Director Used Vehicle Sales

Ryder • Saint Louis, IL

2d • Onsite

About The Position

This role has business segment oversight and responsibility of $100M plus per region. Responsible for managing key areas and people within the Used Vehicle sales organization for the Fleet Management Solutions (FMS) division. The incumbent will be accountable for the management and execution of a multi-level sales plan designed to achieve volume and sales proceeds targets. This position manages 10-15 Vehicle Sales Managers across 14 locations in the Central Region. This position will report directly to the Vice President, UVS Sales.

Requirements

• Bachelor's degree related field.
• Eight (8) years or more experience of demonstrated, successful sales management
• Five (5) years or more experience of external used vehicle sales management experience
• Effective leadership skills.
• Must possess superior people skills and excellent communication skills.
• Salesforce.com; advanced level.
• Sales forecasting and planning; advanced level.
• Sales process techniques. ; advanced level.
• competitive analysis, strategizing and execution ; advanced level.

Responsibilities

• Direct, manage and develop multi-level sales professionals in developing, growing and retaining business to achieve stated sales and retention plans.
• Develop, manage, evaluate and place sales talent effectively in order to meet the needs of the Sales channel.
• Plan, organize, direct and provide leadership to achieve the short and long term business growth and retention objectives.
• Assist individual salespeople in setting aggressive yet realistic monthly goals and objectives.
• Attain sales quota, maximize proceeds and up-sell ancillary offerings (i.e. financing, warranty, maintenance, etc.)
• Monitor customer satisfaction by managing Customer Satisfaction Indices (CSI), handling customer issues and ensuring contact with existing customers.
• Develop, implement, and monitor a follow-up system for used vehicle purchases.
• Hold sales training meetings.
• Leverage salesforce.com to effectively manage the various stages of the Sales pipeline.
• Forecast sales results accurately and timely.
• Assist in developing strategies that influence alternative ways to drive incremental sales volume.
• Evaluate sales opportunities in order to maximize returns and volumes.
• Maintain competitive awareness.
• Develop new and enforce existing sales protocols and processes.
• Effectively leverage the various sales channels (inside, outside, fleet and trade) to maximize sales volumes and returns.
• Foster teamwork between sales channels in order to maximize sales volumes and returns for the organization.
• Develop and lead the execution of processes and sales activities designed to retain and grow current customers.
• Planning annual and monthly departmental forecasts, staffing objectives, and vehicle inventory.
• Review sales reports to determine client needs and volume potential.
• Manage inventory levels at the various used vehicle centers (UTC’s) by vehicle type, class and finish, in order to maximize proceeds at the time of sale.
• Ensure the correct mix of inventory is at each UTC in order to meet current market demands.
• Ensure that product positioning practices are being upheld to standards of that of an effective retail equipment sales environment.
• Ensure location standard operating procedures are being upheld to the expectations of the organization.
• Manage age of inventory in order to minimize carrying costs for the organization.
• Transfer vehicles as appropriate to capture market opportunities.
• Oversight over the building maintenance of the UTC’s in their footprint.
• Responsible for leases at the UTC’s.
• Ensuring that Real Estate renewals, modifications or modifications happen through collaboration with the Real Estate team.
• Location Enhancement Decisions – UTC location modifications such as building repairs, parking lot repairs, etc.)
• Maintain compliance with company, local, state, federal and other regulatory agencies at the Used Truck Centers (UTC’s)
• Ensure compliance by conducting audits at the UTC’s.
• Ensure proper emphasis is given to the importance of the vetting process (driver license background check process)
• Responsible for Ariba invoice approvals – over $3,000.
• This role has multiple market business strategy responsibility.
• Provide leadership, oversight, direction and compliance to ensure inbound and outbound telemarketing standards are met.
• Co-manage with the oversight of Ryder’s marketing group, marketing promotions such as trade magazines, direct mail and inbound/outbound telemarketing
• Provide leadership, oversight, direction and compliance to ensure the lead generation process is working effectively between the inside and outside sales teams.
• Co-manage with the oversight of Ryder’s marketing group, Ryder’s used vehicle sales website.
• Interface with Ryder’s customers and prospects to ensure the maximum development of opportunities associated with the full breadth of Ryder’s products and services.
• Ensure knowledge of competitor’s strengths and weaknesses and manage execution of competitive strategy.
• Performs other duties as assigned.

Benefits

• comprehensive health and welfare benefits, to include medical, prescription, dental, vision, life insurance and disability insurance options
• paid time off for vacation, illness, bereavement, family and parental leave
• tax-advantaged 401(k) retirement savings plan
• annual bonus, commission, and/or long-term incentive plan

What This Job Offers

• Job Type: Full-time
• Career Level: Director