Automotive Account Manager

MarketSource•Philadelphia, PA

About The Position

MarketSource is a sales acceleration company focused on delivering better outcomes for many of the world’s most iconic brands. We design, operationalize, and execute managed sales and customer experience solutions for companies in B2B and B2C environments. Our solutions are purpose-built and tech-enabled to deliver measurable improvements in business outcomes. We live by a set of people-focused values that guide our relationships with each other and with our clients. By putting people first, working together to make others successful, and establishing a rich and empowered work culture, we create opportunities for our people and the businesses we serve to be successful. Summary The Auto Client Account Manager (A-CAM) is responsible for driving commercial success across specific client-designated dealerships by achieving client-defined performance metrics and delivering best-in-class service support. As a subject matter expert, the role will work closely with client-based on-site leadership to promote customer engagement and adoption of the clients’ suite of products through a system-selling approach. This role involves developing and maintaining strong relationships with dealership personnel and multiple client regional resources to support fleet and commercial vehicle sales and service excellence.

Requirements

Demonstrated knowledge and working understanding of dealership operations, including Retail F&I, processes, commercial business applications and fixed operations
Demonstrated ability working with dealership and OEM field teams and independently engaging with fleet & commercial Accounts
Experience selling to fleet & commercial customers preferred
Strong communications skills including the ability to influence, grow and maintain professional networks within the industry
Demonstrated ability to engage & develop relationships with executives and administrators to deliver results
Experience conducting web-based presentations using a variety of resources, including but not limited to Webex, Zoom, Teams, etc.
Proficiency with MS Office (Word, Excel, PowerPoint)
Demonstrated ability to learn, adapt to and successfully implement new technologies quickly
Must be task-oriented, have high degree of time management skills and the ability to prioritize multiple competing issues, opportunities, and objectives
Must be able to thrive in fast paced quickly changing environments
Ability to create and deliver effective, impactful presentations to small and large groups and individuals
Bachelor’s Degree (BS/BA) in Marketing or equivalent work experience preferred
Minimum of 5 years of successful auto dealership experience in fleet & commercial sales; or fleet management experience
Ability to travel overnight (approximately 1–2 weeks per month)
Experience with CRM systems (Salesforce.com experience is a plus).

Responsibilities

Build and maintain strong relationships with dealerships personnel and OEM field resources focused on growing fleet and commercial vehicle service contract (VSC) and pre-paid maintenance sales through networking and other interactive opportunities
Use cutting edge AI technology to help the team sharpen their presentation skills
Serve as a subject matter expert (SME) for the client’s dealers and field teams related to all vehicle protection products for fleet and commercial vehicles
Partner with dealers and OEM field teams to create, implement and maintain customized action plans to increase commercial VSC, PPM and other protection products for fleet and commercial accounts
Proactively coach, train and collaborate with teams, clients, customers and internal partners to ensure client expectations are met/exceeded while identifying growth opportunities to increase product penetration rates for fleet and commercial accounts
Successfully consult with fleet and commercial accounts to illustrate the cost benefits of the protection products related to their particular metrics, value proposition
Present business cases to promote mobile service capabilities and additional fixed operations profit opportunities
Identify individual dealer-specific best practices/hurdles contributing to current state (contract sales and pen rates)
Conduct periodic meetings to review progress and adjust action plans as needed
Assist team members to conduct outbound calls and/or field visits to commercial accounts to introduce new products, enroll in programs, and provide support as appropriate
Attend large Commercial meetings with CAM and provide timely business plan updates as required
Provide timely reports to appropriate client/dealership management
Provide monthly Commercial performance reports
Gather and record market intelligence related to competitors’ offerings and pricing