sales design mapping workshop job descriptions

15
Sales Function Mapping Based on Case study of VinSolution/Vauto/Homenet/DDC Sales New client generation Territory sales Inside sales: through call & virtual demo Existing Client revenue max Client Retention Performance/pr oduct specialist Call Center Traning Training specialist Instructional designer

Upload: sant-clair-castro-junior

Post on 20-Jan-2015

87 views

Category:

Business


2 download

DESCRIPTION

 

TRANSCRIPT

Page 1: Sales design mapping workshop job descriptions

Sales Function Mapping – Based on Case study of VinSolution/Vauto/Homenet/DDC

Sales

New client

generation

Territory sales Inside sales:

through call & virtual demo

Existing Client revenue max

Client Retention

Performance/product specialist

Call Center

Traning

Training specialist

Instructional designer

Page 2: Sales design mapping workshop job descriptions

Sales function job description

Sales - New clients generation: Territory sales p

osi

t

ion

responsibilities Key activities qualification

Pro

du

ct S

pe

cia

list

-VA

Key activities of the Product Specialist will

include planning strategy with both the vAuto

and AutoTrader Sales force to qualify and

target prospective customers. They will

pursue leads, develop informational

presentations and demos for Dealers and the

Sales force, conduct informal training and

partner with the vAuto and the AutoTrader

Sales force on targeted sales calls.

The Product Specialist will manage their sales

activities, develop and submit monthly

forecasts, utilize customer relationship

management (CRM) software and conduct

market research to reach goal attainment. The

Product Specialist will strategize with the Sales

force on positioning the product while assisting

in developing new ideas based on an industry

data and needs in the market. They will report

to the Director of Sales and work closely with

local sales management. Product Specialists

must possess business and sales ability with a

strong understanding of the market and its

needs.

•  Develop  customer  relationships with new and existing dealers.

•  Reach  the  decision  maker  of  the  dealership  (GM  or  Owner)  and  demonstrate  the  value  of  the  opportunity vAuto will provide the dealership.

•  Develop  and  deliver  informational  presentations  and  demos;  participate  on targeted sales

calls; facilitate and coordinate the delivery of information supporting the product.

•  Develop  strategies  for  the  Sales  organization  through  close  collaboration  with  the  business  to  identify market needs

•  Introduce  vAuto  products  to  the  AutoTrader sales force trough informal and in field training.

•  Meet  or  exceed  assigned  monthly,  quarterly,  and  annual  new  business,  revenue  growth  and  adoptions goals.

•  Facilitate  weekly  meetings  with  dealer  customers. •  Partner  with  Senior  and  local  management, and local Sales team to review dealer lists and

proposed strategy to attract and qualify business.

•  Develop  quarterly  action  plans  with  management  to  grow  revenue. •  Assist  in  developing  new  ideas  based  on  an  industry  data  of  needs  in  the  market.

•  High  School  Diploma  or  GED  equivalent  required;  Bachelor’s  degree strongly preferred.

•  3+  years  experience  required  of  either,  or  a  combination  of: o working in a dealership (preferably at a management level)

o successful sales account management experience within the

auto, software or technology solutions industries

o equivalent experience in sales and auto

•  Proven  and  demonstrated  ability  to  organize,  plan  and  execute a sales strategy to include managing personal schedule

and travel.

•  Demonstrated  ability to represent vAuto to the automotive

industry and model Company values by creating a positive

impression of the company.

•  Demonstrated  proficiency  and  knowledge  in  various  technologies required.

•  Demonstrated  advanced  communication  skills  (interpersonal,

written, verbal and presentation) required.

•  Experience  with  MS  Office  required. •  Experience  utilizing  CRM  technology  strongly  preferred. •  Proven  experience  of  achieving  and  exceeding  personal  sales  goals, coaching sales team members/peers to deliver

outstanding sales results, value proposition, customer

satisfaction, and long-term revenue growth strongly preferred.

•  Must  be  willing  and  able  to  commit  to  extensive  travel;  up  to  70% travel (day and overnight trips).

Sr.

Acc

ou

nt

Exe

cuti

ve -

H

The Senior Account Executive will be

responsible for generating revenue within their

prospect territory. The successful Senior

Account Executive will develop quality business

within a market area. These sales professionals

work to distinguish themselves and HomeNet

through their knowledge of the industry and

their customers.

Revenue Generation

•  Call  on  and  visit  auto  dealerships  to  sell  the  “process”  of  creating  effective  online  advertisements for their inventory and the functionality of HomeNet products and services.

•  Distribute  all  HomeNet  authorized  follow  up  and  marketing  material  as  designated  by  supervisor.

•  Overcomes  challenges  through  the  creation  of  innovative  solutions. Relationship Building

•  Reaches  the  decision  maker  of  the  dealership  (GM  or  Owner)  and  demonstrates the value of

the opportunity HomeNet provides the dealership.

•  Attend  tradeshows  to  work  HomeNet’s  booth  and  perform  live  demonstrations  of  HomeNet  products  and  services  at  tradeshows  and  “in  field”. Planning

•  Uses  Customer  Relationship  Management system to track progress and identify

opportunities for revenue.

•  Attend  daily  sales  training  calls  with  supervisor  and/or  other  sales  reps. Reporting

•  Completes  documentation  within  the  HomeNet’s  CRM  daily.

•  5+ years proven experience in a sales revenue generation role

required.

•  Prior  outside  sales  and  service  experience  required. •  Knowledge  of  the  territory’s  competitive  landscape  preferred. •  Proficiency  in  using  Customer  Relationship  Management  (CRM) Systems, or comparable tools, to generate and present

the most appropriate information/reports.

•  High  School  Diploma  or  GED  Required. •  Demonstrated  closing  and  consulting  skills. •  Overnight travel may be required.

Page 3: Sales design mapping workshop job descriptions

positio

n

resp

on

sibilitie

s K

ey a

ctivities

qu

alifica

tion

Regional Director -D

Th

e R

eg

ion

al D

irecto

r will m

an

ag

e sa

les a

nd

bu

sine

ss de

velo

pm

en

t activitie

s with

in a

n a

ssign

ed

territo

ry of re

gio

na

l resp

on

sibility. T

his in

divid

ua

l

is resp

on

sible

for a

cqu

iring

pro

fitab

le n

ew

custo

me

r rela

tion

ship

s thro

ug

h e

ffective

disco

very

of ke

y custo

me

r bu

sine

ss issue

s an

d th

e sa

le o

f

DDC  solutions  that  increase  the  customer’s  digital  

ma

rketin

g e

ffective

ne

ss usin

g a

ph

on

e b

ase

d

callin

g p

lan

.

Th

e g

oa

l of th

is po

sition

is to d

rive se

rvice le

d

solu

tion

sale

s by e

stab

lishin

g tru

sted

ad

visory ro

le

rela

tion

ship

s with

in a

ll leve

ls of th

e d

ea

ler

customer’s  m

anagement  team

.    This  position  fo

cuse

s on

un

de

rstan

din

g th

e d

ea

ler sa

les n

ee

ds,

ma

rketin

g stra

teg

ies, a

nd

bu

sine

ss req

uire

me

nts in

ord

er to

effe

ctively re

com

me

nd

ap

pro

pria

te

solu

tion

s, close

sale

s an

d m

ee

t assig

ne

d q

uo

tas.

Th

is role

also

focu

ses o

n a

chie

ving

reve

nu

e g

oa

ls;

fore

castin

g a

ccura

tely o

n a

we

ekly, m

on

thly, a

nd

qu

arte

rly sche

du

le; d

eve

lop

ing

a p

ipe

line

of

op

po

rtun

ities; cre

atin

g te

rritory d

eve

lop

me

nt

pla

ns; a

nd

me

etin

g a

ssign

ed

bu

sine

ss ob

jective

s.

Th

is role

will te

am

with

Dig

ital A

dviso

rs, De

ale

r

Service

Co

nsu

ltan

ts, Pro

cess O

ptim

izatio

n

Ma

na

ge

rs, Ma

rketin

g a

nd

Sale

s Op

era

tion

s to

pro

du

ce re

sults.

The  Regional  Director’s  revenue  generation  efforts  w

ill req

uire

exce

llen

t tele

ph

on

e sa

les a

nd

com

mu

nica

tion

skills. Th

is ind

ividu

al w

ill rea

ch

bu

sine

ss targ

ets th

rou

gh

the

initia

tion

of p

rosp

ect

calls, cre

atio

n o

f sale

s pro

spe

cts, pro

cessin

g o

f

ma

rketin

g le

ad

s, an

d e

stab

lishm

en

t of b

usin

ess

rap

po

rt with

pro

spe

ctive d

ea

ler cu

stom

ers.

Ach

ieve

assig

ne

d p

rod

uctivity g

oa

ls an

d m

ee

t min

ima

l sale

s pe

rform

an

ce sta

nd

ard

s

(QU

OT

A), m

ain

tain

org

an

izatio

na

l stan

da

rds fo

r ma

na

gin

g d

ea

ler co

nta

ct an

d

con

sultin

g a

ctivity, an

d a

dh

ere

to o

ur co

rpo

rate

valu

es in

all b

usin

ess a

ctivity.

•          Complete  w

eekly  pre-ca

ll rese

arch

activity (C

all P

lan

) at a

ssign

ed

activity le

vels a

nd

log

acq

uire

d b

usin

ess in

tellig

en

ce in

to SFA

da

tab

ase

. Follo

w th

e p

rescrib

ed

DD

C sa

les

pro

cess to

ma

na

ge

op

tima

l resu

lts.

•          At  the  beginning  of  each  month,  com

plete  a  forecast  for  each  month’s  productivity  

an

d u

pd

ate

at th

e b

eg

inn

ing

of e

ach

bu

sine

ss we

ek a

nd

revie

w w

ith yo

ur Sa

les D

irecto

r.

Fore

cast a

ccura

cy is exp

ecte

d to

be

with

in 5

% p

lus o

r min

us a

ctua

l en

d o

f mo

nth

resu

lts.

•          Provide  reports  as  directed.    Accountable  for  accurate a

nd

time

ly rep

ortin

g o

f da

ily,

we

ekly a

nd

mo

nth

ly sale

s pla

nn

ing

activitie

s. Kn

ow

an

d u

nd

ersta

nd

sale

s pip

elin

e

pro

toco

l an

d sa

les sta

ge

de

finitio

ns a

s pro

vide

d b

y Dire

ctor, D

ea

ler Se

rvices. B

e

pre

pa

red

to d

iscuss yo

ur cu

rren

t pip

elin

e a

nd

ad

van

ced

op

po

rtun

ity me

etin

g re

sults in

de

tail d

aily.

•          Create  and  deliver  sales  proposals  that  adhere  to  the  standard  terms  and  

con

ditio

ns o

f DD

C sa

les a

gre

em

en

ts an

d w

hich

ha

ve b

ee

n a

ccep

ted

an

d a

pp

rove

d b

y

the

DD

C co

ntra

ct an

alyst te

am

an

d sa

les m

an

ag

em

en

t.

•     Bu

ild a

nd

ma

inta

in p

ositive

bu

sine

ss rela

tion

ship

s with

inte

rna

l tea

m m

em

be

rs an

d

custo

me

r ma

na

ge

me

nt te

am

me

mb

ers a

t assig

ne

d d

ea

ler a

ccou

nts via

on

site

me

etin

gs, te

lep

ho

ne

calls, a

nd

em

ail.

•          Proactively  engage  with  the  dealer  custom

er  to  build  an

d su

stain

de

ep

bu

sine

ss

rela

tion

ship

s an

d a

ttain

truste

d a

dviso

r statu

s thro

ug

h o

rga

nize

d a

nd

efficie

nt p

ho

ne

ba

sed

call sch

ed

ulin

g.

•          Handle  inbound,  unsolicited  prospect  email  inquiries  and  phone  calls  and  convert  

the

m in

to sa

les

•          Identify  decision

ma

kers, n

ea

r term

clien

t bu

sine

ss issue

s, pa

in p

oin

ts an

d

cha

llen

ge

s, ab

ou

t wh

ich D

DC

can

imp

rove

, en

ha

nce

, or re

me

dy th

e situ

atio

n.

•          Prepare  comprehensive  Call  Plans  (including  clients  key  business  issues)  describing  

ho

w D

DC

solu

tion

s alig

n w

ith th

e clie

nts d

igita

l ma

rketin

g stra

teg

ies. E

nsu

re

un

de

rstan

din

g o

f custo

me

r ne

ed

serve

s as th

e b

asis fo

r all sa

les p

rop

osa

ls.

•          Collaborate  cross-fun

ction

ally (D

igita

l Ad

visors, M

arke

ting

, Pro

du

ct Ma

na

ge

me

nt,

Pro

cess O

ptim

izatio

n, &

De

ale

r Service

s Co

nsu

lting

, Billin

g &

Fina

nce

tea

ms) to

bu

ild

cred

ibility a

nd

ea

rn clie

nt tru

st an

d co

nfid

en

ce. A

rticula

te d

ea

ler b

usin

ess tre

nd

s an

d

po

ten

tial D

DC

solu

tion

ne

ed

s ba

ck to n

ece

ssary b

usin

ess u

nits.

•          Structure  sales  and  negotiate  terms  w

ithin  the  bound

arie

s of D

DC

pricin

g

ph

iloso

ph

y an

d p

olicy.

•          Where  and  w

hen  necessary  support  marketing  efforts  such  as  trade  show

s,  exhibits  a

nd

oth

er e

ven

ts.

•          Identify  and  escalate  client  issues  and  concerns  which  you  believe  require  senior  

ma

na

ge

me

nt le

vel in

terve

ntio

n to

the

Dire

ctor, R

eg

ion

al Sa

les o

r Hu

ma

n R

eso

urce

s.

•  Dealer  Relevancy:  Add  value  by  proactively  identifying  b

usin

ess o

pp

ortu

nitie

s for th

e d

ea

ler clie

nt, co

nve

ying

a

firm  understanding  of  the  dealer’s  business  drivers,  display  

exe

cutive

pre

sen

ce b

y bu

ildin

g ra

pp

ort a

nd

cred

ibility,

effe

ctively in

flue

nce

the

pro

spe

ctive d

ea

ler cu

stom

er to

disco

ver th

e va

lue

of a

solu

tion

; clea

rly con

ne

cting

solu

tion

s to d

ea

ler b

usin

ess issu

es.

