District Sales Manager

ADEC ADESA Auction Canada Corp; Airdrie; Remote; CAD 90,000 - 120,000; Full time

Benefits offered by this job

Medical benefits

Dental benefits

Vision benefits

RRSP with company match

Paid vacation

Paternity leave

Disability & Life insurance

Job summary

OPENLANE seeks a District Sales Manager to lead our outside sales team across the Calgary region. You will coach dealers, drive new account growth, and cross-sell our services for monthly targets. This remote role emphasizes strong relationships with major dealer groups and executive-level stakeholders.

You will manage performance, use data to optimize activities in Salesforce, and partner with cross-functional teams to keep wholesale simple and profitable for customers.

Qualifications

• 5+ years of proven field sales experience in a territory.
• 3+ years in sales management, coaching and mentoring individuals and teams.
• Proficient in Google Workspace and Salesforce.
• Excellent interpersonal, negotiation and communication skills.
• Ability to develop strong collaborative relationships with all levels of management.
• Must possess a valid Class 5 driver’s license with reliable transportation and a good driving record.

Responsibilities

• Mentor the Sales team 4–5 days per week while on the road, visiting dealers and delivering the value proposition.
• Update assigned Salesforce Campaigns and opportunities for yourself or your team.
• Re-activate fallout sellers and enforce full fees for dealers under minimum conversion targets.
• Monitor, approve or decline Goodwill requests to resolve escalated customer issues.
• Collaborate with other OPENLANE teams to keep wholesale processes simple and effective for customers.

Skills

Field sales

Sales management

Sales strategy

Interpersonal skills

Negotiation

Communication

Driver's license

Tools

Google Workspace

Salesforce

Job description

Who We Are:

At OPENLANE we make wholesale easy so our customers can be more successful. We're a technology company building the world's most advanced-and uncomplicated-digital marketplace for used vehicles. We're a data company helping customers buy and sell smarter with clear, actionable insights they can understand and use. And we're an innovation company accelerating the future of wholesale remarketing through curiosity, collaboration, and an entrepreneurial spirit.

Our Values:

• Driven Waybuilders. We pursue challenges that inspire us to build, create, and innovate.
• Relentless Curiosity. We seek to understand and improve our customers’ experience.
• Smart Risk-Taking. We transform risk into progress through data, experience, and intuition.
• Fearless Ownership. We deliver what we promise and learn along the way.

We’re Looking For:

We are seeking a District Sales Manager with experience in field sales and team leadership who currently lives in Calgary, Alberta or surrounding areas. This position will be responsible for providing leadership and coaching to the outside sales team in the assigned district. They will hold team members accountable to all phases of the sales cycle with a focus on building new relationships, driving business in new accounts, and cross-selling solutions and services. This role is accountable in achieving monthly sales targets by effectively managing major dealer account relationships, overall sales team performance and individual employee performance in the defined district.

You Are:

• Strategic. You develop and execute strategies to increase the total number of active sellers and buyers year over year, as well as increase participation of active dealers in your market.
• Data-Driven. You utilize data from sales tools to measure effectiveness, identify performance gaps, and make decisions that improve sales productivity and performance.
• A Fearless Owner. You deliver what you promise by owning and achieving the monthly sales goals in your district, in collaboration with other OPENLANE departments.
• A Relationship Builder. You develop and maintain the customer relationships at the executive levels of Major Dealer Accounts and Dealer Groups that are within your District or Market.
• A Coach. You lead and inspire your sales team by regularly communicating performance expectations, conducting one on one reviews of the business plan vs results and providing direct support as needed to employees.

You Will:

• Invest 4-5 days per week mentoring the Sales team while on the road and influencing sales results by visiting dealers and delivering the OPENLANE value-added proposition with them - leading by example.
• Update assigned Salesforce Campaigns and opportunities, whether they are assigned to you directly or by ensuring those assigned to your employees are complete and accurate.
• Re-activate fallout sellers, rewarding high conversion rates, and charging full fees to dealers that are converting below the minimum percentage required by leadership.
• Monitor, approve or decline Goodwill requests from your team members to help resolve escalated OPENLANE customer complaints acting in a fiduciary capacity and good steward of OPENLANE EBITDA.
• Proactively, respectfully, and collaboratively communicate with and maintain professional partnership with all other OPENLANE teams ensuring that we make wholesale easy so that our customers can be more successful.

Where you Work:

Your work is performed as a Remote employee in your assigned district.

Must Have’s:

• 5+ years of proven field sales experience within a territory or market is required.
• 3+ years of experience in sales management, coaching and mentoring individuals and teams.
• Proficient user of Google Workspace products and Salesforce.
• Excellent interpersonal, negotiation and communication skills with strong attention to detail.
• Ability to develop strong collaborative relationships with all levels of management.
• Must possess a valid Class 5 drivers license with reliable transportation and maintain a good driving record.

Nice to Have’s:

• Experience in the automotive industry, especially related to technology or inventory management solutions, is a plus.
• Ability to analyze and identify market trends, changes and implications.
• Experience providing solutions to problems in dispute resolution situations.

What We Offer:

• Competitive pay
• Medical, dental, and vision benefits with employer HSA contributions (US) and FSA options (US)
• Immediately vested 401K (US) or RRSP (Canada) with company match
• Paid Vacation, Personal, and Sick Time
• Paid maternity and paternity leave (US)Employer-paid short-term disability, long-term disability, life insurance, and AD&D (US)
• Robust Employee Assistance Program
• Employer paid Leap into Service Day to volunteer
• Tuition Reimbursement for eligible programs
• Opportunities to expand your skill set and share your knowledge across a publicly traded, global organization
• Company culture of internal promotions, diverse career paths, and meaningful advancement

OPENLANE makes wholesale easy so our customers can be more successful. Our end-to-end platform serves the remarketing needs of the world's largest OEMs, dealers, fleet operators, rental companies and financial institutions. We're a technology company delivering next generation tools to accelerate and simplify remarketing. We're an analytics company leveraging data to inform and empower our customers with clear, actionable insights. And we're an auction company powering the world's most advanced digital used vehicle marketplaces. In 2021, OPENLANE sold nearly 2.6 million vehicles valued at over $40 billion through our auctions and generated approximately $2.3 billion in revenue. Our integrated digital marketplaces and vehicle logistics centers reduce risk, improve transparency and streamline the experience for customers in about 75 countries. OPENLANE continues to make investments in innovation, strategic acquisitions and integrations to better serve our customers. Headquartered in Carmel, Indiana, OPENLANE has about 5,000 employees and maintains business units across North America, Europe, the Philippines and Uruguay. Together, the OPENLANE brands provide a complete remarketing solution for our customers.

OPENLANE is an equal opportunity employer and a drug-free workplace.