Director, Business Development

OSTTRA • Virtual, FL

9h

About The Position

About the Role: Grade Level (for internal use): 12 What you will do: Manage a team of BDM ’s (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 overseeing 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’s & 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 Mangers 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 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 . About automotiveMastermind: Who we are: Founded in 2012, automotiveMastermind is a leading provider of predictive analytics and marketing automation solutions for the automotive industry and believes that technology can transform data, revealing key customer insights to accurately predict automotive sales. Through its proprietary automated sales and marketing platform, Mastermind, the company empowers dealers to close more deals by predicting future buyers and consistently marketing to them. automotiveMastermind is headquartered in New York City. For more information, visit automotivemastermind.com. At automotiveMastermind, we thrive on high energy at high speed. We’re an organization in hyper-growth mode and have a fast-paced culture to match. Our highly engaged teams feel passionately about both our product and our people. This passion is what continues to motivate and challenge our teams to be best-in-class. Our cultural values of “Drive” and “Help” have been at the core of what we do, and how we have built our culture through the years. This cultural framework inspires a passion for success while collaborating to win. What we do: Through our proprietary automated sales and marketing platform, Mastermind, we empower dealers to close more deals by predicting future buyers and consistently marketing to them. In short, we help automotive dealerships generate success in their loyalty, service, and conquest portfolios through a combination of turnkey predictive analytics, proactive marketing, and dedicated consultative services. What’s In It For You? Our Mission: Advancing Essential Intelligence. Our People: We're more than 35,000 strong worldwide—so we're able to understand nuances while having a broad perspective. Our team is driven by curiosity and a shared belief that Essential Intelligence can help build a more prosperous future for us all.From finding new ways to measure sustainability to analyzing energy transition across the supply chain to building workflow solutions that make it easy to tap into insight and apply it. We are changing the way people see things and empowering them to make an impact on the world we live in. We’re committed to a more equitable future and to helping our customers find new, sustainable ways of doing business. Join us and help create the critical insights that truly make a difference. Our Values: Integrity, Discovery, Partnership Throughout our history, the world's leading organizations have relied on us for the Essential Intelligence they need to make confident decisions about the road ahead. We start with a foundation of integrity in all we do, bring a spirit of discovery to our work, and collaborate in close partnership with each other and our customers to achieve shared goals. Benefits: We take care of you, so you can take care of business. We care about our people. That’s why we provide everything you—and your career—need to thrive at S&P Global. Our benefits include: Health & Wellness: Health care coverage designed for the mind and body. Flexible Downtime: Generous time off helps keep you energized for your time on. Continuous Learning: Access a wealth of resources to grow your career and learn valuable new skills. Invest in Your Future: Secure your financial future through competitive pay, retirement planning, a continuing education program with a company-matched student loan contribution, and financial wellness programs. Family Friendly Perks: It’s not just about you. S&P Global has perks for your partners and little ones, too, with some best-in class benefits for families. Beyond the Basics: From retail discounts to referral incentive awards—small perks can make a big difference. For more information on benefits by country visit: https://spgbenefits.com/benefit-summaries Global Hiring and Opportunity at S&P Global: At S&P Global, we are committed to fostering a connected and engaged workplace where all individuals have access to opportunities based on their skills, experience, and contributions. Our hiring practices emphasize fairness, transparency, and merit, ensuring that we attract and retain top talent. By valuing different perspectives and promoting a culture of respect and collaboration, we drive innovation and power global markets. Recruitment Fraud Alert: If you receive an email from a spglobalind.com domain or any other regionally based domains, it is a scam and should be reported to [email protected] . S&P Global never requires any candidate to pay money for job applications, interviews, offer letters, “pre-employment training” or for equipment/delivery of equipment. Stay informed and protect yourself from recruitment fraud by reviewing our guidelines, fraudulent domains, and how to report suspicious activity here . ----------------------------------------------------------- Equal Opportunity Employer S&P 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: [email protected] and your request will be forwarded to the appropriate person. US Candidates Only: The EEO is the Law Poster http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf describes discrimination protections under federal law. Pay Transparency Nondiscrimination Provision - https://www.dol.gov/sites/dolgov/files/ofccp/pdf/pay-transp_ English_formattedESQA508c.pdf ----------------------------------------------------------- 20 - Professional (EEO-2 Job Categories-United States of America), SLSGRP202.2 - Middle Professional Tier II (EEO Job Group)

Requirements

• 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 to perform the role.

Responsibilities

• Manage a team of BDM ’s (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 overseeing 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’s & 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 Mangers 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

Benefits

• Health & Wellness: Health care coverage designed for the mind and body.
• Flexible Downtime: Generous time off helps keep you energized for your time on.
• Continuous Learning: Access a wealth of resources to grow your career and learn valuable new skills.
• Invest in Your Future: Secure your financial future through competitive pay, retirement planning, a continuing education program with a company-matched student loan contribution, and financial wellness programs.
• Family Friendly Perks: It’s not just about you. S&P Global has perks for your partners and little ones, too, with some best-in class benefits for families.
• Beyond the Basics: From retail discounts to referral incentive awards—small perks can make a big difference.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed