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Director of National Accounts

4 months ago

Atlanta, United States Credit Acceptance Full time

Credit Acceptance is proud to be an award-winning company with local and national workplace recognition in multiple categories Our world-class culture is shaped by dedicated Team Members who share a drive to succeed as professionals and together as a company. A great product, amazing people and our stable financial history have made us one of the largest used car finance companies nationally.

Our outside sales professionals are on the front line pushing the boundaries of our company growth and revenue generation. We continuously strive to meet our company goals by increasing quality dealer enrollments, building relationships, and consulting with our dealers on how to improve their business. Our sales force is nationwide, and they receive strong support from our many resources at the corporate offices. As an employee-centric organization, we have an intense focus on professional development and continuous improvement that contributes to making this a Great Place to Work

The role of a DNA is to actively assist the DOS and MAMs in growing our National Account business profitably by increasing the number of active dealers and approvals from new dealer groups and maintaining / increasing our business within existing dealer groups in their respective Zone.

About this Position:

  • Director of National Accounts work within their assigned geographic Zone in the field. Residence within or near this assigned territory is required.
  • This Zone includes Nebraska, S. Wyoming, Iowa, Missouri, eastern Kansas, Central and Southern Illinois, Indiana, and western Kentucky area.

Key Metrics

  • Avg. Enrollments per Month
  • Active %
  • Active Dealer Growth
  • Application Growth
  • Contract Growth

Outcomes and Activities:

  • This position will work remotely in an assigned geographic territory.
  • Clear Expectations - Sets clear expectations with the MAM / DOS throughout the six-step sales process by providing consistent communication and coordination at it relates to the National Account groups in their Zone.
  • Right Environment - leads in a manner that builds trust within the team.  Is seen as respectful, fair, reliable, approachable, and caring.  Offers balanced feedback, listens well, is direct, and sincere.  Responds promptly and efficiently to problems, projects, and tasks as well as voicemail, email, and texts.   People enjoy working with this person.
  • Training - Acts as the primary source of training for the National Account dealers using preapproved training modules where needed.  Conducts appropriate District training sessions that are timely and effective.  This includes attending District meetings to provide updates about the National Account business.
  • Relevant Measurement - Focuses on the right metrics and can explain performance trends factually.
  • Tools and Resources - Promotes and uses tools on a regular basis including the CRM, CAPS, CABI, Microsoft Office, Auto Count, Business Plans, and Action Plans to improve the business.
  • Core Sales Skills - Possesses and demonstrates skill with their presence, relating, questioning, listening, positioning, and checking to ensure the most effective execution of the six-step sales process.
  • Dealer Reporting - Effectively uses dealer reporting to problem solve and increase contract growth.  This includes all reporting in CAPS as well as the deal summary, master file, advance stats, and the change summary.
  • Performance Management - Provides feedback to their DOS on a consistent basis as they ride with and work beside the MAMs in the field.  Also, provides feedback directly to the MAMs as they witness great performance as well as opportunity for improvement.
  • Internal Communication - Initiates communication with the appropriate departments within the organization to ask questions that resolve issues in a timely and respectful manner.
  • P.R.I.D.E - Works in a positive, respectful, insightful, direct, and earnest manner.


Knowledge and Skills:

