Manager, Business Development

2 weeks ago

Fort Lauderdale, United States AutoNation Fleet Services Full time

Overview:

At AutoNation Fleet & Mobile Services, we assist fleets to manage maintenance in a more convenient and cost-effective way, thus increasing fleet efficiency and operational performance, through comprehensive mobile and fleet management solutions. The BDM position is a new business development role, reporting to the Regional Sales Director (RSD), focusing mainly on AutoNation Fleet Services and mobile maintenance sales with the key responsibility to develop new business growth and strategic partnerships. This sales professional generates new and additional services revenue, by establishing deep and wide relationships within small to medium fleets in the Class 1-5 vehicle range, which have varying scopes of work requirements. This is an individual contributor position with no direct reports - not managing a sales team.

Essential New Business Development Responsibilities:

  • Act as the AutoNation Mobile & Fleet Services new business sales representative in a specific Region to manage all aspects of fleet services, mobile service repairs, and maintenance management.
  • Providing consultative mobile maintenance management advice i.e. Presentations, Business Reviews, Fleet replacement/ Cycle analysis, Total Cost of Ownership comparisons (TCO); Scorecards and Regulatory and Compliance requirements etc.
  • Provide strategic guidance for new business signed; focusing on maximizing mobile services and managed maintenance programs, with an additional push to upsell other fleet management products, to grow AutoNations share of wallet (SOW)
  • Support execution of the annual Sales Strategy for lead qualification, comprehensive discovery, and value proposition/pricing delivery, ensuring new business growth and a robust sales funnel, with laser focus on exceeding agreed quarterly/ annual personal sales targets.
  • Identify and develop AutoNation cross sales opportunities to grow non-traditional segments (i.e. fleet management tools, secondary fleet services, upfitted vehicle specification requirements etc.).
  • Utilize technical skills to explore new partnerships between AutoNation Fleet Services and suppliers/ 3rd Paty Service Providers.
  • Share mobility trends to position AutoNation Fleet Services competitively, ahead of the curve.
  • Support a maintenance and fleet management culture and open mindedness between all levels and all departments of the AutoNation sales organization.
  • Identify and develop new mobile specific services for customers within assigned territory, leveraging a defined sales methodology for targeted segments.
  • Creating a positive image of AutoNation Fleet & AutoNation Mobile Services at Regional/National business events, including targeted fleet events, and retail shows/expositions.
  • Support Account Managers (AMs) on new mobile maintenance business opportunities.
  • Adheres to all company policies, procedures, and business ethics codes.
  • Responsible for the development and maintenance of strong relationships with AutoNation dealers.
  • Self-starter with excellent attention to detail and follow through.

Core BDM Competency Requirements:

  • Fundamental understanding of deal base innovation and relationship selling (i.e. Miller Heiman).
  • Understanding Mobile Maintenance as a Service (MaaS)
  • Make persuasive presentations, with strong ability to relate to all levels, up to C-Suite
  • Demonstrated track record of a top sales achiever, using SF.com 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.
  • Experience in Salesforce.com is preferred.
  • Proven track record (minimum 8 years) in a sales or sales role, ideally in fleet management,
  • Direct experience of negotiating pricing agreements with high level contacts internally and externally.
  • A BA/BS degree in Business Administration, or relevant field is recommended.

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