• ACCOUNT EXECUTIVE - 002535

GENERAL PURPOSE OF POSITION:
The Account Executive is primary responsible for selling new business, maintaining and increasing the penetration of the existing customer base, maintaining high quality customer satisfaction and retention as well as increasing market share in assigned territories. The Account Executive will provide excellent customer service, while expanding product penetration in existing business through cross-selling and increasing market share with new clients.

MAJOR DUTIES AND RESPONSIBILITIES

1. Sell F&I product line to targeted goals; close sales by building rapport with key decision makers within target accounts, explaining corporate program and service capabilities, while effectively overcoming objections.
2. Service current customers by maintaining rapport, making regular visits, evaluating customer’s needs for new opportunities, and responding to requests and secure customer contact list, property list and establish a customer contact cycle.
3. Identify non-F&I opportunities and coordinate with the Insurance Specialist; identify new customers, estimate growth volume and qualify prospects.
4. Assist in training F&I Managers in the sale of products.
5. Maintain current knowledge about the competition, market threats and challenges, and communicate those concerns with organization and maintain professional and technical knowledge by participating in training; remain active in the industry and in the respective area and trade associations.
6. Coordinate sales and servicing activities with National Accounts and all other channel partners.
7. Manage the F&I sales process.
8. Develop sales plan and effectively manage resources to maximize return on expenditures
9. Develop new customers by identifying possibilities for product improvements and new products by following industry and market trends, and competitors.

SKILL AND EXPERIENCE REQUIREMENTS:

1. Ability to develop business relationships with dealer principles and decision makers
2. Excellent communication, interpersonal and organizational skills
3. Sales training experience desired. 
4. Well developed business management, presentation and relationship selling skills
5. High level of accountability and ability to effectively prioritize tasks
6. Strong problem solving skills and ability to objectively manage conflicting priorities
7. Ability to function in a matrix organization
8. Strong F&I sales skills required
9. Dealership operations and insurance product knowledge preferred
10. Ability to work with PC applications and menu selling systems
11. Ability to work independently
12. Strong customer service skills
13. Assist with local marketing campaigns
14. College degree or equivalent working experience

SCOPE:

1. Relationship Ownership (Multiple)
2. Selling new business
3. Core Sales Specialty with F&I products
4. General knowledge of P&C and Benefits products
5. Maintain current business
6. Increase product penetration
7. Actively cross-sell products
8. Increase market share
9. Leverage product specialists
10. Active territory management
11. Active pipeline management
12. Up to date territory reporting

PERFORMANCE METRICS:

1. Sales volume/overall revenue from selling Dealer Products and Services products
2. Customer penetration
3. Product mix
4. Customer Profitability
5. Lead generation to GMAC, Independent Agents, and DPS Product Specialists
6. Market Share
7. Expense ratio
8. Customer retention
9. Customer contact activity

COMPETENCIES:

1. Planning and organizing
2. Sales ability
3. Customer focus
4. Interpersonal Communication
5. Developing working relationships
6. Industry focus
7. Initiative

JOB ADMINISTRATION
PRIMARY LOCATION: United States-New Mexico-ALBEQUERQUE
ORGANIZATION SALES - 4001129905
SCHEDULE Full-time

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