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Director, Automotive Marketing Sales
Valassis
Livonia, MI, United States
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Valassis is a leader in intelligent media delivery, providing over 15,000 advertisers proven and innovative media solutions to influence consumers wherever they plan, shop, buy and share. By integrating online and offline data combined with powerful insights, Valassis precisely targets its clients’ most valuable shoppers, offering unparalleled reach and scale. We continue to harness the innovative, entrepreneurial spirit on which this $2.3 billion company was built in 1970.
Job Title: Director, Automotive Marketing Sales
Position Summary: The Director of Automotive Sales is responsible for achieving and exceeding revenue and operating goals for the automotive vertical through management of all resources. The Director will work with Senior Leadership to set the strategic direction for the team, oversee management of accounts, attainment of revenue quota’s and performance goals, and to manage and mentor the sales associates.
Key Responsibilities:
Drive strategies to maintain and grow the automotive vertical and key accounts
Meet and exceed the assigned revenue targets
Lead the team with creative selling solutions
Responsible for overall success, and associate understanding, of all phases of the sales process
Participate in key account and new business meetings as needed. Facilitate relationships with key clients
Understand and effectively communicate all portions of the business to all internal and external stakeholders
Ensure appropriate support departments are properly engaged and meeting the needs of the team
Manage and mentor team:
Provide strategic insights and support for all Sales Associates.
Mentor New Business Development, Sales Executives and Sales Managers by supporting their growth, vertical expertise, management of accounts and ability to drive new business opportunities
Ensure all associates are meeting and exceeding their revenue targets, performance goals and ability to exhibit the core competencies
Address performance concerns in a timely and effective manner
Ensure all sales activity for associates is accurately and timely captured and updated in salesforce.com
Develop and mentor sales associates toward individual career goals
Implement processes, policies, procedures and strategic initiatives.
Support and implement new products, technology and strategies as rolled out to the sales organization
Provide feedback to senior management on industry trends, strategies and challenges
Establish/maintain working relationships with internal personnel
Education & Knowledge:
Bachelor’s degree preferably in the fields of Business, Marketing, or Communications; or equivalent combination of education and experience
Working knowledge of Microsoft Office
Experience / Skills and Competencies:
10+ years successful sales experience and displays the required proficiency in:
Industry: Automotive, Marketing, Media, Advertising
New business development
Account management
Digital products
Selling multiple / integrated products
Selling to the assigned verticals
Medium to large size automotive accounts
8+ years automotive Tier I and/or Tier 2 expertise/knowledge
3+ years leadership experience
Ability to effectively coach to success
C-suite experience
Proven sales experience including lead generation, solution selling and closing sales.
Full understanding and successful demonstration of Challenger skills. Ability to mentor, lead, implement, and coach Challenger training and skill development
Experience and working knowledge of marketing/media products and services including targeting capabilities and distribution alternatives
Forecasting and sales reporting experience
Strategic thinking.
Proven leader in sales results including lead generation, solution selling and closing sales
Exhibit expert skills in: qualification, conceptual selling, presentation delivery and negotiation
Emotional (EQ) and Cognitive (IQ) Intelligence; ability to read those around you and appropriately respond intellectually and emotionally
Adapt to change including the market, products and internal company initiatives
Excellent communication (written and verbal) and interpersonal skills
Experience in sales reporting/forecasting
Strong influencer on key decision makers
Ability to mentor sales associates to success through effective coaching
Organized, detail-oriented and thorough approach to all responsibilities
Working knowledge of Salesforce.com and Microsoft Office
Consistent track record of success in achieving and exceeding annual quota and business objectives
Exude credibility (product knowledge and professionalism)
Develops trust easily
Lead by example
Communication & Contacts (Internal/External):
Communication with clients and internal co-workers – all levels of management, business leadership, customers, suppliers and other internal/external entities as required
Highly effective at presentations
Decision Making Scope:
Autonomous decision making authority
Requires broad conceptual judgment and ability to deal with complex factors
Ability to bring out-of-box recommendations to clients and areas that support sales (ie: targeting, marketing and pricing)
Other:
Travel required. Perform additional responsibilities as assigned.
Physical Requirements / Working Conditions:
The physical requirements described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee is required to type, using a computer. The employee must occasionally lift and/or move up to 10 pounds.
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. The noise ` level in the work environment is usually moderate.
Employees are responsible for supporting and complying with internal and external audits, to include providing information, performing assigned tasks to ensure compliance, and preparing and maintaining evidence that key duties identified as internal controls have been performed.
All employees are responsible for supporting and complying with safety and security policies to promote a healthy working environment.
Valassis is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, non-disqualifying physical or mental disability, national origin, protected veteran status or any other characteristic protected by law.
Applicants who have disabilities may request that accommodations be made in order to complete the selection process by contacting us at careers@valassis.com or 616-541-3145.
Harland Clarke Holdings, to include its affiliated and subsidiary companies (Harland Clarke, Valassis, Scantron, NCP Solutions, NCH Marketing Services, Clipper Magazine), is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.
Applicants who have disabilities may request that accommodations be made in order to complete the selection process by contacting our Recruiting Coordinator at 734-632-8566.
EEO is the law. To review your rights under Equal Employment Opportunity please visit: www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf.