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The VP, Sales (Dealer Engagement) will provide thought leadership, strategic direction, and sales operations management for the Dealer Engagement team. This role is responsible for moving the needle on all things sales-related, leading a cohesive partnership with Dealer customers.
This role requires an articulate change agent who executes the vision for sales strategy and operational practices. The VP will lead by example to empower their team both onsite and in the field, communicating top-down improvements and encouraging continuous evaluation of processes, tools and a consultative sales approach.
Additionally, this role is responsible for developing and motivating Market Area Directors to push the boundaries of performance in the field, ensuring the highest level of dealer customer satisfaction.
The VP, Dealer Engagement must have awareness of the impact of their decisions on the organization as a whole. This person must be inquisitive in nature and consider other functional areas when developing the strategy for dealer engagement.
Top Needs for this Role
Extensive background in leading sales teams, sales operations processes, and solution selling at the executive level
Deep understanding of automotive retail structure, needs, and operations within a dealership
Strategic, big-picture thinker with a strong change management background
Sales compensation and incentive plan development
Strong financial acumen with P&L management
Evaluate field structure/territory assignment, identifying market segmentation and providing recommendations for execution.
Develop and manage sales compensation plans and systems for tracking and reporting sales, spiffs and commission earnings.
Drive the Dealer Engagement team to high levels of sales efficiency through market, account, and target planning activities.
Develop the strategy, business plan and forecast for Dealer Engagement to achieve revenue and GP goals.
Build relationships with dealer customers and senior-level contacts at FMC to ensure alignment of needs, goals, and strategy.
Develop processes that optimize customer account tracking and efficiently analyze sales force trends and performance.
Establish the framework for goal setting and performance measurement.
Evaluate sales process quality, bottlenecks and inconsistencies, identifying opportunities for improvement.
Assess the critical tools that enable the Dealer Engagement team to achieve objectives.
Share trends, insights, and opportunities to improve product offerings, customer service and revenue achievement.
Develop and manage performance metrics, holding team members accountable for performance.
Analyze sales data, generating forecasts and metric reporting for leadership, including pipeline analysis.
Develop financial/predictive models, budgeting and forecasting tools to help evaluate the impact of new programs.
Ensure team leadership is providing coaching, training, and skills-building to improve effectiveness with customers to achieve revenue, profit and service goals.
Manage and coach team members for role performance, career progression and skill development as needed (ie, set goals, provide performance feedback and conduct performance reviews).
Continuously investigate new approaches and technologies that can increase team performance, decrease variability, and accelerate goal achievement.
Abide by the policies, procedures, and Code of Conduct of the company.
Complete any required training.
Promptly report any known or suspected loss, theft or unauthorized disclosure or use of PI to the General Counsel/Chief Compliance Officer or Chief Information Officer.
Adhere to the company's compliance program.
Safeguard the company's intellectual property, information, and assets.
Other duties as assigned.
% Travel Required (Approximate): 50%
Overall sales experience (15 years)
Experience building field sales teams and managing sales leaders (10 years).
OEM solution selling experience is required.
Experience establishing the sales strategy and operations function in an organization.
Experience utilizing sales data to identify improvement opportunities and implement solutions (10 years).
Successful track record of meeting aggressive revenue and profitability targets (10 years).
Experience managing senior level direct reports and a field team of 90+.
Bachelor's degree from a four-year college or university in Marketing, Technology, or Business Administration or relevant experience.
Skills, Knowledge, and Abilities
Proactively problem-solve and multitask while maintaining composure and attention to detail.
Follow-through mindset to uphold a close the loop' culture.
A positive approach to serving customers and providing exceptional customer service.
Ability to demonstrate good judgment, high ethics and project a professional image.
Ability to work independently and as a collaborative team member with a positive can do' attitude.
The drive to identify and seize opportunities for continuous improvement as business needs change.
Excellent organization, flexibility and time management skills and the ability to work in a dynamic, deadline-driven environment.
Exceptional interpersonal and business communication skills (written, verbal, listening).
Proficient in Microsoft Office skills (Word, Excel, and PowerPoint).
Solid people management skills and the ability to create a motivational environment for team members.
Knowledge of HR-related principles such as goal setting, discrete communication, and performance management and feedback.
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