Account Development Manager

Dealer Tire•Remote Pennsylvania, DE

1d•Hybrid

About The Position

Sonsio Vehicle Protection offers industry-leading Vehicle Protection plans covering Tire Road Hazard Protection, Appearance, Parts & Labor Warranties, Mechanical Advisory, and other consumer services. Since 1984, Sonsio has been a leader in the automotive industry, serving over 74,000 dealerships and partners across North America. They provide custom solutions to improve customer acquisition, retention, and profitability, along with end-to-end claims support and expertise. The Account Development Manager (ADM) is responsible for developing and managing agent relationships, supporting new and existing agent/dealer business by expanding product offerings, and identifying revenue opportunities. The role involves working closely with Business Development Managers (BDMs) to promote Sonsio products and services, improve sales, and increase product penetration at the dealership level.

Requirements

Bachelor’s Degree or equivalent experience required.
Minimum of 3 years of experience in Account Management of Business Development in the Auto Finance Industry.
In-depth understanding of the auto finance, lending or service business.
Experienced with delivering effective training and service support to dealership personnel.
Ability to effectively build value and strengthen relationships to all levels of the dealership.
Strong communication skills with proven ability to communicate across dealership management and within the company.
Able to prioritize time, effort, resources and adjust objectives when needed.
Experience working with Salesforce/ CRM tool.
Proficiency with all Microsoft Office products required.
Strong and quick assessment skills with ability to critically think in the moment and add value.
Meet the requirements of Sonsio’s Motor Vehicle Record Policy and Company Vehicle Fleet Policy.

Nice To Haves

Competencies Required: Results Orientation, Agility, Initiative, Influence, Customer Focus, Collaboration, Business Acumen, Decisiveness, Executive Presence, Resource Optimization

Responsibilities

Manages new and existing agent onboarding process to provide necessary training and development of SVP ancillary products and services.
Works closely with Foundation BDMs on new and existing agents, accounts, reviewing new and existing pipeline opportunities and new business acquisitions via the agent channel.
Works closely with agent partners to anticipate future requirements, identify opportunities for upselling and/or cross selling SVP products to increase customer loyalty, retention and sales.
Provides a deep understanding of multiple agencies, agent channels, product channels and variances in coverages by identifying white label programs by brand, agency and product to understand program enhancements and limitations.
Maintains a solid understanding of different VSC’s and product offerings by all agent partners to train at the dealer level on all corresponding F&I offerings to include SVP products (training on package selling Sonsio products).
Understands agent/TPA/dealer directives to act as a trusted partner and advisor.
Assists agents and dealers with operational tasks, business needs and other requests (e.g. dealer login resets, update new and termed dealer personnel changes, product enhancements, pricing adjustments, product information requests, POS materials, etc.).
Conducts daily and weekly collaboration check-ins/follow-up with all agents for a proactive partnership which includes in person field visits and various virtual training as needed.
Collaborates with agents and dealers to provide new store installs of designated programs and support services.
Understands various TPA menu portals to include Gold Standard, C. Berman, Americredit, and future partnerships such as Veritas, Portfolio, NTP, HWG.
Provides Excessive PCRS+ training at dealer and agent level (coming soon), currently training on DAP.
Negotiates and secures top 3 menu shelf space for SVP products and services at agent and dealer level.
Implements and delivers agent cross region training on SVP products and services to cover overlapping regions.
Responsible for dealership commitment, developing a high-level relationship with executive management team at the dealership level to include GM, GSM, F&I Director & Department, Service Director and Service Writers on business planning, goal setting, value selling and retention activities.
Understands and identifies channels in PowerBi to dissect areas for improvement and growth, recognizing high performing agents and dealers.
Provides performance metrics to identify opportunities for both agents and dealers (increase signed vs selling, evaluate brand successes and opportunities, suggesting change where needed).
Conducts agent and dealer meetings to report activity, trends, overall service results and recommends actions to improve performance and mitigate risks.
Works with National Sales Director and Division VP attending various Agent/TPA, dealer sales conferences and regional meetings.
Collaborates with internal corporate colleagues to ensure the highest level of service delivery and to address potential issues.
Stays abreast of industry knowledge through on-going education and development to increase the perceived value of the company and its services.
Monitors and communicates competitive information including pricing, policies, and market strategies for both dealers and agent/TPA partners.
Fully understands all SVP programs, delivers presentations and training sessions, overcomes program objections representing SVP offerings.
Proactively identifies and resolves any customer sales, service and claims issues working closely with Sonsio CSR’s on all escalated claims.
Stays abreast of current competitive activity.
Manages and plans calendar schedule accordingly, 30-60-90 days out.
Manages Travel & Expenses accordingly, staying within company guidelines (i.e.) flights, hotels, rental, meal, and client entertainment.
Maintains sales and service activity, contact lists and touchpoints in Salesforce.
Achieves individual monthly sales objectives and quarterly MIT’s.
Ensures all administrative tasks are completed in a timely and accurate manner.
Performs other duties as assigned.