly call (when acting as a GSM)
o Provides leadership for team
May act as back up for FSM when position is a void where necessary at the discretion of the RVP
o Participates in FSM call hosted by GSM of market
o Hosts FSR call for defined team.
o Provides leadership for team
May focus on partnering with GSM or FSM to negotiate/address a particular obstacle within a market (at the discretion of the RVP)
SME from a sales perspective for Mobile Selling and other “non-typical” selling opportunities for region.
Liason with Sales Effectiveness, on a limited basis partnering with SEM team to vet new programs and/or host sessions during on-boarding sessions (SFSM should not be preparing training materials and hosting sessions on behalf of SE on a routine basis)
Facilitate Best Practices / Resource sharing / Mentor –Mentee opportunities etc. within Region.
At direction of GSM, the MSO may:
o Partners with under-performing GSM or FSM team in market to drive immediate improvement
o Partner with FSM in market to spearhead targeted sales event selling
o Lead one-on-one sessions focused on leverating available tools and resources for effective team leadership with GSMs /FSMs.
o Partner with GSM, RAE, FSM, FSR or other market team member to pursue a particular customer opportunity when necessary.
Performance Expectations & Metrics
o MSO collaborates with SDSO to define goals and schedule 8 weeks out rolling.
o Schedules are subject to change based on unforeseen circumstances
o Each assigned effort should be associated with a goal and effectiveness metric that can be assessed 30 x 60 days postmortem.
o Quarterly Recaps to summarize value contributed to Manheim organization. (one page, bullet points)
Follows sales strategies and maximizes employee performance.
Embraces World Class Sales Organization and strategy as we continue to grow and maximize efficiencies
Leads execution of sales growth plan (buyers, sellers, ancillary products and services)
Follows and adheres to Open, Honest and Direct philosophies
Leads sales teams through communication of performance expectations, providing direct support as needed to sales staff through participation in sales calls or related activities, coaching sales staff to enhance their effectiveness, and holding them accountable for results. Regularly monitors performance of their sales teams within the region, and provides advice to GSM, and FSMs as appropriate
Partners with Sales Strategies, Sales Effectiveness and Manheim Consulting for intelligence and tools needed to support development of business and sales teams within the market
Manages and leads new and experienced outside salespeople
May recruits, hires, and develops sales team
May deal with multiple levels within automotive (franchise and independent) dealerships, automobile associations, automotive dealer groups
Often has a relationship and works with top performing customers in identifying opportunities
Utilizes CRM tools on a daily basis to monitor sales results
Trains and encourages utilization of all Manheim products and service. Leverages current resources who are responsible for developing these for our sales teams
Is a sales liaison for the Market Vice President, on behalf of the Regional Vice President or General Sales Manager as necessary.
Provides support to the FSMs as they solidify their relationships with the General Managers of Manheim’s operating locations
Exemplifies the Cox values in all aspects of their work and their work relationships
Education: Bachelor’s degree or equivalent experience required.
Experience: Previous experience in a leadership role with a proven track record of success; minimum of 7 years proven success in outside sales, service, or operations; Automotive, auction, wholesale internet sales/service a plus; experience in developing new business from prospects as well as existing customer base preferred.
Competencies/Skills: Excellent communication (written and verbal) and interpersonal skills required; ability to work in a high performance, fast-paced team environment; easily able to grasp in-lane and online products and services and how to leverage in a competitive marketplace; understanding of the retail/wholesale marketplace in an operational context to best position the Manheim Value Proposition; ability to use Internet and MS Office effectively with strong knowledge of Microsoft Excel; ability to adapt to and work effectively within a constantly changing environment; excellent problem solving and negotiation skills; ability to work effectively and collboratively within a matrixed organization.
(Degrees, Certifications, Languages)
Physical Demands: None
Work Environment: Ability to sit or stand for prolonged periods of time. Travel required: 85%
Cox Enterprises - 30+ days ago
Manheim is a wheeler dealer from way back that trades cars like stocks. With about 145 locations worldwide, the firm is the nation's...