Fleet Account Executive

Hendrick Chevrolet (Cary)

Location: 100 Auto Mall Drive, Cary, North Carolina 27511

 

Summary:

Sources, develops, and maintains commercial vehicle accounts for assigned market area.

Supervisory Responsibilities:

This job has no direct supervisory responsibilities.

Essential Duties and Responsibilities include the following:

• Deliver on objectives for Sales and PO#s (Purchase Orders)
• Deliver on activity objectives for Appointments and Blitz Calls for Sales and Service Department
• Secure initial meetings primarily through Blitz Calls via phone and canvasing
• Penetrate all Commercial & Fleet Business in the market area through targeted questioning
• Conduct initial meetings to gain key insights for follow-up presentations
• Analyze and interpret complex data from varying sources
• Organize and deliver compelling, professional presentations (One on One & Group Presentations)
• Conduct complex presentations in a concise, professional, engaging manner
• Lead the sales process (start through close) by including and preparing all parties participating in the opportunity: Dealer Salesperson (and OEM Partners as needed)
• Demonstrate a high level of proficiency in account and territory sales forecasting
• Build rapport quickly while cultivating essential internal relationships based on trust, responsiveness, support, collaborative selling and “one team” values
• Utilize CRM database and identify business opportunities via Polk Data & Dealership to evaluate prospect’s position in the industry; research and analyze sales opportunities
• Contribute information to market strategy by monitoring competitive products and reactions from accounts an update data into the CRM
• Expand sales in existing accounts by introducing new products and services conquesting business from mixed fleets
• Actively participate in industry associations, internal training initiatives and assigned training opportunities (Include dealership personnel as needed) Maintains CSI at or above Company standards
• Maintains an organized, clean and safe work area
• Participates in required training
• Records all hours worked accurately in company timekeeping system
• Follows Safeguards rules and regulations
• Demonstrates the Company’s Core Values
• Complies with Company policies and procedures
• Observes all Federal, State, Local and Company safety rules and regulations in the performance of duties
• Other duties as assigned

Sales Activity and Expectations:

• Sales Apts. & Blitz Calls: 80 per month (20/ HAG Store/Month)
• Sales (Delivered Units/Orders (W Cash Deposits): Months 1-6 = 8 Per Quarter; Months 7-12 = 36 Pre Quarter
• Deliver sales/orders objectives as set by Hendrick and BE Fleet Solutions Manager
• Update all activities, opportunities and results accurately and timely into the CRM
• Participate in team sales meetings
• Participate in training sessions as directed by HAG Management/BE Fleet Solutions Manager
• Monday Meetings with HAG Commercial Manager to outline itinerary for the week of CAS/ HAG Salesperson Ride A-longs (BE Fleet Solutions Manager will be copied on plan in writing)
• Friday Follow Up Meetings will be conducted with HAG Management/BE Fleet Solutions Manager to review the week’s productivity
• Participate in monthly Sales Performance meeting with HAG Management/BE Fleet Solutions Manager as directed
• Report monthly National Association activities and sales successes to HAG Management/BE Fleet Solutions Manager as directed

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with medical conditions to perform the essential functions

Desired Education:

o  GED

o High School Diploma

o  Associate Degree

√  Bachelor Degree (preferred)

o   Master Degree

o   Doctorate Degree

Field of Study/Work Experience:

o   Accounting

√   Automotive

o   Business

o   Human Resources

o   Information Technology

Desired Work Experience:

o   up to 3 years

o   3-5 years

√    5+ years

Education/Experience:

Minimum of five years of demonstrated successful outside sales experience.

Certificates and Licenses:

√   Valid Driver’s License

√   Completion of the Challenger Assessment with proficient scores