•  Consulting  and  Partnering:  Helping  the  dealer  customer  

to u

nd

ersta

nd

the

ir bu

sine

ss ne

ed

s, offe

ring

ad

vice a

nd

solu

tion

s, an

d o

pe

ratin

g fro

m a

po

sition

of e

xpe

rtise

ba

lan

ced

with

a co

llab

ora

tive co

mm

un

icatio

n style

.

•  Strategic  Business  Planning:    Demonstrating  significant  

kno

wle

dg

e o

f DD

C a

nd

the

reta

il au

tom

otive

ind

ustry,

de

velo

p stra

teg

ies fo

r crea

ting

custo

me

r valu

e le

vera

gin

g

DDC’s  core  strengths  and  platform  capabilities.

•  Business  &  Financial  Acum

en:  Understanding  of  the  basic  

bu

sine

ss drive

rs of re

tail a

uto

mo

tive d

ea

lersh

ip o

pe

ratio

ns

an

d h

ow

the

y rela

te to

client’s  perceived  key  business  issu

es.

•  High  Impact  Com

munication:  Clearly  and  succinctly  

con

veyin

g id

ea

s an

d in

form

atio

n to

ind

ividu

als a

nd

gro

up

s

in a

varie

ty of situ

atio

ns; co

mm

un

icatin

g in

a fo

cuse

d a

nd

com

pe

lling

wa

y tha

t en

ab

les clie

nts to

see

ne

w

po

ssibilitie

s an

d d

rives a

ction

.

Page 4: Sales design mapping workshop job descriptions

position

resp

on

sibilitie

s K

ey a

ctivities

qu

alifica

tion

Trade-In Marketplace Product Specialist – autotrader

Th

is role

is a fie

ld b

ase

d p

ositio

n re

po

rting

dire

ctly

into

the

Tra

de

-In M

arke

tpla

ce b

usin

ess u

nit.

Th

e T

rad

e-In

Ma

rketp

lace

Pro

du

ct Spe

cialist (T

IM

PS) w

ill be

resp

on

sible

for th

e p

rosp

ectin

g o

f ne

w

bu

sine

ss an

d th

e sa

le o

f the

TIM

pro

du

ct in th

eir

de

sign

ate

d te

rritory. T

he

TIM

PS w

ill ma

na

ge

the

ir

sale

s activitie

s, de

velo

p a

nd

sub

mit m

on

thly

fore

casts, u

tilize cu

stom

er re

latio

nsh

ip

ma

na

ge

me

nt (C

RM

) softw

are

an

d co

nd

uct m

arke

t

rese

arch

to re

ach

go

al a

ttain

me

nt. T

he

y will

strate

gize

with

the

Au

toT

rad

er G

rou

p (A

TG

) sale

s

force

on

po

sition

ing

the

pro

du

ct wh

ile a

ssisting

in

de

velo

pin

g n

ew

ide

as b

ase

d o

n in

du

stry da

ta a

nd

ne

ed

s in th

e m

arke

t. Th

ey w

ill rep

ort to

the

Tra

de

-In M

arke

tpla

ce Sa

les M

an

ag

er a

nd

wo

rk

close

ly with

the

Au

toT

rad

er G

rou

p lo

cal sa

les

ma

na

ge

me

nt.

Ke

y activitie

s of th

e T

IM P

S inclu

de

coo

rdin

atin

g

an

d p

lan

nin

g stra

teg

y with

bo

th th

e T

rad

e-In

Ma

rketp

lace

an

d A

uto

Tra

de

r Gro

up

sale

s force

to

targ

et a

nd

qu

alify p

rosp

ective

custo

me

rs, pu

rsuin

g

lea

ds, p

articip

atin

g in

targ

ete

d m

ulti-le

gg

ed

sale

s

calls, d

eve

lop

ing

info

rma

tion

al p

rese

nta

tion

s,

de

mo

s an

d in

form

al tra

inin

g fo

r de

ale

rs an

d th

e

sale

s force

. Th

ey w

ill bu

ild re

latio

nsh

ips w

ithin

the

de

ale

rship

, up

to a

nd

inclu

din

g Se

nio

r

Ma

na

ge

me

nt a

nd

Ow

ne

rs, to q

ua

lify an

d clo

se

sale

s Th

ey w

ill also

pa

rtne

r with

the

ir field

Imp

lem

en

tatio

n te

am

s an

d P

erfo

rma

nce

Ma

na

ge

me

nt g

rou

p te

am

s to e

nsu

re p

rop

er se

tup

,

acco

un

t tran

sition

an

d o

n-g

oin

g cu

stom

er a

ccou

nt

service

of n

ew

ly sign

ed

bu

sine

ss is ach

ieve

d.

•  Develop  customer  relationships  w

ith  new  and  existin

g d

ea

lers

•  Reach  the  decision  maker  of  the  dealership  (GM

 or  Owner)  and  dem

onstrate  the  va

lue

of th

e o

pp

ortu

nity T

rad

e-In

Ma

rketp

lace

will p

rovid

e th

e d

ea

lersh

ip

•  Develop  and  deliver  informational  presentations  and  dem

os;  facilitate  and  coordinate  th

e d

elive

ry of in

form

atio

n su

pp

ortin

g th

e p

rod

uct

•  Participate  in  targeted  sales  calls  and  multi-le

gg

ed

sale

s calls

•  Develop  strategies  for  the  AutoTrader  Group  Sales  organization  through  close  co

llab

ora

tion

with

the

bu

sine

ss to id

en

tify ma

rket n

ee

ds

•  Intro

du

ce T

rad

e-In

Ma

rketp

lace

pro

du

cts to th

e A

uto

Tra

de

r Gro

up

sale

s force

thro

ug

h in

form

al a

nd

in fie

ld tra

inin

g; cre

ate

aw

are

ne

ss with

in lo

cal A

TG

•  Sales  Force  of  Trade-In

Ma

rketp

lace

valu

e p

rop

ositio

n

•  Meet  or  exceed  assigned  m

onthly,  quarterly,  and  an

nu

al n

ew

bu

sine

ss, reve

nu

e

gro

wth

an

d a

do

ptio

ns g

oa

ls

•  Facilitate  weekly  m

eetings  with  dealer  custom

ers •  Provide  inform

ation,  insight  and  market  data  to  field  Sales,  Trade

-In M

arke

tpla

ce a

nd

Au

toT

rad

er G

rou

p le

ad

ersh

ip P

artn

er w

ith Se

nio

r an

d lo

cal A

TC

Sale

s ma

na

ge

me

nt,

an

d lo

cal A

TC

Sale

s tea

ms to

revie

w d

ea

ler lists a

nd

pro

po

sed

strate

gy to

attra

ct an

d

qu

alify le

ad

s, pro

spe

cts an

d p

ote

ntia

l bu

sine

ss

•  Develop  quarterly  action  plans  with  Trade

-In M

arke

tpla

ce m

an

ag

em

en

t to g

row

reve

nu

e

•  Assist  in  develop

ing

ne

w id

ea

s ba

sed

on

an

ind

ustry d

ata

of n

ee

ds in

the

ma

rket

•  High  School  Diploma  or  GED  equivalent  required;  

Bachelor’s  degree  strongly  preferred

•  3+  years  experience  required  of  either,  or  a  combination  

of:

wo

rking

in a

de

ale

rship

(pre

fera

bly a

t a m

an

ag

em

en

t leve

l)

succe

ssful sa

les a

ccou

nt m

an

ag

em

en

t exp

erie

nce

with

in

the

au

to, so

ftwa

re o

r tech

no

log

y solu

tion

s ind

ustrie

s

eq

uiva

len

t exp

erie

nce

in sa

les a

nd

au

to

•  Proven  and  demonstrated  ability  to  organize,  plan  and  

exe

cute

a sa

les stra

teg

y to in

clud

e m

an

ag

ing

pe

rson

al

sche

du

le a

nd

trave

l

•  Demonstrated  ability  to  represent  Trade

-In

Ma

rketp

lace

to th

e a

uto

mo

tive in

du

stry an

d m

od

el

Co

mp

an

y valu

es b

y crea

ting

a p

ositive

imp

ressio

n o

f the

com

pa

ny

•  Demonstrated  proficiency  and  know

ledge  in  various  te

chn

olo

gie

s req

uire

d

•  Demonstrated  advanced  com

munication  skills  

(inte

rpe

rson

al, w

ritten

, verb

al a

nd

pre

sen

tatio

n) re

qu

ired

•  Experience  with  M

S  Office  required

•  Experience  utilizing  CRM  technology  strongly  preferred

•  Proven  experience  of  achieving  and  exce

ed

ing

pe

rson

al

sale

s go

als, co

ach

ing

sale

s tea

m m

em

be

rs/pe

ers to

de

liver

ou

tstan

din

g sa

les re

sults, va

lue

pro

po

sition

, custo

me

r

satisfa

ction

, an

d lo

ng

-term

reve

nu

e g

row

th stro

ng

ly

pre

ferre

d

•  Demonstated  ability  to  diagnose  custom

er  needs,  o

verco

me

ob

jectio

ns a

nd

accu

rate

ly qu

alify a

nd

close

sale

s

req

uire

d

•  Must  be  w

illing  and  able  to  commit  to  extensive  travel;  

up

to 7

0%

trave

l (da

y an

d o

vern

igh

t trips)

Page 5: Sales design mapping workshop job descriptions

position

resp

on

sibilitie

s K

ey a

ctivities

qu

alifica

tion

Sales Manager, Trade-In Marketplace

Th

is po

sition

will re

po

rt to th

e Sa

les D

irecto

r,

Tra

de

-In M

arke

tpla

ce. T

he

pre

ferre

d b

ase

loca

tion

is the

No

rthe

ast. T

he

Sale

s Ma

na

ge

r can

sit

an

ywh

ere

in th

e N

orth

ea

st with

exp

ecte

d tra

vel.

Th

e Sa

les M

an

ag

er, T

rad

e-In

Ma

rketp

lace

will

assist in

brin

gin

g e

du

catio

n, tra

inin

g, a

wa

ren

ess

an

d fo

cus to

the

TIM

sale

s rela

tion

ship

s with

in

Au

toT

rad

er.co

m a

nd

the

De

ale

r. Th

e sco

pe

of

resp

on

sibility w

ill inclu

de

servin

g a

s a su

pp

ort to

the

TIM

PS, p

artn

erin

g in

the

crea

tion

of a

nd

the

exe

cutio

n o

f strate

gy to

he

lp d

rive b

usin

ess p

lan

s

to fo

cus o

n re

ne

win

g cu

rren

t bu

sine

ss, targ

etin

g

ne

w a

ccou

nts, d

eve

lop

ing

bu

sine

ss an

d w

orkin

g

with

the

ma

na

ge

me

nt to

influ

en

ce a

do

ptio

n.

Th

e M

an

ag

er w

ill pla

y a ke

y role

in th

e

ma

na

ge

me

nt a

nd

gro

wth

of o

ur T

rad

e In

Ma

rketp

lace

(TIM

) pro

du

ct. Th

ey w

ill wo

rk with

the

inte

rna

l TIM

tea

m, fie

ld sa

les, e

xtern

al

custo

me

rs, wh

ole

sale

an

d a

uctio

n p

artn

ers. T

he

y

will b

e re

spo

nsib

le fo

r en

surin

g th

at th

e T

IM te

am

,

field

sale

s an

d a

ll pa

rtne

rs ha

ve th

e to

ols a

nd

colla

tera

l ne

ed

ed

to b

e su

ccessfu

l with

a fo

cus o

n

con

tinu

ou

s imp

rove

me

nt a

nd

imp

lem

en

tatio

n o

f

ne

w to

ols a

nd

tech

no

log

ies a

s ne

ed

ed

. Th

e

Ma

na

ge

r, TIM

PS w

ill pa

rtne

r with

all le

vels o

f

em

plo

yee

up

to a

nd

inclu

din

g se

nio

r ma

na

ge

me

nt

at A

uto

Tra

de

r an

d w

ithin

ou

r custo

me

r gro

up

s.

Ke

y activitie

s of th

is role

will in

clud

e g

en

era

l

exe

cutio

n a

nd

coo

rdin

atio

n o

f pro

jects a

nd

eve

nts,

de

velo

pm

en

t an

d d

elive

ry of tra

inin

g to

inte

rna

l

an

d e

xtern

al cu

stom

ers a

nd

rela

tion

ship

ma

na

ge

me

nt. T

he

Ma

na

ge

r will p

rovid

e re

po

rting

up

da

tes o

n ke

y pe

rform

an

ce in

dica

tors a

nd

wo

rk

with

oth

er d

ep

artm

en

ts an

d te

am

s inclu

din

g IT

,

Pro

du

ct Ma

na

ge

me

nt, D

ea

ler Se

rvices, C

usto

me

r

Service

s, BI a

nd

Ma

rketin

g o

n p

roje

cts.

•  Coordinate  events,  including  launch  and  training  calendars,  working  w

ith  Senior  M

an

ag

er, O

pe

ratio

ns, D

ea

ler Sa

les Fie

ld a

nd

Sale

s Op

era

tion

s sen

ior m

an

ag

em

en

t to

con

cep

tua

lize, p

lan

, imp

lem

en

t an

d g

ain

fee

db

ack fo

r all e

ven

ts.

•  Partner  with  the  Sales  O

perations,  Training  team  to  review

,  collaborate,  develop,  im

ple

me

nt a

nd

facilita

te T

IM tra

inin

g fo

r field

sale

s, exte

rna

l custo

me

rs an

d ve

nd

or

pa

rtne

rs.

•  Build,  manage  and  m

aintain  relationships  between  AutoTrader,  our  w

holesales  and  a

uctio

n p

artn

ers.

•  Effectively  manage  projects  w

ith  a  focus  on  continuous  improvem

ent  of  operational  p

rod

uctivity w

ith th

e a

bility to

ad

just to

mu

ltiple

de

ma

nd

s wh

ile a

chie

ving

targ

ete

d

resu

lts.

