Manage the regional sales team for the assigned territory to grow automotive leasing product and service sales/business
Manage the regional sales team. Interview, hire, set high performance standards and manage team performance in accordance with all applicable HR policies and procedures. Create an energized work environment, fostering an atmosphere that enables employee trust and engagement. Inspire confidence and motivate others to perform at their best. Develop and coach staff while effectively addressing performance issues.
Work with senior leasing leadership to develop and implement aggressive sales goals for the assigned territory to attract clients to the vehicle leasing products and services and grow the business with the commercial, government, franchise and individual clients.
Identify and call on potential prospects in the territory either individually or with sales executives on the team to build relationships.
Observe sales team members with clients and provide direct sales coaching, stepping in as needed to close deals.
Network with existing clients and identify and meet with existing and prospective clients to market and sell vehicle leases and associated products and services.
Market the company to prospects. Pitch the qualities of the vehicles as well as the financial advantages of the lease during the sales calls. Evaluate the effectiveness of the sales approach and keep detailed notes on sales discussions to ensure future sales growth. Discuss and execute a consistent branding/marketing approach with the sales team.
Listen to the client’s needs during the sales call and recommend a suitable type and number of vehicles that will meet their needs. Develop an in-depth knowledge of the clients throughout the territory and their needs including understanding the timing of existing vehicle leases to manage renewals and gauge best approach to clients. Review and approve sales executive vehicle recommendations providing guidance as needed on potential sales.
Act as an industry expert, develop and maintain a broad understanding of the automotive industry, the car manufacturers and the particular technical details of an array of vehicles to make effective recommendations to clients.
Negotiate and close sales with clients. Develop win-win solutions for clients, ensuring effective pricing that is advantageous to both the client and the company. Review and obtain approval on the terms of the lease as needed. May advocate for the sales team on the more complex deals on the structuring of the terms.
Develop and present leasing terms and conditions to the clients. Simulate all the calculations of the leasing program, prepare and present clear cost estimates to show the clients precisely what the offer contains.
Attend automotive and business conferences and events to prospect for new clients and meet with existing clients to increase brand recognition and maintain awareness of industry developments and trends.
Review territory sales reports on a regular basis to assess sales progress toward goals. Discuss findings with team and develop tactics and strategies to achieve or surpass sales objectives. Monitor and track leases in process, lease expiration dates and ensure sales calls are initiated as needed to retain and grow the business.
Review, approve, and ensure the timely preparation of all appropriate paperwork for lease credit approval and ensure administrative activities associated with the sale run smoothly. Act as the primary escalation point and interface with the client and/or sales team throughout the sales process to handle issues and concerns.
Perform other related duties as assigned.
An undergraduate degree in a related field or an equivalent combination of training and experience.
A minimum of 5 – 8 years related automotive, leasing, or related sales experience
A minimum of 2 years managing a sales territory and team
Strong working knowledge of the automotive industry and product specifications
Extensive knowledge of automobiles of a certain manufacturer and its particularities
Basic knowledge of leasing regulations
Demonstrated sales leadership skills
Excellent sales and negotiation skills
Excellent verbal, written, and interpersonal communication skills
A team player able to work effectively in a team fostered, multi-tasking environment
Proficient in Microsoft Office suite, e.g. Excel, PowerPoint, Word, Outlook