The Dealership Development Manager generates revenue within their assigned territories by developing sales opportunity through expanding account production, qualification, closing sales and recommending new products and services to specific
strategic accounts and existing account base in assigned territory. They will initiate the sales process by developing new as well as expanding relationships with existing accounts, scheduling appointments, making initial presentation and understanding account requirements. The Dealership Development Manager closes sales by building rapport with existing accounts, explaining product and service capabilities, overcoming objections, preparing contracts and successfully executing program implementations. They expand sales in assigned territory by introducing new products and services, developing new applications and increasing penetration rates within existing account base. They also contribute information to market strategy by monitoring competitive products and reactions from accounts.
Roles and Responsibilities:
The Dealership Development Manager's job responsibilities: 80% of time focused on retain and servicing with 20% of time focused on deployment of growth strategies on 15-18 strategic accounts in assigned territory.
Deploys strategic growth strategies from Corporate approved sales playbook
Drive, manage and coordinate all sales activities on account level. This consists of prospecting and closing new business with existing accounts; suggesting trade-ins;
meeting prospects at community activities; greeting drop-ins; responding to inquiries;
recommending sales campaigns and promotions
Closes sales by overcoming objections; negotiating price; completing sales or purchase contracts; explaining provisions; explaining and offering warranties, services, and financing and collects payment
Account development through sales training and coaching of existing assigned strategic accounts
This is a combination of field activity and phone/web demos providing methods on improving contract production, penetrations and F&I profitability.
Provide CRM reporting and account management activity on all existing accounts to maintain and/or exceed expectations on account production and SLA's
Account management -Handling any producer requests or issues as it relates to pending claims, claims handling, rate cards, account setups, marketing materials, e-Contracting platform setup and functionality
Collaborates with administrative team to complete internal account setups, and deploy new account setup process to include but not limited to the delivery of product information and training materials
Partners with internal departments to ensure smooth execution of account implementation and answer questions for clients and prospective clients that may require follow up and coordination
Maintains constant contact with accounts includes pulling administrative reports, contract
collection efforts, and monitoring and going over production with GM, F&I Manager and
communication with Service Managers
Develop & maintain detailed financial plans for each account
Utilizes CRM and Key Account Planning tools to manage and grow the business
Measured by YOY growth, product mix and effective deployment of growth strategies outlined in the sales playbook
Engage and involve Business Development Assessment resource on 12-15 strategic accounts as well as executing and completing recommendations from any Business Development Assessments conducted
Driving enrollment within the assigned territory for the Regional Training Events.
Actively grows skillset and job knowledge by participating in educational opportunities, reading professional publications, attending industry conferences, etc.
Develop an annual business plan and provide quarterly updates, to include CRM and sales playbook utilization
Performs other related duties as assigned
Qualifications: in achieving the objectives of the position
Bachelor's Degree in a related field or equivalent years of relevant experience in business operations, sales management and/or account management
Two+ years of direct selling and or sales management, customer service or sales support
Excellent Sales management, communication, sales presentations and closing, training, business development skills.
Excellent telephone skills and computer knowledge with proficiency in Windows, Word, Excel, PowerPoint, Outlook
Demonstrates proficiency composing written communications
Comfortable performing multifaceted projects in conjunction with day to day activities
Ability to work independently with a sense of urgency
Strong organizational and analytical skills
Experience and/or ability to use CRM and expense applications
Travel up to 75%
Relocation assistance will not be provided
Strong preference for those experienced as Manager of Finance & Insurance or Sales Manager and or General Sales within the Power Sports and/or Automotive markets
1. While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use hands to handle, or feel objects, tools or controls; reach with hands and arms; climb stairs; balance; stoop, kneel, crouch or crawl; talk or hear; taste or smell
2. The employee must occasionally lift and/or move up to 25 pounds
3. Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus
Job Type: Full-time