Government Account Specialist

Hendrick Automotive Group•Duluth, MN

5d•Onsite

About The Position

Sources, develops, and maintains commercial vehicle accounts for assigned market area. This position has no direct reports. Essential Duties and Responsibilities include delivering on objectives for Sales and PO#s (Purchase Orders), delivering on activity objectives for Appointments and Blitz Calls for Sales and Service Department, securing initial meetings primarily through Blitz Calls via phone and canvasing, penetrating all Commercial & Fleet Business in the market area through targeted questioning, conducting initial meetings to gain key insights for follow-up presentations, analyzing and interpreting complex data from varying sources, organizing and delivering compelling, professional presentations (One on One & Group Presentations), conducting complex presentations in a concise, professional, engaging manner, leading the sales process (start through close) by including and preparing all parties participating in the opportunity: Dealer Salesperson (and OEM Partners as needed), demonstrating a high level of proficiency in account and territory sales forecasting, building rapport quickly while cultivating essential internal relationships based on trust, responsiveness, support, collaborative selling and “one team” values, utilizing CRM database and identifying business opportunities via Polk Data & Dealership to evaluate prospect’s position in the industry; researching and analyzing sales opportunities, contributing information to market strategy by monitoring competitive products and reactions from accounts and updating data into the CRM, expanding sales in existing accounts by introducing new products and services, and conquesting business from mixed fleets. The role also requires active participation in industry associations, internal training initiatives and assigned training opportunities (including dealership personnel as needed), maintaining CSI at or above Company standards, maintaining an organized, clean and safe work area, participating in required training, accurately recording all hours worked in the company timekeeping system, following Safeguards rules and regulations, demonstrating the Company’s Core Values, and complying with Company policies and procedures. The employee must observe all Federal, State, Local and Company safety rules and regulations in the performance of duties. Other duties may be assigned.

Requirements

Minimum of five years of demonstrated successful outside sales experience.
Valid Driver’s License
Completion of the Challenger Assessment with proficient scores
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
Ability to interpret and analyze marketing data, reports, and spreadsheets.
Ability to apply common sense understanding to carry out instructions.
Highly proficient in Excel, Word, PowerPoint & CRM
Ability to understand and follow instructions.
Ability to communicate effectively with customers and company personnel.
Ability to work in a complex, matrixed sales environment.
The position requires regular and predictable attendance.
Scheduled shifts may include evening hours, weekends, and holidays.
Duties are performed throughout the premises and off-premises, both indoors and outdoors and on customer test drives.
Due to the nature of the position, may be exposed to various work environments and required to perform a variety of tasks.
Work includes frequent movement around the company facilities and the outdoor car lot to interact with customers and other departments.
Frequent travel by driving a vehicle is required.
Ability to read and comprehend instructions, correspondence, and memos.
Ability to effectively present information in one-on-one and group situations to customers and other employees.
Ability to produce professional written communications.
Ability to add, subtract, multiply and divide.

Nice To Haves

Bachelor Degree (preferred)

Responsibilities

Deliver on objectives for Sales and PO#s (Purchase Orders)
Deliver on activity objectives for Appointments and Blitz Calls for Sales and Service Department
Secure initial meetings primarily through Blitz Calls via phone and canvasing
Penetrate all Commercial & Fleet Business in the market area through targeted questioning
Conduct initial meetings to gain key insights for follow-up presentations
Analyze and interpret complex data from varying sources
Organize and deliver compelling, professional presentations (One on One & Group Presentations)
Conduct complex presentations in a concise, professional, engaging manner
Lead the sales process (start through close) by including and preparing all parties participating in the opportunity: Dealer Salesperson (and OEM Partners as needed)
Demonstrate a high level of proficiency in account and territory sales forecasting
Build rapport quickly while cultivating essential internal relationships based on trust, responsiveness, support, collaborative selling and “one team” values
Utilize CRM database and identify business opportunities via Polk Data & Dealership to evaluate prospect’s position in the industry; research and analyze sales opportunities
Contribute information to market strategy by monitoring competitive products and reactions from accounts and update data into the CRM
Expand sales in existing accounts by introducing new products and services
Conquesting business from mixed fleets
Actively participate in industry associations, internal training initiatives and assigned training opportunities (Include dealership personnel as needed)
Maintains CSI at or above Company standards
Maintains an organized, clean and safe work area
Participates in required training
Records all hours worked accurately in company timekeeping system
Follows Safeguards rules and regulations
Demonstrates the Company’s Core Values
Complies with Company policies and procedures
Observes all Federal, State, Local and Company safety rules and regulations in the performance of duties
Update all activities, opportunities and results accurately and timely into the CRM
Participate in team sales meetings
Participate in training sessions as directed by HAG Management/BE Fleet Solutions Manager
Monday Meetings with HAG Commercial Manager to outline itinerary for the week of CAS/ HAG Salesperson Ride A-longs (BE Fleet Solutions Manager will be copied on plan in writing)
Friday Follow Up Meetings will be conducted with HAG Management/BE Fleet Solutions Manager to review the week’s productivity
Participate in monthly Sales Performance meeting with HAG Management/BE Fleet Solutions Manager as directed
Report monthly National Association activities and sales successes to HAG Management/BE Fleet Solutions Manager as directed