Product Specialist, West Coast, AIS-131358 vAuto
Account Service & Growth
Maintain and grow existing accounts while generating new opportunities via outbound calls, face-to-face visits and virtual demonstrations of AIS Rebates and Incentive solutions and products.
Develop relationships with assigned data partners to maximize revenue opportunities and minimize customer cancellations.
Utilize the consultative selling process to uncover needs of current customers and present appropriate product and solutions to new prospects
Overcome challenges and objections through the utilization of the consultative model to close business.
Effectively manage the progress and results of accounts assigned.
Proactively monitor and analyze account performance and trends to determine adjustments to client expectations, goals and objectives.
Take a proactive approach to identify ways the client could experience a better ROI with AIS
Communicate the value of AIS and the full product portfolio based on the customer needs.
Create, maintain and share action plans with Director based on daily, weekly and monthly analysis of all performance metrics; track and adjust short term and long term planning as necessary.
Ensure billed revenue is collected within designated time frame.
Will pursue leads, develop informational presentations and demos for prospects and conduct informal training on AIS products
Provide thought leadership that drive Best in Class integrations with clients
Provide assistance relative to Data Sourcing needs
Partner with Director of Sales to review account list, proposed strategy to generate additional business and all service action plans.
Accurately forecast business in the pipeline and when it will close.
Analyze partner?s ROI goals and data, and have a firm understanding and knowledge of data buying cycles, marketing and target demographics.
Determine, in consultation with the client prospect, the best product combinations for each account based on a customer needs analysis.
Research prospects and understand their business before offering new solutions.
Work with Director to understand, meet and exceed goals and objectives.
Establish a service call plan for assigned territory.
Prioritize assigned customer list to focus on revenue potential.
Partner with Management to determine sales, and service strategy for each account.
Uncover needs of data partners and present appropriate products and solutions.
Maintain strong AIS product knowledge on all products and solutions.
Communicate proper expectations about AIS data solutions to data partners.
Create a follow up plan for each signed and transitioned account to ensure quality of business.
Assist in the continuous improvement to the sales process.
Participate in sales team meetings as required.
Communicate with data partners regarding account status (pre-delivery and delivery); ensure they are set up for success.
Utilize CRM to accurately and effectively track activity, and update opportunity and account information.
Ensure that weekly/monthly reports (sales pipeline, account development) are satisfactorily completed in a timely fashion.
Proactively communicate account and sales information to both sales management and support departments.
Communicate with management about obstacles and challenges with partners and processes.
? HS Diploma or GED equivalent is required; Bachelor?s degree is strongly preferred
? 5+ years of sales experience or equivalent experience/knowledge required. Experience in an account management or service role strongly preferred.
? 2+ years of experience and related applications/tools required; automotive and data/software experience strongly preferred.
? Proven experience developing strategy, setting priorities and managing multiple tasks simultaneously while remaining focused on many details is required.
Strong knowledge and experience with business software applications including MS Outlook Suite (Word, Power Point, Excel) and virtual demonstration software and communication tools required.
? Like experience in a customer focused, account management, revenue driven environment required.
? Proven experience and ability to build and maintain cross-departmental, multi-functional and collaborative relationships required.
? Demonstrated advanced communication skills (written, verbal, phone, and interpersonal) skills required.
? Proven experience and ability to analyze customer problems and trends to offer suggestions and recommendations for improvement and success required.
Proven and demonstrated ability to organize, plan and execute a sales strategy to include managing personal schedule and travel.
Experience utilizing CRM technology strongly preferred.
Proven experience of achieving and exceeding personal sales goals, coaching sales team members/peers to deliver outstanding sales results, value proposition, customer satisfaction, and long-term revenue growth strongly preferred.
Must be willing and able to commit to extensive travel; up to 60% travel (day and overnight trips).
Primary Location: United States
||One Lincoln Centre |
18 West 140 Butterfield Road, 15th Floor
Oakbrook Terrace, IL 60181