•  Oversee  the  calendar  of  nationw

ide  events  for  the  TIM  team

. o

Ove

rsee

all p

lan

nin

g a

nd

exe

cutio

n o

f the

eve

nts a

s we

ll as tro

ub

lesh

oo

ting

as

ne

cessa

ry.

o M

an

ag

e fo

reca

sting

an

d re

view

with

the

Se

nio

r Ma

na

ge

r, Op

era

tion

s for a

pp

rova

l.

•  Consult  and  coordinate  with  Senior  M

anager,  Sales  Director,  field  personnel,  M

arke

ting

, De

ale

r Service

s, Co

nsu

me

r Service

s, Bu

sine

ss Inte

llige

nce

(BI) a

nd

oth

er

de

pa

rtme

nts to

succe

ssfully m

an

ag

e p

rog

ram

, train

ing

an

d co

llate

ral.

•  Maintain  and  capture  feedback  and  field  im

pact  assessments  for  reporting,  

fore

castin

g, a

nd

servicin

g n

ee

ds; m

on

itor m

ate

rials re

late

d to

sale

s succe

ss (ex: b

est

pra

ctices, sa

les p

rese

nta

tion

s, reso

urce

an

d to

ols)

•  Demonstrate  initiative  a

nd

act d

ecisive

ly wh

ile co

mm

un

icatin

g e

ffective

ly with

inte

rna

l clien

ts, staff a

nd

ven

do

rs.

•  Serve  as  liaison  between  Corporate  and  the  field  w

ith  a  focus  on  the  following  

fun

ction

al a

rea

s: custo

me

r op

era

tion

s, ma

rketin

g, p

rod

uct, tra

inin

g a

nd

pa

rtne

r rela

ted

op

era

tion

s (au

ction

s).

•  HS  Diploma  or  GED  equivalent  is  required;  Bachelor’s  

de

gre

e is stro

ng

ly pre

ferre

d

•  1+  years  of  people  and/or  project  managem

ent,  co

ach

ing

or tra

inin

g in

a sa

les e

nviro

nm

en

t req

uire

d.

•  5+  year  experience  with  advertising  sa

les, m

arke

ting

,

ou

tside

sale

s or d

ea

lersh

ip re

qu

ired

; exp

erie

nce

in a

uto

ind

ustry, a

uctio

n o

r reta

il au

to is stro

ng

ly pre

ferre

d.

•  Proven  experience  developing  strategy,  setting  priorities  a

nd

ma

na

gin

g m

ultip

le ta

sks simu

ltan

eo

usly w

hile

rem

ain

ing

focu

sed

on

ma

ny d

eta

ils is req

uire

d.

•  Working  know

ledge  and  proven  experience  with  the  

Inte

rne

t, Micro

soft O

ffice Su

ite (in

clud

ing

Po

we

rPo

int) a

nd

Ma

pP

oin

t req

uire

d.

•  High  level  of  creativity  and  innovative  approach  to  p

rob

lem

solvin

g.

•  Ability  to  travel  as  bu

sine

ss ne

ed

s req

uire

; up

wa

rds o

f

75

% b

oth

da

y an

d o

vern

igh

t trave

l.

Page 6: Sales design mapping workshop job descriptions

Sales : New

clients generation :Inside sales: generating sales from call/virtual dem

o positio

n

responsibilities Key activities

qualification

Inside Sales Account Executive -H

Th

e In

side

Sale

s Acco

un

t Exe

cutive

will b

e

resp

on

sible

for g

en

era

ting

reve

nu

e w

ithin

the

ir pro

spe

ct territo

ry. Th

e su

ccessfu

l

Insid

e Sa

les A

ccou

nt E

xecu

tive w

ill

de

velo

p q

ua

lity bu

sine

ss with

in a

ma

rket

are

a. T

he

se sa

les p

rofe

ssion

als w

ork to

distin

gu

ish th

em

selve

s an

d H

om

eN

et

thro

ug

h th

eir kn

ow

led

ge

of th

e in

du

stry

an

d th

eir cu

stom

ers.

Re

ven

ue

Ge

ne

ratio

n

•  Cold  call  into  auto  dealerships  to  sell  the  “process”  of  creating  effective  online  advertisements  

for th

eir in

ven

tory a

nd

the

fun

ction

ality o

f Ho

me

Ne

t pro

du

cts an

d se

rvices.

•  Distribute  all  HomeN

et  authorized  follow  up  and  m

arketing  material  as  designated  by  su

pe

rvisor.

•  Overcom

es  challenges  through  the  creation  of  innovative  solutions. R

ela

tion

ship

Bu

ildin

g

•  Reaches  the  decision  maker  of  the  dealership  (GM

 or  Owner)  and  dem

onstrates  the  value  of  the  o

pp

ortu

nity H

om

eN

et p

rovid

es th

e d

ea

lersh

ip.

•  Attend  tradeshows  to  w

ork  HomeN

et’s  booth  and  perform  live  dem

onstrations  of  HomeN

et  products  and  services  at  tradeshow

s  and  “in  field”. P

lan

nin

g

•  Uses  Custom

er  Relationship  Managem

ent  system  to  track  progress  and  identify  opportunities  for  

reve

nu

e.

•  Attend  da

ily sale

s train

ing

calls w

ith su

pe

rvisor a

nd

/or o

the

r sale

s rep

s.

Re

po

rting

•  Completes  docum

entation  within  the  Hom

eNet’s  CRM

 daily.

•  HS  Diploma  or  GED  equivalent  is  required;  Bachelor’s  degree  is  

stron

gly p

refe

rred

5+

yea

rs of ca

ll cen

ter o

r eq

uiva

len

t exp

erie

nce

an

d kn

ow

led

ge

req

uire

d; e

xpe

rien

ce in

an

acco

un

t ma

na

ge

me

nt

or se

rvice ro

le stro

ng

ly pre

ferre

d.

•  2+  years  sales  (inside  or  outside)  experience  and  related  a

pp

licatio

ns a

nd

too

ls req

uire

d; a

uto

mo

tive a

nd

softw

are

exp

erie

nce

stron

gly p

refe

rred

.

•  Proven  experience  developing  strategy,  setting  priorities  and  m

an

ag

ing

mu

ltiple

tasks sim

ulta

ne

ou

sly wh

ile re

ma

inin

g fo

cuse

d

on

ma

ny d

eta

ils is req

uire

d. Stro

ng

kno

wle

dg

e a

nd

exp

erie

nce

with

bu

sine

ss softw

are

ap

plica

tion

s inclu

din

g M

S Ou

tloo

k Su

ite

(Wo

rd, P

ow

er P

oin

t, Exce

l) an

d virtu

al d

em

on

stratio

n so

ftwa

re

an

d co

mm

un

icatio

n to

ols re

qu

ired

.

•  Like  experience  in  a  customer  focused,  account  m

anagement,  

reve

nu

e d

riven

en

viron

me

nt re

qu

ired

.

•  Proven  experience  and  ability  to  build  and  maintain  cro

ss-

de

pa

rtme

nta

l, mu

lti-fun

ction

al a

nd

colla

bo

rative

rela

tion

ship

s

req

uire

d.

•  Demonstrated  advanced  com

munication  skills  (w

ritten,  verbal,  p

ho

ne

, an

d in

terp

erso

na

l) skills req

uire

d.

•  Proven  experience  and  ability  to  analyze  customer  problem

s  a

nd

tren

ds to

offe

r sug

ge

stion

s an

d re

com

me

nd

atio

ns fo

r

imp

rove

me

nt a

nd

succe

ss req

uire

d.

•  Ability  to  trave

l up

to 2

5%

(da

y an

d o

vern

igh

t trips) is re

qu

ired

.

Inside Sales Associate -V

Th

e In

side

Sale

s Asso

ciate

will b

e

resp

on

sible

for g

en

era

ting

ne

w b

usin

ess

via o

utb

ou

nd

calls a

nd

virtua

l

de

mo

nstra

tion

s of V

inSo

lutio

ns' p

rod

ucts

to a

ssign

ed

De

ale

r custo

me

rs an

d

pro

spe

cts.

Ke

y activitie

s of th

is role

will in

clud

e

pro

spe

cting

an

d a

cqu

iring

ne

w b

usin

ess to

ge

ne

rate

reve

nu

e a

nd

gro

win

g th

e b

oo

k of

bu

sine

ss.

Th

e In

side

s Sale

s Asso

ciate

will u

tilize a

con

sulta

tive p

roce

ss to d

ete

rmin

e D

ea

ler

ne

ed

, offe

rcrea

tive so

lutio

ns a

nd

de

velo

p

qu

ality b

usin

ess w

ithin

an

assig

ne

d m

arke

t

area  to  help  grow  both  the  dealerships’  

an

d V

inSo

lutio

ns re

ven

ue

s with

a fo

cus o

n

ne

w d

ea

lers. T

he

se sa

les p

rofe

ssion

als w

ill

wo

rk to d

isting

uish

the

mse

lves a

nd

Vin

Solu

tion

s.com

from

oth

er so

ftwa

re

com

pa

nie

s thro

ug

h th

eir kn

ow

led

ge

of

ad

vertisin

g, so

ftwa

re, th

e in

du

stry an

d

the

ir custo

me

rs.

Re

ven

ue

Ge

ne

ratio

n

•  Generate  new  business  via  outbound  calls  for  the  VinSolutions  suite  of  products  to  assigned  

De

ale

r pro

spe

cts.

•  Work  to  sell  the  value  of  VinSolutions  and  the  full  product  portfolio  based  on  the  custom

er  n

ee

ds.

•  Manage  and  overcom

e  prospect  objections in o

rde

r to se

cure

qu

alifie

d m

ee

ting

s an

d clo

se th

e

sale

.

•  Work  w

ith  Manager  to  understand,  m

eet  and  exceed  goals  and  objectives.   R

ela

tion

ship

Bu

ildin

g

•  Partner  with  m

anagement  to  determ

ine  sales,  transition  and  service  strategy  for  each  prospect.   •

Un

cove

r ne

ed

s of p

ote

ntia

l custo

me

rs an

d p

rese

nt a

pp

rop

riate

pro

du

cts an

d so

lutio

ns.

•Maintain  strong  product  know

ledge  on  all  products  and  solutions.   •  Reach  the  decision  m

aker  of  the  dealership  (GM  or  O

wner)  and  dem

onstrate  the  value  of  the  o

pp

ortu

nity V

inSo

lutio

ns w

ill pro

vide

the

de

ale

rship

; Co

mm

un

icate

pro

pe

r exp

ecta

tion

s ab

ou

t

softw

are

solu

tion

s to d

ea

ler p

rosp

ects.

•  Participate  in  sales  team  m

eetings  as  required.   •  Turn  over  prospects  to  M

anagement  to  share  prospects  w

ith  the  Regions  when  they  a

re a

be

tter

fit for th

e O

utsid

e Sa

les te

am

.

Re

po

rting

•  Complete  docum

entation,  as  outlined  in  the  sales  process,  within  the  CRM

  •  U

tilize  CRM  to  accurately  and  effectively  track  activity,  and  update  lead,  opportunity  inform

ation  a

nd

acco

un

t info

rma

tion

.

•  Ensure  that  monthly  reports  (sales  pipeline,  target  account  developm

ent)  are  satisfactorily  co

mp

lete

d in

a tim

ely fa

shio

n.

•  Proactively  communicate  account  and  sales  inform

ation  to  both  sales  managem

ent  and  sales  te

am

.

•  Communicate  w

ith  managem

ent a

bo

ut o

bsta

cles a

nd

cha

llen

ge

s with

de

ale

rs an

d p

roce

sses.

HS  Diploma  or  GED  equivalent  is  required;  Bachelor’s  degree  is  

stron

gly p

refe

rred

Au

tom

otive

reta

il exp

erie

nce

is stron

gly p

refe

rred

2+

yea

rs sale

s (insid

e o

r ou

tside

) exp

erie

nce

an

d re

late

d

ap

plica

tion

s an

d to

ols re

qu

ired

; au

tom

otive

an

d so

ftwa

re

exp

erie

nce

stron

gly p

refe

rred

.

Pro

ven

exp

erie

nce

de

velo

pin

g stra

teg

y, settin

g p

rioritie

s an

d

ma

na

gin

g m

ultip

le ta

sks simu

ltan

eo

usly w

hile

rem

ain

ing

focu

sed

on

ma

ny d

eta

ils is req

uire

d.

Stron

g kn

ow

led

ge

an

d e

xpe

rien

ce w

ith b

usin

ess so

ftwa

re

ap

plica

tion

s inclu

din

g M

S Ou

tloo

k Suite

(Wo

rd, P

ow

er P

oin

t,

Exce

l, Visio

) an

d virtu

al d

em

on

stratio

n so

ftwa

re a

nd

com

mu

nica

tion

too

ls req

uire

d.

Like e

xpe

rien

ce in

a cu

stom

er fo

cuse

d, a

ccou

nt m

an

ag

em

en

t,

reve

nu

e d

riven

en

viron

me

nt re

qu

ired

.

Pro

ven

exp

erie

nce

an

d a

bility to

bu

ild a

nd

ma

inta

in cro

ss-

de

pa

rtme

nta

l, mu

lti-fun

ction

al a

nd

colla

bo

rative

rela

tion

ship

s

req

uire

d.

De

mo

nstra

ted

ad

van

ced

com

mu

nica

tion

skills (writte

n, ve

rba

l,

ph

on

e, a

nd

inte

rpe

rson

al) skills re

qu

ired

.

Pro

ven

exp

erie

nce

an

d a

bility to

an

alyze

custo

me

r pro

ble

ms a

nd

tren

ds to

offe

r sug

ge

stion

s an

d re

com

me

nd

atio

ns fo

r

imp

rove

me

nt a

nd

succe

ss req

uire

d.

Page 7: Sales design mapping workshop job descriptions

Inside Sales, Sales Consultant –autotrader

Th

e In

side

Sale

s, Sale

s Co

nsu

ltan

t will b

e

resp

on

sible

for g

en

era

ting

ne

w b

usin

ess

via o

utb

ou

nd

calls a

nd

virtua

l

de

mo

nstra

tion

s of A

uto

Tra

de

r solu

tion

s

an

d p

rod

ucts to

assig

ne

d D

ea

ler

pro

spe

cts.

