The MOTOR Heavy Duty Director of Sales is an individual contributor quota-carrying position. This position is responsible for directly selling our data services and related applications (DaaS & SaaS) into the Heavy-Duty and allied industries. In addition to finding new customers, this position will be responsible for maintaining and expanding MOTOR’s revenue and relationships with a number of defined strategic accounts. The Director of Sales is responsible for achieving and maintaining revenue and margin targets and other account objectives. The Director of Sales will build and extend relationships with clients to encourage new and repeat business opportunities and proactively inform clients of additional MOTOR products and services that support their business objectives. Candidate will be responsible for identifying, qualifying and closing MOTOR new customer revenue and growing current account revenue. This role is responsible for managing the entire sales process from business development prospecting through contract negotiations and signing. Ability to accurately forecast, manage sales expenses and successfully close new MOTOR business are expected as well as possess excellent communication skills and problem-solving ability. Candidate will have a proven track record of exceeding sales objectives. It is expected that this person is a “sales hunter” as opposed to a “farmer.” Amount of Travel may be between 20% - 40% per year supporting quarterly business reviews, industry conferences, client and prospect meetings.
PRIMARY RESPONSIBILTIES
The ability to expertly position and sell MOTOR’s capabilities, while aligning MOTOR DaaS & SaaS solutions with the customer’s strategic objectives.
Primary revenue responsibility for identifying and closing new customer sales within the territory.
Manage client contracts, contract renewals and price increases for assigned MOTOR clients.
Identifies opportunities for MOTOR to provide new products AND services to assigned client accounts.
Ability to navigate complex organizations and to build trust-based relationships. Be an advocate for the client and effectively translate client requirements to MOTOR team. Work collaboratively to architect and provide solution-based proposals and working through any complexities.
Serves as the primary MOTOR contact with assigned client accounts and coordinates the involvement of MOTOR personnel, in order to meet account performance objectives and client expectations.
Establishes productive, professional relationships with key personnel in assigned client accounts.
Closely coordinates company executive involvement with client’s management.
Oversees all client communications and deliverables.
Ensures that client issues are dealt with and resolved in an efficient manner, informing necessary stakeholders of any issues while working diligently to solve problems.
Account planning and accurate monthly and quarterly revenue forecasting.
Maintaining a sales pipeline at least 3X quota.
Solid experience selling complex IT solutions based on ROI/business value justification to CXO, while incorporating sales strategies across large multi divisional matrixed organizations.
Keep accurate and up to date records of all deals in our Salesforce CRM system.
10+ years’ experience selling enterprise software services, preferably to the Heavy-Duty Automotive industry
Demonstrated ability using CRM tools like Salesforce.com
Demonstrated experience executing a complex sales cycle for closing deals comprised of software, services and/or managed services with an average sales price in excess of $300,000
Strong track record of over-performance in hunter role selling enterprise solutions
Has a “hunter” mentality – loves to cold call and open new accounts – not a “harvester” who loves to sell 1 big deal and manage the account.
Prospects daily
Secures meetings with prospects and qualify new business opportunities
Keeps his/her sales funnel full, new opportunities are vital to ensure their respective pipeline is growing
Uses a variety of prospecting tools and techniques. Our hunter will vary his or her prospecting techniques to increase the number of conversations. They won't hesitate to ask their network and customers for references and introductions
Our candidate isn’t intimidated by decision maker. Our candidate will spend most of their time prospecting business leaders, whether they are owners, CEOs, COO’s, VPs, etc. Our candidate will know how to identify and reach decision-makers
Consistently maintains a network of industry contacts
Is independently driven, not needing approval or significant oversight on how to prospect
Our candidate must be optimistic and resilient, not being discouraged easily so they can navigate to next prospecting event
High-energy, highly self-motivated, enthusiastic, creative and independent
Influential; perceived by prospective client as credible and consultative
Excellent presentation and communication skills – both written and verbal
Working knowledge of cloud-based software solutions
Automotive and/or Heavy-Duty background a plus
Must be a strong leader and teammate; must be punctual, reliable, flexible, and excellent at balancing multiple detail-oriented projects
Expertise and historical use of Microsoft suite offering including Outlook, Word, Excel and PowerPoint
About MOTOR Information Systems
MOTOR Information Systems is one of the world’s premier suppliers of automotive data. Since 1903 MOTOR’s mission has been to provide customers with accurate, thorough and timely information to help run their businesses more efficiently, effectively and profitably.
MOTOR Information Systems provides many millions of unique data points, in virtually any formation required by a customer, completely tailored to their business’s need, covering all vehicles class 1 through class 8. Vehicle data sourcing and integration solutions are custom-made to reduce channel partner’s costs and improve efficiencies. MOTOR assembles the data and then develops the optimum solutions for businesses.
MOTOR is headquartered in the automotive capital of the world and employs more than 150 talented staff members. Many are ASE and I-CAR certified—providing customers with thousands of years of collective automotive experience. MOTOR has been a part of the vehicle aftermarket industry for over 100 years.
