Fleet Account Specialist - Hendrick Automotive Group

Summary:

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

Supervisory Responsibilities:

This job has no direct supervisory responsibilities.

Essential Duties and Responsibilitiesinclude 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

Computer Skills:

Highly proficient in Excel, Word, PowerPoint & CRM

Communication Skills:

Ability to understand and follow instructions. Ability to communicate effectively with customers and company personnel.

Ability to work in a complex, matrixed sales environment

Attendance Requirements:

The position requires regular and predictable attendance.  Scheduled shifts may include evening hours, weekends, and holidays.

Physical Demands:

While performing the duties of this job, the employee is regularly required to talk or hear. The employee is frequently required to stand; walk; and sit.

Environment Demands:

Duties are performed throughout the premises and off-premises, both indoors and outdoors and on customer test drives. Due to the nature of the position, may be exposed to various work environments and required to perform a variety of tasks. Work includes frequent movement around the company facilities and the outdoor car lot to interact with customers and other departments. Frequent travel by driving a vehicle is required.

Verbal and Writing Ability:

Ability to read and comprehend instructions, correspondence, and memos.  Ability to effectively present information in one-on-one and group situations to customers and other employees. Ability to produce professional written communications.

Math Ability:

Ability to add, subtract, multiply and divide.

Reasoning Ability:

Ability to apply common sense understanding to carry out instructions. Ability to deal with standardized situations. 

Core Values:

To perform the job successfully, an individual should demonstrate the following Core Values:

Servant Leadership

Servant Leaders consciously put the needs of others before their own, because to serve people is to value them.

Teamwork through Trust & Respect

Diversity is strength, and when we trust and respect one another we can work as a team to achieve at a high level.

Integrity

Being honest and transparent with people, in an effort to do the right thing within the letter and spirit of the law, drives every action we take and every decision we make.

Commitment to Customer Enthusiasm

Every day we recommit ourselves to the customer experience, and we are empowered to exceed the expectations of our customers.

Passion for Winning

Hendrick’s tradition of winning is based on the idea of striving to be the best, not the biggest, and is therefore defined by how we treat our people.

Accountability at All Levels

Taking ownership of our actions and our decisions allows us to grow as individuals, and support each other as a team.

Commitment to Continuous Improvement

Every day we soften our hearts as well as our egos, in order to seek out and improve upon areas of opportunity within ourselves and our team.

This job description in no way states or implies that these are the only duties and responsibilities to be performed by this employee.  The employee will be required to follow any other instructions and to perform any other duties and responsibilities upon the request of a supervisor.  This job description is subject to revision at the discretion of the company.

Hendrick is an Equal Opportunity employer. Minorities, women, veterans, and individuals with disabilities are encouraged to apply.For more information regarding the EEOC, please visit https://www.eeoc.gov/employers/upload/poster_screen_reader_optimized.pdf.