Ke

y activitie

s of th

is role

will in

clud

e

pro

spe

cting

an

d a

cqu

iring

ne

w b

usin

ess to

ge

ne

rate

reve

nu

e a

nd

gro

w th

e b

oo

k of

bu

sine

ss. Th

e In

side

s Sale

s, Sale

s

Co

nsu

ltan

t will u

tilize a

con

sulta

tive

pro

cess to

de

term

ine

De

ale

r ne

ed

, offe

r

crea

tive so

lutio

ns a

nd

de

velo

p q

ua

lity

bu

sine

ss with

in a

n a

ssign

ed

ma

rket a

rea

to  help  grow  both  the  dealerships’  and  

AutoTrader’s  revenues  with  a  focus  on  

ne

w, n

on

- pa

ying

an

d ca

nce

lled

de

ale

rs.

Th

ey w

ill pa

rtne

r with

the

Insid

e Sa

les,

Acco

un

t Ma

na

ge

r to tra

nsitio

n clo

sed

acco

un

ts an

d w

ill also

colla

bo

rate

with

the

Ma

na

ge

r, Insid

e Sa

les to

de

velo

p m

arke

t

strate

gy fo

r ne

w b

usin

ess a

cqu

isition

an

d

gro

wth

. Th

ese

sale

s pro

fessio

na

ls will

wo

rk to d

isting

uish

the

mse

lves a

nd

Au

toT

rad

er.co

m fro

m o

the

r me

dia

com

pa

nie

s thro

ug

h th

eir kn

ow

led

ge

ofa

dve

rtising

, softw

are

, the

ind

ustry a

nd

the

ir custo

me

rs.

Re

ven

ue

Ge

ne

ratio

n

•  Generate  new  business  via  outbound  calls  and  virtual  dem

onstrations  of  AutoTrader  solutions  a

nd

pro

du

cts to a

ssign

ed

De

ale

r pro

spe

cts.

•  Work  w

ith  Dealer  partners,  consisting  of  unsigned  or  non-p

ayin

g p

rosp

ects, to

sell th

e va

lue

of

Au

toT

rad

er a

nd

the

full p

rod

uct p

ortfo

lio b

ase

d o

n th

e cu

stom

er n

ee

ds.

•  Collaborate  with  Inside  Sales,  Account  M

anagers  to  properly  transition  accounts  for  service. •  O

vercome  challenges  and  objections  through  the  utilization  of  the  consultative  m

odel  and  cre

atio

n o

f inn

ova

tive so

lutio

ns; q

ua

lify the

De

ale

r (fit, size/in

ven

tory, n

ot cu

rren

tly ad

vertisin

g

with

Au

toT

rad

er) a

nd

pa

ss to O

utsid

e Sa

les if n

ece

ssary in

pa

rtne

rship

with

Ma

na

ge

me

nt.

•  Research  prospects  and  understand  their  business  before  contacting. •  M

anage  and  overcom

e p

rosp

ect o

bje

ction

s in o

rde

r to se

cure

qu

alifie

d m

ee

ting

s an

d clo

se th

e

sale

.

•  Work  w

ith  Manager  to  understand,  m

eet  and  exceed  goals  and  objectives. •  Create,  m

aintain  and  share  action  plans  with  M

anager  based  on  daily,  weekly  and  m

onthly  a

na

lysis of a

ll pe

rform

an

ce m

etrics; tra

ck an

d a

dju

st sho

rt term

an

d lo

ng

term

pla

nn

ing

as

ne

cessa

ry.

Pla

nn

ing

•  Partner  with  M

anager,  Inside  Sales  and  Lead  Generation  to  review  prospect  list,  proposed  

strate

gy to

attra

ct ne

w b

usin

ess a

nd

all b

usin

ess p

rop

osa

ls.

•  Co

nd

uct re

sea

rch in

pa

rtne

rship

with

Ma

na

ge

r an

d Le

ad

Ge

ne

ratio

n to

he

lp d

rive n

ew

lea

ds a

nd

pro

spe

cts.

•  Manage  a  lead  prospecting  pipeline  and  m

aintain  accurate  information  about  prospects  and  

the

ir com

pa

nie

s.

•  Accurately  forecast  business  in  the  pipeline

an

d w

he

n it w

ill close

.

•  Analyze  prospects  ROI  goals  and  data,  and  have  a  firm

 understanding  and  knowledge  of  m

edia  b

uyin

g cycle

s, ma

rketin

g a

nd

targ

et d

em

og

rap

hics.

•  Determine,  in  consultation  w

ith  the  client  prospect,  the  best  product  combinations  fo

r ea

ch

acco

un

t ba

sed

on

a cu

stom

er n

ee

ds a

na

lysis.

•  Follow  the  AutoTrader.com

 sales  process  outlined  for  the  Inside  Sales  organization. R

ela

tion

ship

Bu

ildin

g

•  Partner  with  m

anagement  to  determ

ine  sales,  transition  and  service  strategy  for  each  prospect. •  U

ncover  needs  of  potential  customers  and  present  appropriate  products  and  solutions.

•  Maintain  strong  product  know

ledge  on  all  products  and  solutions. •  Reach  the  decision  m

aker  of  the  dealership  (GM  or  O

wner)  and  dem

onstrate  the  value  of  the  o

pp

ortu

nity A

uto

Tra

de

r.com

will p

rovid

e th

e d

ea

lersh

ip; C

om

mu

nica

te p

rop

er e

xpe

ctatio

ns a

bo

ut

ad

vertisin

g a

nd

softw

are

solu

tion

s to d

ea

ler p

rosp

ects.

•  Create  follow  up  plan  for  each  signed  and  transitioned  account  to  ensure  quality  of  business.

•  Assist  in  the  develo

pm

en

t of a

nd

pro

vide

con

tinu

ou

s imp

rove

me

nt to

the

sale

s pro

cess.

•  Communicate  w

ith  dealer  partners  regarding  account  status  (pre-d

elive

ry); en

sure

the

y are

tran

sition

ed

for su

ccess.

•  Participate  in  sales  team  m

eetings  as  required. •  Turn  over  prospects to

Ma

na

ge

me

nt to

sha

re p

rosp

ects w

ith th

e R

eg

ion

s wh

en

the

y are

a b

ette

r

fit for th

e O

utsid

e Sa

les te

am

.

Re

po

rting

•  Complete  docum

entation,  as  outlined  in  the  sales  process,  within  the  CRM

•  Utilize  CRM

 to  accurately  and  effectively  track  activity,  and u

pd

ate

lea

d, o

pp

ortu

nity in

form

atio

n

an

d a

ccou

nt in

form

atio

n.

•  Ensure  that  monthly  reports  (sales  pipeline,  target  account  developm

ent)  are  satisfactorily  co

mp

lete

d in

a tim

ely fa

shio

n.

•  Proactively  communicate  account  and  sales  inform

ation  to  both  sales m

an

ag

em

en

t an

d sa

les

tea

m.

•  Communicate  w

ith  managem

ent  about  obstacles  and  challenges  with  dealers  and  processes.

•  HS  Diploma  or  GED  equivalent  is  required;  Bachelor’s  degree  is  

stron

gly p

refe

rred

•  5+  years  of  call  center  or  equivalent  experience a

nd

kno

wle

dg

e

req

uire

d; e

xpe

rien

ce in

a re

ven

ue

ge

ne

ratin

g ro

le stro

ng

ly

pre

ferre

d.

•  2+  years  sales  (inside  or  outside)  experience  and  related  a

pp

licatio

ns a

nd

too

ls req

uire

d; a

uto

mo

tive a

nd

me

dia

ad

vertisin

g e

xpe

rien

ce stro

ng

ly pre

ferre

d.

•  Proven  experien

ce d

eve

lop

ing

strate

gy, se

tting

prio

rities a

nd

ma

na

gin

g m

ultip

le ta

sks simu

ltan

eo

usly w

hile

rem

ain

ing

focu

sed

on

ma

ny d

eta

ils is req

uire

d.

•  Knowledge  and  experience  w

ith  business  software  applications  

inclu

din

g M

S Ou

tloo

k Suite

(Wo

rd, P

ow

er P

oin

t, Exce

l, Viso

) an

d

virtua

l de

mo

nstra

tion

softw

are

an

d co

mm

un

icatio

n to

ols

req

uire

d.

•  Like  experience  in  a  customer  focused,  account  m

anagement,  

reve

nu

e d

riven

en

viron

me

nt re

qu

ired

.

•  Proven  experience  and  ability  to  build  and  maintain  cross-

de

pa

rtme

nta

l, mu

lti-fun

ction

al a

nd

colla

bo

rative

rela

tion

ship

s

req

uire

d.

•  Demonstrated  advanced  com

munication  skills  (w

ritten,  verbal,  p

ho

ne

, an

d in

terp

erso

na

l) skills req

uire

d.

•  Proven  experience  and  ability  to  analyze  customer  problem

s  a

nd

tren

ds to

offe

r sug

ge

stion

s an

d re

com

me

nd

atio

ns fo

r

imp

rove

me

nt a

nd

succe

ss req

uire

d.

•  Ability  to  travel  up  to  25%  (day  and  overnight  trips)  is  required.

Page 8: Sales design mapping workshop job descriptions

Sales : Existing Client revenue max

Position

responsibilities Key activities

qualification account sales manager –V

Ke

y activitie

s of th

is role

will in

clud

e

effe

ctively m

an

ag

ing

the

pro

gre

ss an

d

resu

lts of a

ccou

nts a

ssign

ed

,

pro

active

ly mo

nito

r an

d a

na

lyze

acco

un

t pe

rform

an

ce a

nd

tren

ds to

de

term

ine

ad

justm

en

ts to th

e

acco

un

t an

d fin

d w

ays to help the

dealer maxim

ize their RO

I. Th

ey w

ill

pa

rtne

r with

the

Insid

e Sa

les, Sa

les

Co

nsu

ltan

t to tra

nsitio

n clo

sed

acco

un

ts an

d w

ill also

colla

bo

rate

with

the

Dire

ctor, Inside M

arketing Sales to develop m

arket strategy for account service and grow

th. Th

ese

sale

s pro

fessio

na

ls will w

ork to

distin

gu

ish th

em

selve

s an

d

Vin

Solu

tion

s.com

from

oth

er

ma

rketin

g co

mp

an

ies th

rou

gh

the

ir

kno

wle

dg

e o

f ad

vertisin

g, so

ftwa

re,

the

au

to in

du

stry an

d th

eir cu

stom

ers.

•  Maintain  existing  accounts  w

hile  generating  upsell  opportunities  via  outbound  calls  and

virtua

l de

mo

nstra

tion

s of V

inSo

lutio

ns.co

m p

rod

ucts to

assig

ne

d D

ea

ler p

rosp

ects.

•  Transition  and  expand  relationships  with  assigned  dealer  partners  to

maxim

ize revenue opportunities and m

inimize custom

er cancellations. •  U

tilize  the  consultative  selling

pro

cess to

un

cove

r ne

ed

s of cu

rren

t custo

me

rs an

d p

rese

nt

ap

pro

pria

te p

rod

uct a

nd

solu

tion

s.

•  Overcom

e  challenges  and  objections  through  the  utilization  of  the  consultative  model  and  

crea

tion

of in

no

vative

solu

tion

s to clo

se b

usin

ess.

•  Take  a  proactive a

pp

roa

ch to

ide

ntify w

ays th

e d

ea

ler co

uld

exp

erie

nce

a b

ette

r RO

I with

Vin

Solu

tion

s.com

an

d fin

d w

ays to

he

lp th

e d

ea

ler. (B

ette

r me

rcha

nd

ising

/pro

cesse

s/AT

G

solu

tion

s)

•  Communicate  value  of  VinSolutions.com

 and  the  full  product  portfolio  based  on  the  cu

stom

er n

ee

ds.

•  Create,  maintain  and  share  action  plans  w

ith  Manager  based  on  daily,  w

eekly  and  monthly  

an

alysis o

f all p

erfo

rma

nce

me

trics; track a

nd

ad

just sh

ort te

rm a

nd

lon

g te

rm p

lan

nin

g a

s

ne

cessa

ry.

•  Partner  with  M

anager,  Inside  Sales  and  Lead  Gene

ratio

n to

revie

w a

ccou

nt list, p

rop

ose

d

strate

gy to

ge

ne

rate

ad

ditio

na

l bu

sine

ss an

d a

ll service

actio

n p

lan

s.

•  Accurately  forecast  business  in  the  pipeline  and  when  it  w

ill  close. •  Determ

ine,  in  consultation  with  the  client  prospect,  the  best  product  co

mb

ina

tion

s for e

ach

acco

un

t ba

sed

on

a cu

stom

er n

ee

ds a

na

lysis.

•  Follow  the  Vinsolutions.com

 sales  process  outlined  for  the  Inside  Sales  organization. •  Research  prospects  and  understand  their  business  before  offering  new

 solutions. •  Establish  a  service

call p

lan

for a

ssign

ed

territo

ry.

•  Prioritize  assigned  customer  list  to  focus  on  revenue  potential.

•  Partner  with  m

anagement  and  Inside  Sales,  Sales  Consultant  to  determ

ine  sales,  transition  a

nd

service

strate

gy fo

r ea

ch a

ccou

nt.

•  Uncover  needs  of  deale

r pa

rtne

rs an

d p

rese

nt a

pp

rop

riate

pro

du

cts an

d so

lutio

ns.

•  Maintain  strong  product  know

ledge  on  all  products  and  solutions. •  Com

municate  proper  expectations  about  softw

are  solutions  to  dealer  partners. •  Create  follow

 up  plan  for  each  signed  and  transition

ed

acco

un

t to e

nsu

re q

ua

lity of b

usin

ess.

•  Participate  in  sales  team  m

eetings  as  required. •  Com

municate  w

ith  dealer  partners  regarding  account  status  (pre-d

elive

ry an

d d

elive

ry);

en

sure

the

y are

set u

p fo

r succe

ss.

•  Complete  docum

entation,  as  outline

d in

the

sale

s pro

cess, w

ithin

the

CR

M.

•  Ensure  that  monthly  reports  (sales  pipeline,  account  developm

ent)  are  satisfactorily  co

mp

lete

d in

a tim

ely fa

shio

n.

•  Proactively  communicate  account  and  sales  inform

ation  to  both  sales  managem

ent  and  sales  te

am

.

