About the Role:
Grade Level (for internal use): 12
- Manage a team of BDM (Business Development Managers) sales reps.
- Focus on creating partnerships with our auto dealership customers.
- Work with internal lead generation sources (SDG Team) to help develop your team’s pipeline.
- Utilize online and offline marketing sources to cultivate new leads for your team.
- Maintain a high level of relevant domain knowledge to effectively lead presentations to senior managers (GM’s of dealerships), other decision makers, and influencers.
- Determine weekly, monthly, and annual sales and territory plans, analyze trends/results and adapt strategies to meet plans.
- Establish sales objectives over viewing forecasting and developing annual sales quotas for regions and territories, projecting expected sales volume and contributions.
- Develop, implement and monitor effective sales strategies.
- Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
- Work closely with Product Marketing to establish SA(L) & MQL’s (Sales & Marketing Qualified Leads).
- Maintain regional sales staff by recruiting, selecting, orienting, and providing ongoing training for the sales team.
- Work closely with the Internal Enablement Team and SR BDMs to continue to develop BDM’s.
- Conduct weekly 1:1’s with your team to coach, mentor, and hold them accountable to KPI’s.
- Monthly BDM KPI’s (4 BD sourced demos, 9 Completed demos, 50-80K in Pipeline Creation & 200 logged activities in SalesForce).
- Engage, negotiate and close agreements with large automotive customers as requested.
- Monitor and analyze performance metrics and suggest improvements.
- Work with Strategic Development Managers to build pipeline and close Mid‑Tier Dealer Groups.
- In conjunction with Sales Operations prepare accurate monthly, quarterly and annual sales forecasts.
- Identify potential customers and new market opportunities by networking with other industry professionals and OEM’s.
- Liaise with Marketing and Product Development departments to ensure brand and development consistency.
- Stay up to date with new product launches and ensure sales team members are informed and on board.
Who you are:
- Minimum of 7 years’ experience in account sales, including responsibilities in customer presentations, securing account sales, establishing and maintaining strategies, reviewing status with team members and reporting such to executive management.
- Minimum of 3-5 years’ experience in sales management including recruiting, training, and performance evaluations.
- SaaS experience necessary, auto experience preferred.
- Strong knowledge of sales tools, processes, and technologies that serve reduced sales cycles and increased productivity.
- Manages effective operational systems and processes.
- Works to build consensus across groups with competing priorities.
- Brings new thinking to problems to create innovative solutions.
- Consider multiple courses of action and make recommendations based on analysis.
- Proven track record of exceeding sales targets with high average selling price.
- Solution oriented and consultative in your sales approach, ability to manage a tight sales process.
- Understanding of the selling process to mid‑size to large auto customers, preferred.
- Knowledge of how to sell a variety of solutions designed to service multiple customer needs.
- Ability to thrive in a performance‑oriented environment with short sales cycles.
- Proven experience working closely with a lead generation team.
- Strong knowledge of the Demand Generation model and needs to serve your team.
- Exceptional negotiation skills.
- Exceptional leadership skills.
- Strong written and oral skills.
- You excel in analytical thinking, can manage ambiguity, function successfully in environment of constant change, and possess strong business acumen.
- Excellent conflict resolution and interpersonal skills.
- Experience working remotely without the need for daily oversight.
- Ability to travel extensively. A valid driver’s license is required to perform the role.
Expected Hours of Work:
This is a full‑time position. Generally, work is performed Monday through Friday, though holidays and weekends may be required.
Equal Opportunity Employer
S&PM Global is an equal opportunity employer and all qualified candidates will receive consideration for employment without regard to race/ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, military veteran status, unemployment status, or any other status protected by law. Only electronic job submissions will be considered for employment. If you need an accommodation during the application process due to a disability, please send an email to and your request will be forwarded to the appropriate person.
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