Market Area Sales Manager

Company: Credit Acceptance Corporation

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General Information
US-MO-Columbia
N/A
High School
Full-Time
At least 4 year(s)
Road Warrior
False
False
Job Description

The Market Area Manager (MAM) role exists to help Credit Acceptance grow its business by increasing the number of active dealer-partners (DP’s) we do business with at the same time increasing the number of deals per active dealer partner in their respective market.

 

The MAM is responsible for having a thorough understanding of the market, competitors and dealers in the defined Columbia, MO area territory in order to create the most effective strategy to increase our dealer partner base and contract volume.  The MAM will partner with the Director of Sales (DOS) to make sure that the right strategies and actions are being implemented and that the desired results are being achieved.  By using various prospecting methods, it is the responsibility of the MAM to keep an active pipe-line of prospective Dealer Partners.  The MAM is expected to be able to effectively evaluate every potential Dealer Partner so that those with the highest likelihood of success are brought on to our program. 

 

It is imperative that the MAM engage in the necessary actions to set the new Dealer Partners up for success.  This is achieved by providing the appropriate level of support to each new Dealer Partner prior to the initial training visit in Southfield, as well as serving as a business consultant.  The MAM is expected to provide on-going assistance in helping the dealer partners to analyze their performance on the program, identify any areas where there could be improvements, and assist the dealer partners in crafting and implementing the best possible solutions that will lead to the desired results (e.g., high contract volume, high collections, etc).  The type and degree of on-going support that the MAM provides each dealer partner will vary based on the specific needs of each dealer partner. It is important that the MAM be able to accurately assess the specific type of support that each of the dealer partner needs from the MAM in order to be successful and have an ongoing prosperous relationship with Credit Acceptance.

 

General Duties/Essential Functions:

 

Sales Process

  

       Prospecting / Signup:

  • Undertake enough prospecting to generate a pipeline of quality prospects
  • Perform an adequate number of presentations to prospective dealer-partners

    •        Servicing:

  • The necessary pre-training work to prepare a dealer-partner for the CAU Experience
  • The kick off of the new dealer-partner (1st Week) to ensure that success is experienced
  • Perform the necessary servicing the first 45 days after kickoff to ensure the dealer generates business
  • Perform a market analysis to segment dealers (performance and engagement) and provide service accordingly

    •        Key Knowledge to drive action and results

  • Know and utilize the CA sales process
  • Have an in depth knowledge of the CA Product (Advance, Ratings, Inventory, Approvals)
  • Knowledge of the sub-prime auto finance industry and market specific knowledge
  • Be proficient with the Credit Approval Processing System (CAPS) system
  • Have a working knowledge of the funding process and necessary stipulations required for funding
  • Have knowledge and be familiar with the available dealer reporting (customer reports, performance reports, dealer statements etc..)
  • Have knowledge of and utilize Microsoft Office (Excel, Power Point, Word, Outlook)

    •  

    Candidate Profile:

      

    Knowledge, Skills and Abilities

     

    Required

           Building the Relationship (Sales Skills):

  • Establish rapport with the key people at the dealership which could include the owner, GM, CA Mgr, any other decision-maker (initial meetings are effective -  quickly establish positive relationships)
  • Communicate effectively (clear, concise, speaks at the right level for the listener, flexes to their style)
  • Run effective meetings (Has clear agenda, has invited the appropriate people, is organized, is "in charge", summarizes outcome of meeting, discusses next steps, time-lines, responsibilities, etc)
  • Give effective presentations (strong presence, organized, persuasive, engaging, etc)

    •        Being the Consultant (Problem-Solving):

  • Consistently and effectively identify and analyze problems the dealership is facing as well as problems in the market.  
  • Play active role in implementing solutions to problems (or help DP to implement solutions) and conduct appropriate follow-up to determine if the solutions are actually working.

    •        Spending Time Effectively (Planning & Time Management)

  • Spend time effectively (prioritizes activities properly to ensure that the metrics / measures are getting met)
  • Respond to requests, voice mails and emails from all parties promptly (within 24 hours of request/message)
  • Engage in an effective amount of call preparation and meeting preparation (e.g., adequately plan for phone calls and in-store visits)
  • Using Landslide to manage leads, appointments, etc.

    •  

           Being the Positive Professional (Attitude & Professionalism)

  • Possesses a professional demeanor (including appearance - dresses and behaves appropriately for DP and for CA)
  • Maintains a positive attitude and positive communication about CA to fellow MAMs, CA emps, DPs, vendors, etc (i.e., does not speak negatively about CA or any of it's team members)
  • Shows integrity in decisions, behaviors (is honest; makes ethical choices in line with company's code of conduct)
  • Maintains a consistent "can do" attitude and strong drive for results (does not let setbacks slow him/her down; does not become hindered by negative thinking or obstacles)

    •  

    Competency Profile

  •  Analytical thinker (i.e., can examine various dealer results and identify trends, issues, potential causes of issues, and develop action plans)
  • Self-driven
  • Thrives on responsibility
  • Drives hard to achieve objectives
  • Trustworthy
  • Possesses and expresses a positive and enthusiastic attitude and belief systems about Credit Acceptance’s products, sales tools, and mission.

    •  

     Credit Acceptance is proud to offer a comprehensive and competitive benefits package.

    Full-time Benefits include:
    Medical/Vision, Dental, Life Insurance, Paid Time Off, Profit Sharing, Tuition Assistance, Service Awards, Flexible health and Dependent care spending accounts, Holiday Bonus
    You will also be eligible for our 401(k) plan after 3 full months of service.

    Part-Time Benefits Include:
    401k, Holiday Bonus and Profit Sharing

     

     

      

    Job Requirements

           Required: 

    • Internal candidates must have been in current role for at least 6 months
    • Must be located or be willing to relocate to within the Columbia, MO Territory Required
    • Experience working in sales and/or finance departments of a dealership or have done outside sales specifically calling on automotive dealerships selling a product or service  required
    • Minimum of 80% travel in the market  required
    • Consultative selling techniques
    • Excellent formal (and informal) presentation skills
    • Have a proven history of strong work performance
    • Must have valid driver's license, insurance and registration


           Preferred:

    • Sub-prime auto finance experience highly preferred
    • Face-to-face interaction in a car dealership with the principle, GM or owner (influencing/relationship-building)
    • Existing relationships with dealers in local area (I.e., in the area we are considering him/her for) strongly preferred
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