•  Communicate  w

ith  managem

ent  about  obstacles  and  challenges  with  dealers  and  processes.

•  2+  years  sales  (inside  or  outside)  experience  and  related  applications  and  to

ols re

qu

ired

; au

tom

otive

an

d so

ftwa

re e

xpe

rien

ce stro

ng

ly pre

ferre

d.

•  Proven  experience

de

velo

pin

g stra

teg

y, settin

g p

rioritie

s an

d m

an

ag

ing

mu

ltiple

tasks sim

ulta

ne

ou

sly wh

ile re

ma

inin

g fo

cuse

d o

n m

an

y de

tails is

req

uire

d. Stro

ng

kno

wle

dg

e a

nd

exp

erie

nce

with

bu

sine

ss softw

are

ap

plica

tion

s inclu

din

g M

S Ou

tloo

k Suite

(Wo

rd, P

ow

er P

oin

t, Exce

l,

Sale

sforce

) an

d virtu

al d

em

on

stratio

n so

ftwa

re a

nd

com

mu

nica

tion

too

ls

req

uire

d.

•  Like  experience  in  a  customer  focused,  account  m

anagement,  revenue  

drive

n e

nviro

nm

en

t req

uire

d.

•  Proven  experience  and  ability  to  build  and  maintain  cross-d

ep

artm

en

tal,

mu

lti-fun

ction

al a

nd

colla

bo

rative

rela

tion

ship

s req

uire

d.

•  Demonstrated  advanced  com

munication  skills  (w

ritten,  verbal,  phone,  and  in

terp

erso

na

l) skills req

uire

d.

•  Proven  experience  and  ability  to  analyze  customer  problem

s  and  trends  to  o

ffer su

gg

estio

ns a

nd

reco

mm

en

da

tion

s for im

pro

vem

en

t an

d su

ccess

req

uire

d.

•  HS  Diploma  or  GED  equivalent  is  required;  Bachelor’s  degree  is  strongly  

pre

ferre

d.

Page 9: Sales design mapping workshop job descriptions

Position

responsibilities Key activities

qualification

National sales manager -V

Th

e N

atio

na

l Sale

s Ma

na

ge

r will b

e re

spo

nsib

le

for in

crea

sing

reve

nu

e w

hile

min

imizin

g ch

urn

on

ne

w a

nd

existin

g p

rod

ucts. T

he

scop

e o

f

resp

on

sibility w

ill inclu

de

ma

na

gin

g a

pip

elin

e o

f

ne

w b

usin

ess a

nd

existin

g b

oo

k of b

usin

ess,

de

velo

pin

g in

form

atio

na

l pre

sen

tatio

ns a

nd

pa

rticipa

ting

with

the

on

targ

ete

d

sale

s calls.

-De

velo

p cu

stom

er re

latio

nsh

ips w

ith n

ew

an

d e

xisting

de

ale

rs.

-Facilita

te sa

les a

nd

service

sup

po

rt to th

e re

gio

ns a

nd

ma

jor co

rpo

rate

office

s of d

ea

ler

gro

up

s with

a fo

cus o

n sp

ecific p

rod

ucts.

-Facilita

te a

nd

coo

rdin

ate

the

de

livery o

f info

rma

tion

sup

po

rting

ne

w

pro

du

cts.

-De

velo

p stra

teg

ies w

ithin

the

bu

sine

ss ma

rket to

ide

ntify m

arke

t ne

ed

s.

-De

velo

p a

nd

con

tinu

ally stre

ng

the

n re

latio

nsh

ips w

ith C

usto

me

r Service

to

en

sure

tha

t

de

ale

rs are

pro

vide

d u

np

ara

llele

d se

rvice.

-Intro

du

ce n

ew

Vin

Solu

tion

s.com

pro

du

cts to d

ea

lers a

nd

the

ir sale

s staff.

-Me

et o

r exce

ed

assig

ne

d m

on

thly, q

ua

rterly, a

nd

an

nu

al re

ven

ue

sale

s

go

als a

s set b

y

the

reg

ion

an

d o

r divisio

n.

-Pa

rticipa

te in

we

ekly m

ee

ting

s with

the

sale

s org

an

izatio

n.

Act a

s liaiso

n b

etw

ee

n fie

ld sa

les a

nd

corp

ora

te o

ffice.

•  5  or  more  years  of  experience  in  the  autom

otive  sales,  automotive  advertising  

sale

s ind

ustry o

r eq

uiva

len

t exp

erie

nce

•  3  or  more  years  of  successful  sales  accoun

t ma

na

ge

me

nt e

xpe

rien

ce

•  Ability  to  represent  VinSolutions.com  to  the  autom

otive  industry  and  Model  

Co

mp

an

y valu

es b

y crea

ting

a p

ositive

imp

ressio

n o

f the

com

pa

ny.

•  Knowledgeable  in  various  technologies.  

•  Strong  written  and  verbal  presentation,  com

mu

nica

tion

, inte

rpe

rson

al, a

nd

pro

ble

m-so

lving

skills.

•  Experience  with  M

S  Office  required.  

•  Salesforce  CRM  Experience  highly  preferred  

•  High  School  Diploma  or  GED  equivalent  required;  Bachelor’s  degree  preferred.  

Digital Consultant-D

Th

e D

igita

l Co

nsu

ltan

t is resp

on

sible

for g

row

ing

pro

fitab

le e

xisting

custo

me

r rela

tion

ship

s thro

ug

h

disco

very o

f key cu

stom

er b

usin

ess issu

es a

nd

the

sale  of  DDC  solutions  that  increase  the  customer’s  

dig

ital m

arke

ting

effe

ctiven

ess.

Th

e g

oa

l of th

is po

sition

is to d

rive se

rvice le

d

solu

tion

sale

s by e

stab

lishin

g tru

sted

ad

visory ro

le

rela

tion

ship

s with

existin

g clie

nts w

ithin

the

ir

assig

ne

d T

errito

ry via W

eb

pre

sen

tatio

ns a

nd

ph

on

e ca

lls. Th

is po

sition

focu

ses o

n

un

de

rstan

din

g th

e d

ea

ler sa

les n

ee

ds, m

arke

ting

strate

gie

s, an

d b

usin

ess re

qu

irem

en

ts in o

rde

r to

effe

ctively re

com

me

nd

ap

pro

pria

te so

lutio

ns,

close

sale

s an

d m

ee

t assig

ne

d q

uo

tas. T

his ro

le

also

focu

ses o

n a

chie

ving

reve

nu

e g

oa

ls;

fore

castin

g a

ccura

tely o

n a

we

ekly, m

on

thly, a

nd

qu

arte

rly sche

du

le; d

eve

lop

ing

a p

ipe

line

of

op

po

rtun

ities; a

nd

me

etin

g a

ssign

ed

bu

sine

ss

ob

jective

s.

Th

is po

sition

will w

ork clo

sely w

ith th

eir T

errito

ry

Dire

ctor a

nd

alig

ne

d D

igita

l Ad

visors w

ithin

the

ir

clien

t ba

se o

n a

da

ily ba

sis to a

chie

ve m

on

thly

ob

jective

s.

Th

e D

igita

l Co

nsu

ltan

t reve

nu

e g

en

era

tion

effo

rts

will re

qu

ire e

xcelle

nt co

mm

un

icatio

n a

nd

pre

sen

tatio

n skills, re

ach

ing

bu

sine

ss targ

ets b

y

ge

ne

ratin

g u

p-se

lling

op

po

rtun

ities u

sing

the

follo

win

g te

chn

iqu

es:

1. Id

en

tificatio

n o

f sale

s op

po

rtun

ities b

y wo

rking

close

ly with

Dig

ital A

dviso

rs, inclu

din

g re

sea

rchin

g

targ

et a

ccou

nts a

nd

lea

din

g co

nfe

ren

ce ca

lls with

the

Dig

ital A

dviso

r to a

ssess clie

nt n

ee

ds

2. In

itiate

pro

spe

cting

calls d

urin

g O

EM

up

gra

de

sale

s initia

tives

3. R

esp

on

d to

Ma

rketin

g le

ad

s from

existin

g

clien

ts

4. Le

vera

ge

existin

g clie

nt re

latio

nsh

ips to

up

-sell

into

sister sto

res

•  Work  w

ith  their  assigned  Territory  Director  to  clearly  define  monthly  

ob

jective

s

•  Work  w

ith  assigned  Digital  Advisors  ongoing  to  identify  territory  up-se

ll

targ

ets

• P

roa

ctively e

ng

ag

e clie

nts d

irectly d

urin

g ta

rge

ted

OE

M u

pg

rad

e

initia

tives.

•  Create  and  deliver  sales  proposals  that  adhere  to  the  standard  terms  and  

con

ditio

ns o

f DD

C sa

les a

gre

em

en

ts an

d w

hich

ha

ve b

ee

n a

ccep

ted

an

d

ap

pro

ved

by th

e D

DC

con

tract a

na

lyst tea

m a

nd

sale

s ma

na

ge

me

nt.

•  Identify  decision  makers,  near  term

 client  business  issues,  pain  points  a

nd

cha

llen

ge

s, ab

ou

t wh

ich D

DC

can

imp

rove

, en

ha

nce

, or re

me

dy th

e

situa

tion

.

•  Lead  client  discussions  and  presentations  via  Web  based  m

eetings  and  p

ho

ne

calls. Sch

ed

ule

an

d le

ad

follo

w u

p m

ee

ting

s as n

ee

de

d.

•  Structure  sales  and  negotiate  terms  w

ithin  the  boundaries  of  DDC  pricing  p

hilo

sop

hy a

nd

po

licy.

•  Uncover  and  generate  regional  Raving  Fan  client  references  and  

testim

on

ials.

•  Identify  and e

scala

te clie

nt issu

es a

nd

con

cern

s wh

ich yo

u b

elie

ve re

qu

ire

sen

ior m

an

ag

em

en

t leve

l inte

rven

tion

to th

e T

errito

ry Dire

ctor &

/or

Dire

ctor o

f De

ale

r Service

s.

•  Achieve  assigned  productivity  goals  and  meet  m

inimal  sales  perform

ance  sta

nd

ard

s (QU

OT

A), m

ain

tain

org

an

izatio

na

l stan

da

rds fo

r ma

na

gin

g d

ea

ler

con

tact a

nd

con

sultin

g a

ctivity, an

d a

dh

ere

to o

ur co

rpo

rate

valu

es in

all

bu

sine

ss activity.

•  Complete  w

eekly  pre-ca

ll rese

arch

activity (C

all P

lan

) at a

ssign

ed

activity

leve

ls an

d lo

g a

cqu

ired

bu

sine

ss inte

llige

nce

into

SFA d

ata

ba

se. Fo

llow

the

pre

scribe

d D

DC

sale

s pro

cess to

ma

na

ge

op

tima

l resu

lts.

•  At  the  beginning  of  each  month,  com

plete  a  forecast  for  each  month’s  

pro

du

ctivity an

d u

pd

ate

at th

e b

eg

inn

ing

of e

ach

bu

sine

ss we

ek a

nd

revie

w

with

you

r Sale

s Dire

ctor. Fo

reca

st accu

racy is e

xpe

cted

to b

e w

ithin

5%

plu

s

or m

inu

s actu

al e

nd

of m

on

th re

sults.

•  Provide  reports  as  directed.    Accountable  for  accurate  and  timely  

rep

ortin

g o

f da

ily, we

ekly a

nd

mo

nth

ly sale

s pla

nn

ing

activitie

s. Kn

ow

an

d

un

de

rstan

d sa

les p

ipe

line

pro

toco

l an

d sa

les sta

ge

de

finitio

ns a

s pro

vide

d

by th

e D

irecto

r of D

ea

ler Se

rvices. B

e p

rep

are

d to

discu

ss you

r curre

nt

pip

elin

e a

nd

ad

van

ced

op

po

rtun

ity me

etin

g re

sults in

de

tail d

aily.

•  Client  Relevancy:    Add  value  by  proactively ide

ntifyin

g b

usin

ess o

pp

ortu

nitie

s

for  the  dealer  client,  convey  a  firm  understanding  of  the  dealer’s  business  

drive

rs, disp

lay e

xecu

tive p

rese

nce

by b

uild

ing

rap

po

rt an

d cre

dib

ility at a

ll

de

ale

rship

pe

rson

ne

l leve

ls , effe

ctively in

flue

nce

the

pro

spe

ctive d

ea

ler

custo

me

r to d

iscove

r the

valu

e o

f a so

lutio

n; cle

arly co

nn

ectin

g so

lutio

ns to

de

ale

r bu

sine

ss issue

s.

•  Multi-T

askin

g: D

em

on

strate

the

ab

ility to m

an

ag

e m

ultip

le in

itiative

s an

d sh

ift

focu

s be

twe

en

seve

ral p

roje

cts on

a d

aily b

asis.

•  Strategic  Bu

sine

ss Pla

nn

ing

: De

mo

nstra

te sig

nifica

nt kn

ow

led

ge

of D

DC

pro

du

cts an

d se

rvices, d

ee

p kn

ow

led

ge

of D

igita

l Au

tom

otive

Strate

gie

s/Be

st

Pra

ctices, u

nd

ersta

nd

ing

of th

e re

tail a

uto

mo

tive in

du

stry wh

ile d

eve

lop

ing

strate

gie

s for cre

atin

g cu

stom

er va

lue

by leveraging  DDC’s  core  strengths  and  

pla

tform

cap

ab

ilities.

•  Consulting  and  Partnering:  Help  the  dealer  customer  to  understand  their  

bu

sine

ss ne

ed

s, offe

r ad

vice a

nd

solu

tion

s, an

d o

pe

rate

from

a p

ositio

n o

f

exp

ertise

ba

lan

ced

with

a co

llab

ora

tive co

mm

un

icatio

n style

. Wo

rk effe

ctively

acro

ss mu

ltiple

de

pa

rtme

nts to

en

sure

the

be

st inte

rest o

f the

clien

t is

ach

ieve

d.

