Director, Dealer Relations

S&P Global Mobility

5d•Remote

About The Position

The Director, Dealer Relations is responsible for account and revenue retention and all aspects of dealer relationship management within their territory. This role involves launch planning, overseeing product implementation, and providing direction and guidance to Dealer Relations Managers/Specialists. The Director will identify and capitalize on revenue generation opportunities, manage and report on key performance indicators (KPIs), and lead, coach, and develop a team of 8-10 full-time employees. This position serves as the primary contact for dealer management teams, managing overall client relationships, handling escalated issues, and ensuring service level agreements are met. A thorough understanding of product functionality and related services is required to communicate value to clients and propose additional services. The Director will also support company growth targets by generating new business referrals, partnering with the Business Development team, and networking with existing contacts. Additionally, they will lead presentations for potential clients and industry groups, ensure employee engagement, deliver training, and build and maintain regional OEM/Dealer group relationships.

Requirements

Must reside in California with extensive experience of the California market
Bachelor’s degree in Business Management, Marketing or a related field, or relevant work experience
8 or more years of professional experience working in sales, marketing or customer service in a luxury automotive retail environment
Prior management experience leading and managing field teams
Significant experience working with CRM tools
Think fast, work fast, drive change
Strong verbal and writing communication
Strong influencing skills
Ability to develop meaningful relationships
Negotiate effectively, finding win-win solutions in a non-confrontational way
Proactively solicit feedback
Regularly assess individual performance and adapt your work to achieve better results
Passionate, enthusiastic, can do attitude
Vested interest in the company’s success

Responsibilities

Responsible for account and revenue retention and all aspects of dealer relationship management (customer success) within the territory
Responsible for launch planning, overseeing product implementation, providing direction and guidance to the Dealer Relations Managers/Specialists with the ongoing training and continuous improvement needs of the dealers in their area
Identify and capitalize on revenue generation (upsell) opportunities
Manage and report all identified KPIs including retention, revenue and operational metrics
Lead, coach and develop a team of 8-10 FTE’s – number of team depends on region
Primary contact for dealer management teams
Manages the overall client relationship and handles issues that have been escalated
Follows through to resolution, manages the overall service level agreements and conducts quarterly performance reviews to ensure that the product is adding ongoing value to the client organization
Must have thorough understanding of the product functionality, related services & processes and to be able to communicate their value to the client
Propose additional services as appropriate and ensure that product changes, new features and releases are communicated through Dealer Relations team
Support company growth targets by generating new business referrals
Partner with Business Development team to achieve long-term company goals
Network with existing contacts and clients to generate leads for new business
Lead presentations for potential clients and client industry groups
Ensure employee engagement by cultivating his/her direct reports
Deliver training to team members as part of the onboarding process and ongoing growth development
Build and maintain regional OEM/Dealer group relationships