Automotive Strategic Accounts Manager

First Bank SBA, Inc.; Memphis (TN); Hybrid; USD 75,000 - 120,000; Full time

Job summary

First Bank SBA, Inc. is seeking an experienced market development professional to drive sales and profitability in the designated territory.

The role focuses on developing new and existing dealer relationships, aligning credit solutions with customer needs, and expanding market presence through proactive business development initiatives.

Qualifications

• 3-5 years automotive or financial service industry with a proven sales record.
• Familiarity with auto auctions.
• Proficient use of Microsoft Office (Word, Excel, PowerPoint) and sales management software.

Responsibilities

• Drive sales and profitability within an assigned market.
• Promote brand awareness and represent the company at industry events.
• Develop business plans and source, cultivate, and expand both new and existing relationships.
• Prepare and present sales proposals aligning services with client needs.
• Conduct customer discovery interviews to ensure delivery of valued products and services.
• Travel to manage key relationships and close strategic opportunities.

Skills

Sales

Communication

Presentation skills

Negotiation

Travel-ready

Education

High school diploma or equivalent

Tools

Microsoft Office Suite

Sales management software

Job description

If you are unable to complete this application due to a disability, contact this employer to ask for an accommodation or an alternative application process.

Full Time Officials & Managers US

25 days ago Requisition ID: 3729

Candidate must be located in one of the following: Little Rock, Arkansas/ Memphis, Tennessee)

Primary Function:

Support strategic planning initiatives to increase sales and profitability within an assigned market, while promoting a positive image of the company. Reach or exceed annual sales targets by driving sales and customer service through market knowledge and customer understanding. New and existing account development is critical to meet growth objectives. Develop sales strategies with the goal of maximizing mutual growth and profitability objectives for our company and dealer customers. Plan and execute business development planning, including sales process optimization, networking, and reporting. Perform other job functions as directed by management, including dealer audits and collateral recovery actions.

General Duties:

• Drive sales and profitability within an assigned market. Align efforts with the company’s sales initiatives, while enforcing best practices.
• Promote brand awareness in the market, both for the company and its current independent dealer auctions and used auto dealership partners. Provide an impactful, positive image of the company and its services. Participate in industry events throughout the market, such as auctions, conventions, and professional gatherings.
• Perform business development and planning activities. Implement business development plans by identifying sales strategies to source, cultivate, and expand both new business relationships and existing customer utilization through focused sales activities.
• Create annual strategic market penetration plans, outlining clear objectives for growth targets. Support planning with market research and dealer identification.
• Drive the expansion/utilization of new/existing relationships with independent dealer auctions and used auto dealerships by promoting services that will benefit customers’ growth and profitability. Build, strengthen, and retain broad, positive, and lasting customer relationships by accurately aligning customer needs with credit solutions and superior service levels.
• Prepare and present sales presentations, matching appropriate services with needs. Communicate the full value that can be derived from each of solutions, individually and collectively.
• Conduct meaningful customer discovery interviews to ensure delivery of valued products and services.
• Lead the development of referral networks and activities, community/industry involvement, outbound calls, and collaborative calling efforts with sales management. Participate in field sales campaigns.
• Influence the implementation of client utilization/retention strategies. Uncover unmet financial needs. Engage the customer’s interest in financial solutions by appropriately matching their needs to services that will make a positive impact on their business productivity.
• Travel to manage key relationships with stakeholders and participate in closing strategic opportunities.
• Assist dealers in completing credit applications, processing through credit approval, contract implementation and utilization. Maintain an understanding of credit and underwriting requirements. Accurately analyze applicants’ financial information to determine the feasibility of extending credit options that are both consistent with company policy and meet the customers’ financial objectives.
• Present complex credit terms. Clearly communicate financial solutions, sometimes involving complex and technical details.
• Passionately contribute to a customer-focused environment, while managing expectations and accurately representing the company’s obligation as a credit provider.
• Confer regularly with management to address current performance to goal.
  • Compile and report performance data to management, utilizing company sales software. Communicate performance issues and solutions.
• Plan the most effective use of travel into the territory to create, establish, and grow an extensive sales network and increase sales and profitability, as well as ensure a positive reputation for the entire company and products.
  • Build intimate insight and knowledge of market dynamics and the competitive landscape. Understand the current and potential customers within the territory, their business, what is necessary for the customer to be successful, and the differential value that our services deliver.
• Support all aspects of monthly field audits. Perform physical auto inspections on dealer lots. Ensure that audits are completed and collateral verified according to company guidelines and standards.
• Assist in all aspects of customer service.
• Assist in collateral recovery efforts. Seek effective resolution of dealer issues, by leading account collection or repossession processes. Perform physical repossessions of vehicles.
• Manage working relationships with all areas of the Bank and CarBucks.
• Attend departmental meetings.
• Provides counsel to the Regional Sales Manager for sales, customer service, market potential.
  • Influences strategies that require paradigm shifts/changes throughout the division.
• Seek on-going education to maintain a broad skill set, with a particular focus on titling laws and procedures, emerging trends and best practices.
• Maintain a drive to meet goals with minimal supervision required.
• Perform other duties as assigned by management.
• Work well with all members of the team.

Work Experience Requirements

• 3-5 years automotive or financial service industry with a proven sales record
• Familiarity with auto auctions.
• A proven business development professional with a drive for results. Makes decisions and commits to a course of action.
• Must have experience and proficiency using Microsoft Office (Word, Excel, PowerPoint) and sales management software
• Excellent listening and verbal and written communication skills and the ability to interact professionally in a collaborative environment with a diverse group of internal and external contacts.
• Strong presentation and negotiation skills.
• Ability to prioritize and handle multiple assignments concurrently; proven ability to operate successfully in a demanding environment; demonstrable track record of high performance.
• Significant knowledge of credit products, operations, auto industry, competition, and significant technical and mechanical components applicable to the automotive business.
• Ability to engage with customers in the pursuit of building and sustaining long-term relationships, and having sufficient market and applications knowledge to add value in the engagement with customers.
• Ability to travel.
• Must be qualified to safely operate a motor vehicle and possess a valid state-issued driver's license.
• Must meet standards of a Motor Vehicle Report (MVR) review (driving record from state DMV). Must be able to maintain a good driving record.
• Ability to comprehend and adhere to operational controls, including compliance to all required policies and all Federal and State banking regulations, including compliance to the Bank Secrecy Act/Anti Money Laundering (BSA/AML) and Office of Foreign Asset Control (OFAC) and USA PATRIOT Act programs.

Education Requirements

• High school diploma or equivalent

Physical Requirements

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Primarily involves work of a general office nature; typically includes extended periods of sitting and/or operation of standard office equipment.
• Position is sedentary in nature with extended periods of sitting.
• The person in this position frequently communicates by phone, email, or in-person. Must be able to exchange accurate information in these situations, speak clearly, and read and understand information and ideas presented orally and in writing.
• Frequent use of repetitive hand and finger dexterity needed to operate a computer keyboard, mouse, copier, and office equipment.
• Must occasionally exert in excess of 20 pounds of force to lift and/or move objects.