•  High  Impact  Com

munication:  Clearly  and  succinctly  convey  ideas  and  

info

rma

tion

to in

divid

ua

ls an

d g

rou

ps in

a va

riety o

f situa

tion

s; com

mu

nica

ting

in a

focu

sed

an

d co

mp

ellin

g w

ay th

at e

na

ble

s clien

ts to se

e n

ew

po

ssibilitie

s

an

d d

rives a

ction

.

skill set :

•  Able  to  work  in  fast-p

ace

d, se

lf-dire

cted

en

trep

ren

eu

rial e

nviro

nm

en

t

•  Excellent  telephone  sales  personality  skills •  Capable  of  facilita

ting

an

d d

irectin

g a

discu

ssion

in a

con

sulta

tive m

an

ne

r

•  Present  solutions  with  a  high  degree  of  professionalism

,  integrity  and  honesty

•  Exceptional  verbal  and  written  com

munication  skills

•  Highly  proficient  level  computer  skills  including  M

S  Word,  Pow

erP

oin

t, Exce

l

an

d O

utlo

ok.

•  Experience  using  CRM  softw

are  solutions  for  prospects  and  managing  sales  

pip

elin

es

•  Detailed,  organized  and  systematic

•  Highly  energetic  self-starte

r

•  Demonstrated  ability  to  think  critically  and  creatively        

•  Able  to m

ulti-ta

sk activitie

s wh

ile a

dh

erin

g to

com

pa

ny p

olicy, syste

ms a

nd

shiftin

g p

rioritie

s

Page 10: Sales design mapping workshop job descriptions

Position

responsibilities Key activities

qualification

Regional Vinpro-V

Re

spo

nsib

le fo

r esta

blish

ing

an

d m

ain

tain

ing

effe

ctive co

mm

un

icatio

n w

ith n

ew

an

d e

xisting

clien

ts for th

e p

urp

ose

of p

rovid

ing

con

tinu

ed

sup

po

rt an

d tra

inin

g.

Regional  VinPro’s  will  be  responsible  for  CRM

 accounts w

ith subscriptions up to$6000/month

MRR

. T

hro

ug

h fo

cuse

d co

mm

un

icatio

n, th

e V

inP

ro w

ill

po

sitively im

pa

ct the

rete

ntio

n o

f ou

r clien

t ba

se

by b

uild

ing

con

sum

er co

nfid

en

ce, a

nd

incre

ase

d

utiliza

tion

of o

ur p

rod

ucts.

•  Conduct  weekly  calls  w

ith  new  custom

ers  for  the  initial 6

we

eks fo

llow

ing

insta

llatio

n, w

ith fo

cus o

n im

ple

me

nta

tion

revie

w, syste

m co

nfig

ura

tion

verifica

tion

, system

utiliza

tion

, an

d co

ntin

ue

d tra

inin

g.

•  Complete  tasks  w

ithin  the  VinPro  Dashboard  that  address  open  support  tickets,  “Plans  of  Action”,  specia

l acco

un

ts, an

d u

pco

min

g in

stalls.

•  Coordinate  communication  betw

een  the  client,  VinCare,  and  other  d

ep

artm

en

ts as n

ee

de

d to

pro

active

ly reso

lve clie

nt issu

es/co

nce

rns.

•  Effectively  utilize  Salesforce.com  to  m

anage  support  tickets,  and  d

ocu

me

nt a

ll rele

van

t com

mu

nica

tion

with

the

clien

t.

•  Develop  and  maintain  strong  technical  expertise  in  VinSolutions’  

pro

du

cts, an

d th

ose

de

vices/p

latfo

rms u

po

n w

hich

ou

r pro

du

cts fun

ction

.

•  Maintain  a  m

inimum

 of  monthly  w

ritten  and  oral  communications  w

ith  a

ll active

CR

M a

ccou

nts.

•  Dealership  and/or  CRM  experience  

•  Strong  technical  skills  (Microsoft  O

ffice,  Salesforce.com,  etc.)  

•  Strong  verbal  &  written  com

munication  skills  

•  Strong  troubleshooting  /  problem  solving  aptitude  

•  Organization,  Professionalism

, an

d T

ime

Ma

na

ge

me

nt

•  Strong  training  and/or  presentation  skills  

Performance Consultant -VA

Au

ction

Ge

niu

s, from

vAu

to G

en

ius La

bs, is

loo

king

for a

tale

nte

d A

uto

mo

tive P

erfo

rma

nce

Co

nsu

ltan

t to jo

in o

ur te

am

in Lo

ng

mo

nt,

Co

lora

do

. Th

e P

erfo

rma

nce

Co

nsu

ltan

t will h

ave

the

ab

ility to w

in d

ea

lers o

ver w

hile

pro

vidin

g

be

st-in-cla

ss custo

me

r care

at a

ll time

s. Au

ction

Ge

niu

s ha

s just re

ach

ed

an

excitin

g g

row

th p

ha

se.

We

ha

ve th

e o

pp

ortu

nity to

gra

b a

trem

en

do

us

sha

re o

f the

de

ale

r ma

rket a

nd

we

wa

nt to

ma

ke

sure

we

ha

ve th

e rig

ht te

am

in p

lace

to ta

ke ca

re

of o

ur va

lua

ble

custo

me

rs.

Th

e rig

ht fit fo

r Au

ction

Ge

niu

s an

d vA

uto

will b

e

an

ind

ividu

al w

ho

ha

s po

we

rful co

mm

un

icatio

n

skills, alo

ng

with

the

ab

ility to p

rob

lem

solve

,

ove

rcom

e o

bsta

cles, a

nd

kee

p cu

stom

ers h

ap

py.

As a

n p

art o

f ou

r tale

nte

d a

nd

gro

win

g te

am

the

Pe

rform

an

ce C

on

sulta

nt w

ill be

resp

on

sible

for

we

lcom

ing

ne

w u

sers w

ho

ha

ve sig

ne

d u

p fo

r ou

r

po

we

rful so

ftwa

re so

lutio

n, w

inn

ing

the

m o

ver

from

the

first con

tact, sch

ed

ulin

g th

eir p

rod

uct

train

ing

with

ou

r train

ing

tea

m, a

nd

assu

ring

the

y

ha

ve th

e fin

est p

ossib

le e

xpe

rien

ce u

sing

ou

r

softw

are

.

*4

+ Y

ea

rs Acco

un

t Ma

na

ge

me

nt &

Sales E

xpe

rien

ce

*1

-2 ye

ars o

f Au

tom

otive

exp

erie

nce

*O

utsta

nd

ing

rela

tion

ship

ma

na

ge

me

nt ca

pa

bilitie

s

*E

xcep

tion

al le

vel o

f de

tail

*Stro

ng

com

mu

nica

tion

an

d in

terp

erso

na

l skill

*A

bility to

effe

ctively w

ork w

ith a

ll leve

ls of a

de

ale

rship

*A

bility to

articu

late

/com

mu

nica

te in

a w

ay th

at re

tain

s en

ga

ge

me

nt

*H

igh

leve

l of co

mfo

rt with

Te

chn

olo

gy

*H

igh

en

erg

y, ab

le to

ha

nd

le m

ultip

le clie

nts o

n a

reg

ula

r ba

sis

Page 11: Sales design mapping workshop job descriptions

Client Retention

Performance/product specialist

Position

responsibilities Key activities

qualification

Performance Specialist -H

Th

e P

erfo

rma

nce

Spe

cialist is re

spo

nsib

le fo

r

clien

t rete

ntio

n u

ltima

tely re

sultin

g in

con

tinu

ed

reve

nu

e stre

am

.

•  To  effe

ctively m

an

ag

e th

e p

rog

ress a

nd

resu

lts of a

ccou

nts a

ssign

ed

- rete

ntio

n

•  To  engage  in  hig

h p

rofile

leve

l activity a

cross stra

teg

ic clien

t gro

up

s

•  To  build  and  develop  strong  working  relationships  w

ith  customers  and  all  users  at  all  levels  

from

De

ale

r/ow

ne

r/De

cision

Ma

ker d

ow

n.

•  To  work  w

ith  ‘at  risk’  clients,  determine  potential  retention  plans.

•  Demonstrate  “ow

nership”  of  account  by  responding  to  client  requests  same  day

•  Monitor  and  analyze  account  perform

ance  and  trends  to  determine  adjustm

ents to d

ea

ler

exp

ecta

tion

s/go

als/o

bje

ctives in

ord

er to

ach

ieve

resu

lts

•  Using  m

ethods  provided  to  closely  monitor  system

 ‘red  flags’/emergencies  w

ith  clients  and  ta

ke im

me

dia

te a

ction

•  To  generate  additional  business/revenue  by  harvesting  existing  accounts for a

dd

ition

al sto

res

an

d p

rod

uct

•  To  determine  at  any  points  need  for  additional  ‘value  resource’  in  order  to  m

aintain  success  o

f clien

t pro

gre

ss/resu

lts

•  To  work  w

ith  contribute  and  manage  action  to  turnaround  ‘cancelled’  accounts

•  To  effectively  man

ag

e tim

e a

nd

activity to

succe

ssfully e

ng

ag

e w

ith a

t lea

st 8 clie

nts p

er d

ay

•  To  assist  in  the  generating  high  client  attendance  to  product  trainings •  To  participate  in  product  developm

ent/enhancement  review

 sessions  to  continue  in  d

eve

lop

me

nt a

s a H

om

eNet  ‘know

ledge  master’

•  To  engage  and  participate  in  the  exchange  of  ‘best  practices’  across  entire  PM  team

•  Must  have  a  m

inimum

 of  4  – 5

yea

rs of a

uto

mo

tive

exp

erie

nce

•  Outstanding  relationship  m

anagement  capabilities

•  Strong  communication  and  interp

erso

na

l skills

•  Ability  to  effectively  work  w

ith  all  levels  at  dealership

•  Ability  to  articulate/communicate  in  a  w

ay  that  retains  e

ng

ag

em

en

t

•  To  have  exceptional  listening  skills  and  to  be  able  to  detect  p

rob

lem

/risks with

ou

t be

ing

in fa

ce to

face

situa

tion

•  Must  have  excellent  custom

er  service  excellence  skills/a

pp

roa

ch

•  Highly  motivated  self-sta

rter ca

pa

ble

of w

orkin

g in

a te

am

en

viron

me

nt

•  Personal  qualities  and  style  requirements  include  possessing  

hig

h e

ne

rgy, e

nth

usia

sm, re

silien

ce, d

ete

rmin

atio

n, p

ro-

active

ne

ss, rele

ntle

ss an

d b

ein

g h

igh

ly drive

n.

•  Proficiency  in  using  Customer  Relationship  M

anagement  

System

s.

•  Computer  literacy  including  M

S  Office

Performance Manager-VA

Th

e P

erfo

rma

nce

Ma

na

ge

r (PM

) is resp

on

sible

for clie

nt re

ten

tion

ultim

ate

ly resu

lting

in

con

tinu

ed

reve

nu

e stre

am

from

a b

usin

ess

mo

de

l wh

ere

no

clien

t con

tracts e

xist. Th

e P

M

is also

resp

on

sible

for h

arve

sting

ad

ditio

na

l

acco

un

ts an

d e

xpa

nd

ing

/up

-sellin

g p

rod

uct

fun

ction

ality in

an

effo

rt to m

axim

ize re

ven

ue

gro

wth

acro

ss the

ir clien

t ba

se. R

esp

on

sible

for

ma

na

gin

g b

etw

ee

n 8

0 –

11

0 a

ccou

nts a

nd

ap

pro

xima

tely 4

00

– 5

50

use

rs.

*T

o e

ffective

ly ma

na

ge

the

pro

gre

ss an

d re

sults o

f acco

un

ts assig

ne

d - re

ten

tion

*T

o e

ng

ag

e in

hig

h p

rofile

leve

l activity a

cross stra

teg

ic clien

t gro

up

s

*To  ensure  all  accounts/groups  are  effectively  ‘launched’  through  the  pre-la

un

ch p

roce

ss into

po

sitive p

ositio

n

*T

o b

uild

an

d d

eve

lop

stron

g w

orkin

g re

latio

nsh

ips w

ith cu

stom

ers a

nd

all u

sers a

t all le

vels

from

De

ale

r/ow

ne

r/De

cision

Ma

ker d

ow

n.

*To  work  w

ith  ‘at  risk’  clients,  determine  action  plan  to  turnaround  and  conquer

*Demonstrate  “ow

nership”  of  account  by  responding  to  client  requests  same  day

*M

on

itor a

nd

an

alyze

acco

un

t pe

rform

an

ce a

nd

tren

ds to

de

term

ine

ad

justm

en

ts to d

ea

ler

exp

ecta

tion

s/go

als/o

bje

ctives in

ord

er to

ach

ieve

resu

lts

*Using  m

ethods  provided  to  closely  monitor  system

 ‘red  flags’/emergencies  w

ith  clients  and  ta

ke im

me

dia

te a

ction

*T

o g

en

era

te a

dd

ition

al b

usin

ess/re

ven

ue

by h

arve

sting

existin

g a

ccou

nts fo

r ad

ditio

na

l store

s

an

d p

rod

uct

*To  determine  at  any  points  need  for  additional  ‘value  resource’  in  order  to  m

aintain  success  o

f clien

t pro

gre

ss/resu

lts

*To  work  w

ith  contribute  and  manage  action  to  turnaround  ‘cancelled’  accounts

*T

o e

ffective

ly ma

na

ge

time

an

d a

ctivity to su

ccessfu

lly en

ga

ge

with

at le

ast 8

clien

ts pe

r da

y

*T

o a

ssist in th

e g

en

era

ting

hig

h clie

nt a

tten

da

nce

to p

rod

uct w

orksh

op

s

*T

o p

articip

ate

in p

rod

uct d

eve

lop

me

nt/e

nh

an

cem

en

t revie

w se

ssion

s to co

ntin

ue

in

development  as  a  vAuto  ‘know

ledge  master’

*To  schedule  any  travel  in  a  way  that  allow

s  for  maxim

um  tim

e  with  clients  and  ‘reach’

*T

o w

ork w

ith n

ew

PM

tea

m m

em

be

rs as re

qu

ired

in m

en

torin

g a

ctivities

*T

o co

nstru

ct an

d co

mm

un

icate

sum

ma

ry rep

orts w

ith a

pp

rop

riate

do

cum

en

tatio

n

*T

o e

ng

ag

e a

nd

participate  in  the  exchange  of  ‘best  practices’  across  entire  PM  team

- Mu

st ha

ve a

min

imu

m o

f eig

ht ye

ars in

reta

il au

tom

otive

ma

na

ge

me

nt

- Ou

tstan

din

g re

latio

nsh

ip m

an

ag

em

en

t cap

ab

ilities

- Exce

ptio

na

l leve

l of d

eta

il

- Stron

g co

mm

un

icatio

n a

nd

inte

rpe

rson

al skills

- Ab

ility to e

ffective

ly wo

rk with

all le

vels a

t de

ale

rship

- Ab

ility to a

rticula

te/co

mm

un

icate

in a

wa

y tha

t reta

ins

en

ga

ge

me

nt

- to h

ave

Exce

ptio

na

l listen

ing

skills an

d to

be

ab

le to

de

tect

pro

ble

m/risks w

itho

ut b

ein

g in

face

to fa

ce situ

atio

n

- Mu

st ha

ve e

xcelle

nt cu

stom

er se

rvice e

xcelle

nce

skills/ap

pro

ach

- Hig

hly m

otiva

ted

self-sta

rter ca

pa

ble

of w

orkin

g in

a te

am

en

viron

me

nt

- Pe

rson

al q

ua

lities a

nd

style re

qu

irem

en

ts inclu

de

po

ssessin

g

hig

h e

ne

rgy, e

nth

usia

sm, re

silien

ce, d

ete

rmin

atio

n, p

ro-

active

ne

ss, rele

ntle

ss an

d b

ein

g H

igh

ly drive

n.