  • Programs - Understands and can effectively articulate and train all three Credit Acceptance Programs. 
  • CAPS Expert - Has the ability to be able to guide a dealer, MAM, and/or DOS through all aspects of CAPS even if you are not physically in front of a computer.
  • Funding - Knows the Core Funding Guidelines. Understands the 'why' behind compliance and program policies and can assist the MAM in resolving contracts on hold.
  • Reporting - Proficient knowledge and use of the Deal Summary, Change Summary, Master File, and Monthly Calculated Advance Report.  You should be able to understand, teach, and create reasonable conclusions / solutions while using these reports.
  • Subprime Auto Industry - Has a broad understanding of the sub-prime financing space and stays up to date on industry news. Follows industry publications, internet news feeds, social media sites, etc. Understands where Credit Acceptance fits in the current subprime financing landscape.
  • Franchise Dealer Operations - Understands the inner workings of a Franchise dealership and can navigate through the various layers within the dealership to influence change.
  • Specific Zone - Has an above average level of knowledge about the existing National Accounts in the Zone and a moderate level of knowledge about the opportunity in the zone including the largest dealer group prospects.
  • Urgency - Responds promptly and efficiently to problems, projects, and tasks as well as voicemail, e-mail, and telephone requests.
  • Ownership - Takes initiative to solve problems and make recommendations in and out of area of responsibility. Engages proper resources in order to develop and implement both short-term and long-term solutions.
  • Strategic Thinking - Creates appropriate strategies for area of responsibility; identifies and implements ideas that add value to the business; can articulately paint credible visions of possibilities and likelihoods; can anticipate future consequences and trends accurately; is future-oriented and always thinks about the business first.
  • Personal Growth - Understands own strengths and development needs; seeks feedback from others; gains insight from mistakes; is open to talking about areas that need development and is committed to actively working on improving self.


Requirements:

  • 50%-75% travel within the Zone working directly with dealers, MAMs, and DOS. 
  • Possess a consultative sales technique.
  • Demonstrate strategic thinking while still executing at a tactical level.
  • Proficiently understand how all three CA programs fit in a Franchise dealer.
  • Have excellent written, verbal and presentation / communication skills.
  • Display a proven history (min. 2 years) of strong work performance as a MAM and/or DOS, or equivalent automotive industry experience at the corporate or executive level.
  • Demonstrate an effective ability to communicate and produce results through Owner, Executive, and GM levels within Franchise dealer group operations.
  • Have a valid driver's license, insurance and registration.

Preferred:

  • Franchise dealer experience in Sales, F&I, or similar.
  • Had effective interaction in dealerships with owner and executive level officers.
  • Existing relationships with dealers, owners, and executives in the defined Zone.
  • Expert level understanding of CA vendors and ancillary products.
  • Exceptional industry knowledge including all aspects of dealership operations.
  • Residence in or willingness to relocate to the Zone.

Targeted Compensation: $129,168 Base Salary with monthly uncapped commission

INDSAMP

#Zip

#LI-Remote

Benefits

  • Excellent benefits package that includes 401(K) match, adoption assistance, parental leave, tuition reimbursement, comprehensive medical/ dental/vision and many nonstandard benefits that make us a Great Place to Work 

Our Company Values:

To be successful in this role, Team Members need to be:

  • Positive by maintaining resiliency and focusing on solutions
  • Respectful by collaborating and actively listening
  • Insightful by cultivating innovation, accumulating business and role specific knowledge, demonstrating self-awareness and making quality decisions
  • Direct by effectively communicating and conveying courage
  • Earnest by taking accountability, applying feedback and effectively planning and priority setting  

Expectations:

  • Remain compliant with our policies processes and legal guidelines
  • All other duties as assigned
  • Attendance as required by department 

Advice

We understand that your career search may look different than others. Our hiring team wants to make sure that this would be a fit not just for us, but for you long term.  If you are actively looking or starting to explore new opportunities, send us your application

P.S.

We have great details around our stats, success, history and more.  We're proud of our culture and are happy to share why - let's talk

Required degrees must have been earned at institutions of Higher Education which are accredited by the Council for Higher Education Accreditation or equivalent.

Credit Acceptance is dedicated to providing a safe and inclusive working environment for all. As part of our Culture of Compliance, we are proud to be an Equal Opportunity Employer and value our culturally diverse workforce. All qualified applicants will receive consideration for employment regardless of the person's age, race, color, religion, sex, gender, sexual orientation, gender identity, national origin, veteran or disability status, criminal history, or any other legally protected characteristic.

California Residents: Please click

here for the California Consumer Privacy Act (CCPA) notice regarding the personal information Credit Acceptance may collect from you.

Play the video below to learn more about our Company culture.