Director, Regional Sales

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.

So what do you say? Are you ready to be part of something big?

At AutoNation Fleet & Mobile Services we assist 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 Strategic/ Key Account Director (KAD), 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, 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. The RSD will report to the Vice President, Fleet Services & Mobility.

.

Essential Regional Sales Director (RSD) Functions:

• Responsible for new business sales origination, penetration, and market development within the US with full strategic responsibility to determine the product and pricing roadmap within the designated region.
• 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 KPIs via Sales Force Dashboard as a sales effectiveness tool.
• Managing expense reports within allocated budget.
• Requirement of complex relational selling and deal base innovation for new business.
• Ability to respond effectively to the most sensitive inquiries and/or complaints.

Core RSD Competency Requirements:

• 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.

Position Experience Requirements:

• 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