- Pro

ficien

cy in u

sing

custo

me

r rela

tion

ship

ma

na

ge

me

nt

System

s.

- Co

mp

ute

r litera

cy inclu

din

g M

S Office

Page 12: Sales design mapping workshop job descriptions

position

resp

on

sibilitie

s K

ey a

ctivities

qu

alifica

tion

Digital Advisor -D

Th

e D

igita

l Ad

visor is th

e m

ain

po

int o

f con

tact

for th

eir p

ortfo

lio o

f clien

ts an

d is re

spo

nsib

le

for b

uild

ing

rela

tion

ship

s with

the

De

ale

r

Prin

cipa

l an

d/o

r Ge

ne

ral M

an

ag

er o

f ea

ch

acco

un

t. Dig

ital A

dviso

rs ad

vise clie

nts o

n

the

ir dig

ital m

arke

ting

strate

gy b

y leve

rag

ing

the

ir pro

du

ct exp

ertise

with

the

go

al o

f

incre

asin

g p

rod

uct u

tilizatio

n a

nd

tota

l

ad

op

tion

leve

l of p

rod

ucts. T

he

y con

figu

re a

nd

trou

ble

sho

ot w

eb

sites, a

nd

sup

ply first tie

r

tech

nica

l sup

po

rt in a

call ce

nte

r en

viron

me

nt.

Dig

ital A

dviso

rs are

also

resp

on

sible

for

rete

ntio

n a

nd

pro

du

ct gro

wth

with

in th

eir

po

rtfolio

of clie

nts. T

he

Dig

ital A

dviso

r will

utilize  a  strong  understanding  of  Dealer.com’s  

suite

of p

rod

ucts a

nd

au

tom

otive

ind

ustry

kno

wle

dg

e to

en

sure

ma

ximu

m cu

stom

er

valu

e a

nd

satisfa

ction

. Th

e id

ea

l can

did

ate

will

ha

ve e

xpe

rien

ce in

the

follo

win

g co

re a

rea

s:

Sea

rch E

ng

ine

Ma

rketin

g, D

yna

mic W

eb

site

Solu

tion

s, Ad

vertisin

g, C

usto

me

r Service

,

Te

chn

ical Su

pp

ort, a

nd

Tra

inin

g.

Re

tail a

nd

OE

M P

rog

ram

Leve

l Initia

tives:

1. A

ct as a

tech

nica

l reso

urce

for th

e clie

nt to

facilita

te in

tern

al issu

e re

solu

tion

.

2. A

ssist with

de

livera

ble

s an

d o

ng

oin

g p

roje

cts an

d in

itiative

s.

3. A

ct as a

con

tact fo

r me

mb

ers o

f the

Sale

s Te

am

, pro

vide

info

rma

tion

on

ind

ividu

al d

ea

ler

succe

ss an

d a

rea

s for im

pro

vem

en

t an

d a

ssist with

succe

ssful im

ple

me

nta

tion

of o

bje

ctives.

4.  Use  strong  technical  and  business  developm

ent  skills  to  increase  client’s  utilization  of  cu

rren

t pro

du

cts/tech

no

log

y as w

ell a

s sale

s of n

ew

tech

no

log

ies a

s the

y are

rele

ase

d.

5. A

ssist the

ir Ma

na

ge

r an

d th

e Sa

les T

ea

m w

ith co

rresp

on

de

nce

, rep

orts, p

roce

du

res,

dire

ctives a

nd

train

ing

ma

teria

ls.

6. H

elp

to id

en

tify an

d o

rga

nize

pro

gra

m o

pp

ortu

nitie

s.

7. R

esp

on

sible

for so

me

de

ale

rship

leve

l pro

jects.

Co

nsu

ltative

Re

spo

nsib

ilities:

1. P

roa

ctively co

nta

ct clien

ts to o

ffer a

dvice

on

tech

nica

l imp

lem

en

tatio

ns th

at w

ill imp

rove

the

pe

rform

an

ce o

f the

ir dig

ital m

arke

ting

suite

.

2. R

evie

w clie

nt re

po

rting

an

d p

rovid

e a

dve

rtising

an

alysis o

n a

mo

nth

ly ba

sis.

3. Id

en

tify op

po

rtun

ities fo

r imp

rove

me

nt w

ith SE

M, SE

O, w

eb

site la

you

t an

d fu

nctio

na

lity,

lea

d g

en

era

tion

op

po

rtun

ities, e

tc.

4. O

bta

in n

ew

mo

nth

ly dig

ital a

dve

rtising

sale

s.

5. C

on

du

ct qu

arte

rly revie

ws w

ith clie

nts to

en

sure

ne

ga

tive p

atte

rns a

re id

en

tified

an

d

po

sitive tre

nd

s are

com

mu

nica

ted

.

6. C

on

sult w

ith clie

nts o

n b

est p

ractice

s rela

ting

to th

eir d

igita

l ma

rketin

g stra

teg

y as w

ell a

s

the

be

st usa

ge

of th

e D

ea

ler.co

m p

latfo

rm.

7. C

olla

bo

rate

with

the

Sale

s Te

am

on

ne

w o

pp

ortu

nitie

s, up

sells, re

-con

tractin

g, a

nd

rep

acka

gin

g o

pp

ortu

nitie

s.

8. Sh

are

late

st rele

van

t ind

ustry in

form

atio

n a

nd

be

st pra

ctices w

ith co

nta

cts.

Cu

stom

er Su

pp

ort:

1. D

ele

ga

te ta

sks to a

pp

rop

riate

de

pa

rtme

nts a

nd

be

sure

tha

t fixes a

re im

ple

me

nte

d g

lob

ally.

2. M

on

itor site

s on

a w

ee

kly ba

sis for a

ny e

rrors to

en

sure

op

tima

l site p

erfo

rma

nce

.

3. M

ain

tain

a th

oro

ug

h u

nd

ersta

nd

ing

of a

ccou

nt stru

cture

an

d sp

ecia

l pre

fere

nce

s.

1.  A  bachelor’s  degree  in  a  related  field  is  preferred  but  3-4

yea

rs of re

leva

nt w

ork e

xpe

rien

ce is a

n a

ccep

tab

le su

bstitu

te.

2. T

wo

yea

rs of e

xpe

rien

ce in

Acco

un

t Ma

na

ge

me

nt o

r rele

van

t

exp

erie

nce

.

3. E

xcelle

nt w

ritten

an

d ve

rba

l com

mu

nica

tion

skills.

4. E

mp

loye

e m

ust sh

ow

exce

llen

t com

pe

ten

cy with

com

pu

ter

ap

plica

tion

s an

d p

rog

ram

s.

5. M

ust b

e a

ble

to h

an

dle

difficu

lt clien

ts with

con

fide

nce

an

d

ab

le to

ach

ieve

de

sired

resu

lts ind

ep

en

de

ntly.

6. Se

lf-dire

cted

, drive

n, a

nd

en

thu

siastic.

7. Stro

ng

trou

ble

sho

otin

g skills.

Page 13: Sales design mapping workshop job descriptions

Client Retention – call center

Position

responsibilities Key activities

qualification Client Support Representative -H

Th

e C

lien

t Sup

po

rt Re

pre

sen

tative

will p

rovid

e

fron

t line

pro

du

ct an

d cu

stom

er se

rvice

sup

po

rt via te

lep

ho

ne

an

d e

-ma

il to clie

nts,

sale

s an

d fie

ld re

pre

sen

tative

s. Th

ey w

ill ha

ve

the

prim

ary re

spo

nsib

ility of a

idin

g o

ur

custo

me

rs (de

ale

rs an

d ve

nd

ors) in

custo

me

r

sup

po

rt activitie

s, inclu

din

g tro

ub

lesh

oo

ting

,

trackin

g, a

nd

do

cum

en

ting

tech

nica

l issue

s,

wh

ile a

lso su

pp

ortin

g p

ote

ntia

l custo

me

rs an

d

site b

row

ser re

qu

ests via

ph

on

e a

nd

em

ail w

ith

tho

rou

gh

an

swe

rs an

d th

e u

tmo

st cou

rtesy.

Dia

gn

ose

ha

rdw

are

an

d so

ftwa

re issu

es u

sing

tech

nica

l pro

ced

ure

s (trou

ble

sho

otin

g, tra

cking

, an

d d

ocu

me

ntin

g)

to id

en

tify issue

s an

d p

rovid

e re

solu

tion

to in

tern

al a

nd

exte

rna

l custo

me

rs.

•  Take  ownership  of  custom

er  inquiries  and  requests,  includ

ing

ide

ntifyin

g issu

es a

nd

rela

ted

info

rma

tion

,

ob

tain

ing

an

d e

valu

atin

g re

leva

nt d

ata

, form

ula

ting

reso

lutio

n, a

nd

resp

on

din

g in

a tim

ely a

nd

accu

rate

ma

nn

er.

•  Develop  and  conduct  training  as  needed  for  internal  and  external  customers  on  the  proper  and  e

ffective

use

of

com

pa

ny h

ard

wa

re, so

ftwa

re a

nd

inte

rne

t-ba

sed

pro

du

cts an

d se

rvices.

•  Other  interaction  via  telephone,  fax,  em

ail,  and  face-to

-face

ma

y occu

r with

custo

me

rs, oth

er C

usto

me

r Service

De

pa

rtme

nt te

am

s an

d in

tern

al te

am

s as a

pp

licab

le.

Writte

n C

om

mu

nica

tion

:

•  Ability  to  comprehend  instructions,  short  correspondence,  and  m

emos  and  ask  clarifying  questions  to  ensure  

un

de

rstan

din

g.

•  Ability  to  effectively  communicate  including  verbal,  em

ails,  and  letters. •  Properly  docum

ent  and  define  custom

er ticke

ts invo

lving

softw

are

an

d h

ard

wa

re.

Ve

rba

l Co

mm

un

icatio

n:

•  Ability  to  conduct  business  over  the  telephone  in  a  professional  manner  and  in  a  team

 environment.

•  Develop  and  maintain  expertise  involving  com

panies  services,  hardware  and  softw

are  pro

du

cts.

Tro

ub

lesh

oo

ting

:

•  Follow  issues  from

 identification  to  resolution,  working  w

ith  various  internal  departments  and  external  

affilia

ted

we

bsite

s an

d co

mp

an

ies to

brin

g re

solu

tion

to cu

stom

er co

nce

rns a

s the

y arise

.

•  Ability  to  effectively  presen

t info

rma

tion

to cu

stom

ers, co

-wo

rkers, su

pe

rvisors o

n a

on

e-o

n-o

ne

ba

sis.

•  This  includes  assisting  others  with  troubleshooting  and  issue  resolution  as  necessary.      

Re

po

rting

:

•  Utilize  com

puterized  systems  to  notate  custom

er  interactions,  concerns, tren

ds, tra

ck calls, a

nd

oth

er re

po

rting

as n

ece

ssary.

•  Includes  producing,  formatting  and  appropriate  delivery  of  reports  as  necessary  not  lim

ited  to  the  use  of  O

utlo

ok, E

xcel, W

ord

an

d o

the

r pro

gra

ms a

nd

ap

plica

tion

s as re

qu

ired

.

Ad

Ho

c resp

on

sibilitie

s:

•  The  Client  Support  Representative  will  show

 the  flexibility  necessary  to  adjust  to  changing/additional  duties  and  re

spo

nsib

ilities a

s the

de

pa

rtme

nt a

nd

com

pa

ny ch

an

ge

s.

OP

P Sp

ecific R

esp

on

sibilitie

s:

•  Claim  and  process  new

 orders  for  customers. E

nsu

re n

ew

ord

ers a

re p

op

ula

ted

with

the

corre

ct da

ta, a

nd

set

up  properly  in  billing  and  QA’

•  Minim

um  of  2  years  of  custom

er  service  re

late

d e

xpe

rien

ce o

r train

ing

, a ca

ll cen

ter

en

viron

me

nt is p

refe

rred

.

•  Must  be  fluent  in  reading,  w

riting  and  sp

ea

king

in E

ng

lish p

rofe

ssion

ally.

•  Must  be  able  to  handle  5

0+

calls p

er d

ay.

•  Requires  attention  to  detail  and  the  ability  to

ad

ap

t to ch

an

ge

.

•  Knowledge  of  various  com

puter  a

pp

licatio

ns in

clud

ing

exp

erie

nce

with

bu

sine

ss sup

po

rt ap

plica

tion

s such

as M

S

Office

(Wo

rd, P

ow

er P

oin

t, an

d E

xcel)

req

uire

d.

•  Excellent  oral  and  written  com

munication  

skills.

•  Experience  working  in  a  team

 environment  

an

d a

ssisting

oth

ers a

s ap

plica

ble

.

