Sales Director

Dynamic Map Platform North America, Inc.•Livonia, MI

1d•Remote

About The Position

The Sales Director will secure and grow DMP NA’s revenue within prescribed territory. Responsibilities include meeting or exceeding sales targets, potentially managing other sales associates, providing a high-level of customer support, developing quotations, negotiating terms & conditions, sales planning, assembling market intelligence, and overall owning the sales life-cycle for accounts within the territory; including marketing, communications, A/R, product positioning, timing, and business development. DMP NA is in a state of early growth and duties will evolve to include new responsibilities. Successful sales management will lead to career growth opportunities. Main Duties and Responsibilities • Customer Interface The Sales Director is responsible for the success or failure of the Accounts under management. Provide top-to-bottom customer support from pre-sales to end-of-service for multiple accounts. Promptly address and resolve customer-related issues as they arise with minimal management or staff support. Negotiate complex and non-standard commercial and business-related issues with minimal management or staff support. Be the Customer Process Owner: be aware of all relevant customer policies, procedures, priorities and trends. Serve as an effective liaison between DMP NA and its clients. A successful Sales Director communicates Customer and DMP NA requirements and objectives clearly, efficiently, and has the drive and leadership skills to make progress for both companies. Effective at using automotive industry problem-solving skills to deftly manage unexpected and complex matters. Most of all, the Sales Director, must develop effective, credible, and reliable relationships with clients and all internal stakeholders through honesty, skills, individual effort, teamwork, and ownership. • Grow Revenue A successful Sales Director (S.D.) consistently delivers sales results annually, notwithstanding adverse conditions. Develop and/or react quickly to new opportunities, Lead the DMP NA team internally to present logical proposals on time and close deals. The S.D. learns DMP NA’s technologies and business, and can effectively communicate interests and requirements quickly, accurately, completely and with credibility. The S.D. listens to client engineering and purchasing for all issues and interests, deduces the unsaid, anticipates client needs and interests, communicates these to the DMP NA team, The S.D. must be able to work on the urgent as well as ahead of current demands to help DMP NA remain competitive. Create and present opportunities for new business using all the tools if necessary: strategy/logic, business case justifications, communications, relationships, intuition, emotion, technology trends, etc. Develop aftersales and service proposals to extend revenue with existing accounts beyond the established service period. Quickly interpret technology differences, internal cost, and market/customer information to develop pricing & proposed terms and conditions. Leverage experience to negotiate customer terms & conditions. Works alertly to the timeframe and proactively drives deal and open issue closure. • Account control Meets or exceeds business revenue targets within the territory. Develops and maintains account plans. Performs solid sales planning: forecasting, variance analysis, opportunity management, and total support of DMP NA’s ISO-certified sales process. Contract management: quickly and thoroughly review contracts, develop positions, negotiate redlines, and take all appropriate actions in advance of agreement and/or contract expiration. Expert command of written and spoken English as well as MS Excel Teamwork The Sales Director may or may not have direct line support staff. If the S.D. has staff, DMP NA expects the S.D. to support all company policies, procedures, and performance management activities. Teamwork with program management, engineering, product management, marketing, and accounting to respond to RFQs and CRs in a thorough and timely manner. Ensures accounts receivable (A/R) process functions smoothly. Works with accounting and finance to set up accounts and resolves payment discrepancies. Will be responsible for client issue resolution. Attends engineering PDTs and develops customer relationships. Through direct communication and problem solving, the Sales Director will develop an intimate knowledge of customer trends and can spot new opportunities. Supports marketing activities: events, communications, etc. Analyzes current processes and systems. Identifies and implements activities to improve efficiency and effectiveness of sales and marketing activities.

Requirements

Master’s Degree preferred (Business or Engineering). With Sales VP approval, experience may be substituted for this requirement
A track record of successfully closed deals in Automotive mapping, navigation, or ADAS components
Integrity and honesty
Demonstrable leadership skills
High energy and a positive, initiative-taking attitude
Strategic mindset concerning the Automotive industry
Industrious nature
Commitment to exceptional customer-service
Logical thinking applied to complex situations
Durability and grace in the face of inevitable challenges
Demonstrated ability to handle multiple projects with competing deadlines with ease and determination
Situational awareness and nature to do what needs to be done without being asked
10+ years’ experience in Automotive Software, ADAS, Data Licensing, Navigation Services and/or Map Databases is required
5 years’ bicultural work experience; Japanese or German preferred
5 years’ experience negotiating OEM/T1 terms & conditions
5 years’ experience successfully making presentations to C-level executives
Flawless command of English in written and spoken form
Expert skills in MS Excel required
Experience with Netsuite, Salesforce, or other CRM

Nice To Haves

Japanese, German, Korean or Arabic language proficiency a plus

Responsibilities

Secure and grow DMP NA’s revenue within prescribed territory
Meet or exceed sales targets
Potentially manage other sales associates
Provide a high-level of customer support
Develop quotations
Negotiate terms & conditions
Sales planning
Assembling market intelligence
Overall owning the sales life-cycle for accounts within the territory; including marketing, communications, A/R, product positioning, timing, and business development
Provide top-to-bottom customer support from pre-sales to end-of-service for multiple accounts
Promptly address and resolve customer-related issues as they arise with minimal management or staff support
Negotiate complex and non-standard commercial and business-related issues with minimal management or staff support
Be the Customer Process Owner: be aware of all relevant customer policies, procedures, priorities and trends
Serve as an effective liaison between DMP NA and its clients
Consistently delivers sales results annually, notwithstanding adverse conditions
Develop and/or react quickly to new opportunities
Lead the DMP NA team internally to present logical proposals on time and close deals
Learn DMP NA’s technologies and business, and can effectively communicate interests and requirements quickly, accurately, completely and with credibility
Listen to client engineering and purchasing for all issues and interests, deduces the unsaid, anticipates client needs and interests, communicates these to the DMP NA team
Work on the urgent as well as ahead of current demands to help DMP NA remain competitive
Create and present opportunities for new business using all the tools if necessary: strategy/logic, business case justifications, communications, relationships, intuition, emotion, technology trends, etc
Develop aftersales and service proposals to extend revenue with existing accounts beyond the established service period
Quickly interpret technology differences, internal cost, and market/customer information to develop pricing & proposed terms and conditions
Leverage experience to negotiate customer terms & conditions
Works alertly to the timeframe and proactively drives deal and open issue closure
Meet or exceed business revenue targets within the territory
Develop and maintains account plans
Perform solid sales planning: forecasting, variance analysis, opportunity management, and total support of DMP NA’s ISO-certified sales process
Contract management: quickly and thoroughly review contracts, develop positions, negotiate redlines, and take all appropriate actions in advance of agreement and/or contract expiration
Support all company policies, procedures, and performance management activities
Teamwork with program management, engineering, product management, marketing, and accounting to respond to RFQs and CRs in a thorough and timely manner
Ensure accounts receivable (A/R) process functions smoothly
Work with accounting and finance to set up accounts and resolves payment discrepancies
Attend engineering PDTs and develops customer relationships
Support marketing activities: events, communications, etc
Analyze current processes and systems
Identifies and implements activities to improve efficiency and effectiveness of sales and marketing activities