Regional Sales Director

AutoNation; United States; Remote; USD 120,000 - 190,000; Full time

Benefits offered by this job

401k matching

Health, dental, vision insurance

Associate purchase & discounts on Auto

YouDecide deals

DRVPNK cancer charity partnership

Job summary

AutoNation seeks a Regional Sales Director to lead fleet sales, drive growth in MaaS offerings, and maximize revenue across US accounts. You’ll oversee BDMs and AMs, manage regional targets, and maintain key customer relationships with a focus on high-level negotiations and strategic partnerships.

You will report to the Sales leadership, collaborate with National Sales Managers, and deliver weekly/monthly sales management reports while ensuring top-line performance and customer satisfaction.

Qualifications

• Fundamental understanding of deal base innovation and relationship selling (e.g., Miller Heiman).
• Understanding Fleet Management & Mobile Maintenance as a Service (MaaS).
• Ability to communicate persuasively to all levels up to C-Suite.
• Demonstrated track record of top sales performance and Salesforce usage as a prospecting tool.
• Experience with regulations, maintenance procurement, and acquisition processes.
• Strong fleet and maintenance management (operational) business acumen.
• Excellent time management, interpersonal, and networking skills.
• Goal-oriented with ability to work independently.
• Strong analytical, strategic vision and thought leadership.
• Proven sales/revenue growth with progressive responsibility.
• Experience with supplier relations and partnership exploration.
• Negotiating pricing agreements with high-level contacts.

Responsibilities

• New business sales origination, penetration, and market development within the US.
• Achieve revenue targets by managing BDMs and AMs.
• Lead Hunters (BDMs) and Farmers (AMs) in a defined region.
• Plan, assign, and direct sales targets for current accounts and new leads.
• Create credit applications based on credit line requirements for new business.
• Meet prospects and customers for product and pricing updates.
• Interview, hire, train, and support new sales staff.
• Evaluate performance and administer PIPs for the team.
• Meet MBO metrics per Ignite Performance Objectives.
• Maintain Salesforce data within assigned region.
• Measure KPI trends via Sales Force dashboards for effectiveness.
• Manage expense reports within budget.

Job description

The Regional Sales Director assists fleets to manage total cost of fleet ownership in a more convenient and cost-effective way, thus increasing fleet efficiency and operational performance, through comprehensive fleet and mobile maintenance solutions. The Regional Sales Director (RSD) will work with the National Sales Managers, Business Development Managers (BDMs) and Account Managers (AM’s) to ensure that AutoNation prospects/ customers always get the best possible fleet management, mobile service, and managed maintenance outcome. The main objective of the RSD is to build and maintain strong existing customer relationships, develop new business growth from new prospects and existing accounts. This includes day-to-day fleet management, and mobile service sales operations, to ensure that all sales targets are met. The RSD will be responsible for providing weekly/ monthly sales management reports and maximize revenue/profitability in line with agreed business revenue targets.

Job Responsibilities:** **

• Responsible for new business sales origination, penetration, and market development within the US** **

• Achievement of revenue targets through managing team of assigned BDMs & AMs** **

• Managing a team of Hunters (BDMs) and Farmers (AMs) in pre-designated geographical region****

• Planning, assigning, and directing of sales targets for current account/ new business leads.** **

• Create credit applications based on credit line requirements for new business.** **

• Meet new prospects and existing customers’ timelines for product and pricing updates.** **

• Interviewing, hiring, training, and supporting new Sales folks.** **

• Performance evaluations of Sales Team and PIP’s** **

• Achieving MBO metrics defined in the Performance Objectives documented and signed off in Ignite.** **

• Maintaining data in Salesforce database as made available in an assigned geographic region** **

• Measure KPI’s via Sales Forces Dashboard as a sales effectiveness tool** **

• Managing expense reports with allocated budget** **

• Requirement of complex relational selling and deal base innovation for new business** **

• Ability to respond effectively to the most sensitive inquires and /or complaints

Qualifications:** **

• Fundamental understanding of deal base innovation and relationship selling (i.e. Miller Heiman)****

• Understanding Fleet Management & Mobile Maintenance as a Service (MaaS)****

• Effectively communicate and make persuasive presentations, to all levels, up to C-Suite** **

• Demonstrated track record of a top sales achiever, using Salesforce as a prospective sales tool.** **

• Experience dealing with regulations, maintenance procurement, and acquisition processes.** **

• High degree of fleet and maintenance management (operational) business acumen****

• Excellent time management, interpersonal communication, and networking skills** **

• Goal-oriented sales professional with discipline to work independently.** **

• Strong analytical, strategic vision and thought leadership skills** **

• Proven track record (minimum 10 years) in a sales or senior sales management role, ideally in maintenance management/ fleet management, and/or a government, utility mobile service industry.****

• The individual’s experience should have maintained a top tier or high level of execution and sales performance in roles increasing in scope or level of responsibility.** **

• Able to demonstrate proven sales/revenue growth over an extended period and demonstrate the ability to work well in a team environment, as well as the ability to work with senior level contacts both internally and externally.** **

• Experience of supplier relations, both within a sales role as well as partnership exploration.** **

• Direct experience of negotiating pricing agreements with high level contacts internally and externally.** **

• BA/BS degree in Business Administration, or relevant field is recommended** **

Physical Requirements:** **

• Requires travel within the United Sates** **

• Ability to operate an automobile.** **

The intent of this job description is to provide a representative summary of the major duties and responsibilities performed by incumbents of this job. Incumbents may be requested to perform job related tasks other than those specifically presented.

Exciting Benefits and Perks Await You:

• Competitive compensation and 401k matching

• Enjoy a healthy work-life balance with insurance plans (health, dental, vision) and maternity benefits.

• Associate purchase and discount programs for new and pre-owned vehicles, services, parts, collision, accessories, and AutoGear

• Access amazing deals and discounts through YouDecide, a website with offers from top providers and retailers

• Join our DRVPNK mission to raise and donate millions of dollars to cancer research and treatment, partnering with cancer charities nationwide

AutoNation is one of the largest automotive retailers in the United States, offering innovative products, exceptional services, and comprehensive solutions, empowering our customers to make the best decisions for their needs. With a network of dealerships nationwide strengthened by a recognized brand, we offer a wide variety of new and used vehicles, customer financing, parts, and provide expert maintenance and repair services. Through DRV PNK, we have raised over $40 million for cancer-related causes, demonstrating our commitment to making a positive difference in the lives of our Associates, Customers, and the communities we serve.

AutoNation is committed to creating a diverse, equitable, and inclusive environment in our workplace and the services we provide. We welcome candidates from all backgrounds who are passionate about making a positive impact. Even if you do not meet every requirement, we encourage you to apply. Join our team and help us foster a culture of belonging while contributing to our revolutionary work in the automotive industry. We value innovation, teamwork, and a commitment to making a positive impact in the world.