This senior leadership role demands effective communication, meticulous attention to detail, a technical mindset, and a strategic-thinking approach. The ideal candidate will possess a customer-centric mindset, expertise in leading large field teams in a decentralized work environment, and a background in sales strategy and account management, particularly within the automotive industry. The candidate should excel in generating new opportunities for expansion, implementing upsell strategies, and reducing churn within dealership groups. Leading and coaching a regional sales team to excel in sales and account management is crucial, fostering a culture of integrity, and customer-centric solutions. This position reports to the Chief Revenue Officer.
- Lead field sales and account management teams in a designated geographic region, focusing on new car/franchise automotive dealership groups.
- Collaborate with Regional Sales Directors and Regional Account Directors to develop business plans, emphasizing sales, conquest, upsell opportunities, and a roadmap for exceeding monthly targets.
- Drive revenue results, surpassing revenue and churn targets within assigned territories, with frequent reporting to senior leadership.
- Conduct both in-person and remote sales presentations and product demonstrations, showcasing technical expertise and clear communication of CarNow’s value proposition.
- Partner closely with the OEM team to ensure alignment with objectives, updates, and effective communication with dealership clients.
- Build and maintain relationships with core dealership clients, participate in meetings, and focus on retention and product consultation.
- Contribute to shaping a decentralized organizational culture, balancing hard work with a fun, competitive, energetic, and inclusive approach.
- Collaborate with training, product, and marketing teams to equip field sales teams with relevant tools for success.
- Establish a feedback loop for product enhancement requests and escalate to support/product teams.
- Work with OEM, Strategic Account, and Independent Dealership teams to support initiatives and drive results through the field sales team.
- Lead strategic sales initiatives and events, such as advisory councils, annual sales meetings, and President’s Club.
- Escalate on-site requests to executive leadership and represent CarNow at industry conferences and automotive events.
- 10+ years in automotive software sales or a dealership role utilizing automotive software.
- 5+ years in a leadership role with a proven track record of achieving sales targets.
- 3+ years in a senior sales leadership role, effectively communicating with both C-level leaders and field sales employees.
- Advanced proficiency in all areas of the sales cycle, from lead generation to renewal/expansion.
- Highly motivated, growth-oriented, with the ability to multitask and lead teams to success.
- Organized, self-motivated, with the capacity to contribute individually while leading a team.
- Ability to coach and develop Regional Sales Directors and lead by example.
- Technologically savvy with Microsoft Office and CRM experience.
- Strong verbal and written communication skills.
- Frequent travel required.
- Should live in the West region of the US or plan to relocate.
- Competitive salary driven by industry experience and prior success
- Performance based variable compensation
- Industry leading health benefits
- 401K available
- Stock options
To learn more about our company, you may visit our web site at carnow.com. Please note that due to the extremely high volume of responses, we will only respond to those candidates whose backgrounds and experience most closely match our needs. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.
CarNow is an equal opportunity employer