•  Hours  are  extended  and  varied  must  have  

an

ab

ility to a

ccom

mo

da

te a

flexib

le

sche

du

le a

nd

wo

rk ove

rtime

as n

ee

de

d.

•  Must  be  flexible  to  w

ork  any  shift  during  th

e 8

am

– 8

pm

, Mo

nd

ay-Sa

turd

ay h

ou

rs of

op

era

tion

, inclu

din

g th

e fo

llow

ing

:

o 8

am

– 5

pm

o 9

am

– 6

pm

o 1

0a

m –

7p

m

o 1

1a

m –

8p

m

Dealer Support technicians-D

De

ale

r Sup

po

rt tech

nicia

ns se

t the

ind

ustry

stan

da

rd fo

r 24

/7 te

chn

ical h

elp

. Th

ey w

ork

do

wn

the

ha

ll from

the

pe

op

le w

ho

bu

ild

Dealer.com’s  products,  partner  closely  w

ith  D

igita

l Ad

visors, a

nd

rece

ive co

ntin

uo

us

train

ing

. If you

ne

ed

he

lp im

me

dia

tely, th

ere’s  n

o b

ette

r pre

pa

red

reso

urce

, an

d m

ost issu

es

are  resolved  in  one  call,  while  you’re  on  the  

ph

on

e.

Page 14: Sales design mapping workshop job descriptions

Training

Position

responsibilities Key activities

qualification Instructional Designer -VA

Th

e In

structio

na

l De

sign

er d

eve

lop

s train

ing

ma

teria

ls to su

pp

ort a

nd

refle

ct train

ing

con

ten

t, an

d w

orks clo

sely w

ith d

ep

artm

en

t

he

ad

s to e

stab

lish tra

inin

g p

lan

s for e

ach

role

.

Th

e In

structio

na

l De

sign

er is re

spo

nsib

le fo

r

arra

ng

ing

an

d co

nd

uctin

g o

n-th

e-jo

b tra

inin

g fo

r

ne

w h

ires w

ith re

spe

ct to p

rod

uct fu

nctio

na

lity,

an

d w

ill wo

rk close

ly with

sup

po

rt/ad

min

reso

urce

to co

ord

ina

te a

ll ne

w h

ire tra

inin

g

pla

ns/a

ctivities fro

m in

cep

tion

to co

mp

letio

n

no

t limite

d to

pro

du

ct fun

ction

ality.

*D

eve

lop

on

go

ing

do

cum

en

tatio

n, e

valu

atio

n p

roce

du

res a

nd

up

da

te in

form

atio

n

with

resp

ect to

pro

du

ct fun

ction

ality.

*D

eve

lop

an

d o

rga

nize

an

y req

uire

d in

form

atio

n fo

r train

ing

ma

nu

als, m

ultim

ed

ia

visua

l aid

s, an

d o

the

r ed

uca

tion

al m

ate

rials in

sup

po

rt of th

e n

ew

hire

lea

rnin

g

pro

cess.

*W

ork clo

sely w

ith P

rod

uct M

an

ag

em

en

t tea

m(s) o

n u

pco

min

g re

lea

ses ta

king

pro

active

role

in re

view

ing

fun

ction

ality a

nd

pro

vidin

g fe

ed

ba

ck.

*R

oll o

ut tra

inin

g re

late

d a

ctivities re

latin

g to

pro

du

ct cha

ng

es, e

nh

an

cem

en

ts, an

d

ne

w p

rod

uct in

trod

uctio

ns in

line

with

existin

g p

roce

sses a

nd

asso

ciate

d la

un

ch

pla

ns.

*T

rain

all a

ssocia

ted

inte

rna

l tea

ms o

n p

rod

uct ch

an

ge

s, en

ha

nce

me

nts, n

ew

pro

du

ct intro

du

ction

s in su

pp

ort o

f rollo

ut/re

lea

se.

*Liste

n to

live tra

inin

g se

ssion

s be

ing

pe

rform

ed

by tra

inin

g te

am

for Q

&A

an

d

on

go

ing

de

velo

pm

en

t pu

rpo

ses.

- Exce

llen

t com

mu

nica

tion

& in

terp

erso

na

l skills an

d h

ave

the

ab

ility

to co

mm

un

icate

at a

ll leve

ls.

- Mu

st ha

ve e

xcelle

nt te

lep

ho

ne

ma

nn

er &

verb

al p

rese

nta

tion

skills.

- Ab

ility to m

an

ag

e m

ultip

le ta

sks critical.

- Ba

che

lor d

eg

ree

in In

structio

na

l De

sign

, Instru

ction

al T

ech

no

log

y,

Ed

uca

tion

; or e

qu

ivale

nt w

ork e

xpe

rien

ce; M

aste

r de

gre

e p

refe

rred

.

- At le

ast 7

yea

rs of e

xpe

rien

ce d

esig

nin

g a

nd

de

velo

pin

g h

igh

ly

en

ga

gin

g le

arn

ing

pro

gram

s ba

sed

on

sou

nd

lea

rnin

g p

rincip

les.

- De

mo

nstra

ted

exp

erie

nce

pro

du

cing

hig

h-q

ua

lity wo

rk in a

fast-

pa

ced

, de

ad

line

-drive

n e

nviro

nm

en

t req

uire

d.

- Ab

ility to d

esig

n a

nd

de

velo

p e

valu

atio

n m

etrics.

- Ab

ility to d

em

on

strate

colla

bo

ratio

n a

nd

self-in

de

pe

nd

en

ce o

n

pro

ject m

an

ag

em

en

t pro

jects.

Training Coordinator -VA

Th

e T

rain

ing

Co

ord

ina

tor is re

spo

nsib

le fo

r

pla

nn

ing

an

d sch

ed

ulin

g th

e tra

inin

g q

ue

ue

for

clien

t train

ing

activitie

s. Th

is role

will su

pp

ort

the

Tra

inin

g D

ep

artm

en

t in sch

ed

ulin

g a

ll

train

ing

activitie

s to b

e in

alig

nm

en

t with

com

pa

ny o

bje

ctives a

nd

go

als. M

ust h

ave

the

ab

ility to q

uickly a

da

pt to

ne

w p

roce

sses in

a

fast-p

ace

d, d

ea

dlin

e-d

riven

en

viron

me

nt.

Stron

g a

tten

tion

to d

eta

il an

d th

e a

bility to

mu

lti-task a

re re

qu

ired

. A p

rofe

ssion

al

de

me

an

or is e

ssen

tial a

s we

ll as e

xcelle

nt

com

mu

nica

tion

, inte

rpe

rson

al skills a

nd

exce

llen

t custo

me

r service

.

- Ma

na

ge

s cen

tralize

d sch

ed

ule

for a

ll train

ing

pro

gra

ms fo

r vAu

to. T

his in

clud

es

train

ing

activity b

y clien

t type

– i.e

., strate

gic a

ccou

nts, g

rou

ps e

tc.

- Pro

vide

assista

nce

in sch

ed

ulin

g m

ass clien

t train

ing

sessio

ns/w

eb

ina

rs as n

ee

de

d.

- Ma

inta

in tra

inin

g re

cord

s for e

mp

loye

es a

nd

com

pile

rep

orts a

nd

statistics fo

r

revie

w.

- Pro

vide

exce

llen

t custo

me

r service

an

d p

rom

ptly re

spo

nd

to in

qu

iries fro

m

em

plo

yee

s, ma

na

ge

me

nt, a

nd

clien

ts.

- wo

rk close

ly with

the

de

pa

rtme

nt m

an

ag

er to

pla

n fo

r fun

ction

ality ch

an

ge

s,

en

ha

nce

me

nts a

nd

ne

w p

rod

uct in

trod

uctio

ns.

- sche

du

le a

ll vario

us re

late

d tra

inin

g p

rep

ara

tion

s, inclu

din

g co

ord

ina

ting

of

train

ing

roo

ms, e

qu

ipm

en

t, cate

ring

, an

d tra

vel a

rran

ge

me

nts.

- Pro

vide

fee

db

ack o

n a

rea

s of p

ote

ntia

l imp

rove

me

nt to

en

sure

effe

ctive flo

w.

- Sub

ject m

atte

r exp

ert fo

r usin

g Sa

lesFo

rce to

ol.

- 1-3

yea

rs of w

ork e

xpe

rien

ce in

ma

na

gin

g clie

nt tra

inin

g a

ctivities

- Stron

g cu

stom

er se

rvice e

xpe

rien

ce

- De

mo

nstra

ted

exp

erie

nce

wo

rking

in a

fast p

ace

d, re

sults d

riven

en

viron

me

nt

- Mu

st po

ssess e

xcelle

nt co

mm

un

icatio

n skills &

inte

rpe

rson

al skills

an

d h

ave

the

ab

ility to co

mm

un

icate

at a

ll leve

ls

- Mu

st ha

ve e

xcelle

nt ve

rba

l an

d w

ritten

skills

- Pro

ven

time

ma

nag

em

en

t, pro

ble

m so

lving

an

d o

rga

niza

tion

al

skills

- Mu

st ha

ve stro

ng

an

alytica

l skills

- Mu

st be

flue

nt in

Micro

soft O

ffice to

ols

- Mu

st ha

ve e

xcelle

nt P

C skills

- Exp

erie

ncin

g u

sing

CR

M to

ol –

Sale

s Force

pre

ferre

d

- Asso

ciate

s De

gre

e

Page 15: Sales design mapping workshop job descriptions

Position

responsibilities Key activities

qualification

Automotive Training Specialist -VA

Th

e T

rain

ing

Spe

cialist is a

facilita

tor w

ho

is ab

le

to p

rovid

e h

igh

-qu

ality, e

ng

ag

ing

lea

rnin

g

exp

erie

nce

s for d

ea

lersh

ips. P

rofe

ssion

al

de

me

an

or a

nd

the

ab

ility to p

rom

ote

a te

am

en

viron

me

nt a

re e

ssen

tial, a

s are

exce

llen

t

com

mu

nica

tion

an

d in

terp

erso

na

l skills.

Succe

ssful T

rain

ing

Spe

cialists a

re se

lf-starte

rs.

Th

ey h

ave

the

ab

ility to w

ork in

de

pe

nd

en

tly to

ach

ieve

de

sired

resu

lts.

*Stro

ng

ba

ckgro

un

d in

au

tom

otive

softw

are

an

d/o

r au

tom

otive

train

ing

.

*Stro

ng

facilita

tion

skills.- Exp

erie

nce

in w

eb

-ba

sed

softw

are

train

ing

.

*H

igh

en

thu

siasm

, crea

tivity, an

d d

esire

to w

ork o

n a

fast

pa

ced

/eve

r cha

ng

ing

tea

m w

ith a

po

sitive a

ttitud

e.

*A

bility to

com

mu

nica

te e

ffective

ly with

in a

ll leve

ls of th

e

org

an

izatio

n.

*A

bility to

give

con

structive

fee

db

ack in

a p

ositive

, clea

r, sen

sitive

ma

nn

er.

*C

oo

pe

rative

tea

m p

laye

r

*A

bility to

prio

ritize a

nd

wo

rk ind

ep

en

de

ntly.

*Stro

ng

time

ma

na

ge

me

nt skills.

*M

ust b

e d

eta

iled

orie

nte

d a

nd

po

ssess th

e a

bility to

mu

lti-task.

*Stro

ng

org

an

izatio

na

l skills

*M

S Office

Suite

skills (Wo

rd, E

xcel, A

ccess, P

ow

erP

oin

t).

Field Trainer - Nationwide -V

A b

usin

ess u

nit o

f Au

toT

rad

er G

rou

p,

Vin

Solu

tion

s offe

rs the

ind

ustry's m

ost a

dva

nce

d

an

d e

ffective

suite

of p

rod

ucts ra

ng

ing

from

Au

tom

otive

CR

M, A

uto

mo

tive ILM

, an

d

Au

tom

otive

BD

C to

car d

ea

ler w

eb

sites, a

uto

service

, an

d d

ea

ler tra

inin

g.

Th

e Fie

ld P

rod

uct T

rain

er is re

spo

nsib

le fo

r

de

liverin

g h

igh

-imp

act e

du

catio

na

l con

ten

t bo

th

on

-site a

nd

thro

ug

h w

eb

ina

r-ba

sed

train

ing

sessio

ns to

Vin

Solu

tion

s custo

me

rs to im

pro

ve

the

ir un

de

rstan

din

g o

f all V

inSo

lutio

ns

pu

rcha

sed

pro

du

cts. Th

is ind

ividu

al, w

ho

will

rep

ort to

a Fie

ld T

rain

ing

Ma

na

ge

r, is also

resp

on

sible

for ke

ep

ing

up

with

de

velo

pm

en

t of

ne

w V

inSo

lutio

ns p

rod

ucts, syste

m

en

ha

nce

me

nts a

nd

train

ing

ma

teria

l. Th

e

succe

ssful P

rod

uct T

rain

er w

ill exh

ibit a

pa

ssion

for h

igh

leve

l custo

me

r satisfa

ction

.

•  Promote  and  deliver  both  on

-site a

nd

we

bin

ar-b

ase

d, in

structio

n a

nd

op

era

tion

of

Vin

Solu

tion

s suite

of p

rod

ucts, p

rom

otin

g th

e a

dva

nce

me

nt o

f its utiliza

tion

with

ou

r custo

me

rs

•  In-d

ep

th kn

ow

led

ge

of a

ll Vin

Solu

tion

s suite

of p

rod

ucts; in

clud

ing

pro

du

ct

settin

gs p

ros a

nd

con

s an

d syste

m fu

nctio

na

lity an

d se

tting

s cau

se a

nd

effe

ct

rela

tion

ship

s

•  Effectively  present  VinSolutions  suite  of  products  in  a  clear  manner,  

de

mo

nstra

ting

fun

ction

ality o

f the

system

an

d a

nsw

erin

g d

ea

lersh

ip q

ue

stion

s

thro

ug

h o

n-site

de

ale

rship

train

ing

s

•  Participate  in  product  development  and  enhancem

ent  review  session

s to

con

tinu

e d

eve

lop

me

nt a

s a V

inSo

lutio

ns su

bje

ct ma

tter e

xpe

rt

•  Participate  in  the  development  of  new

 training  programs/content  as  directed  by  

Tra

inin

g D

ep

artm

en

t ma

na

ge

me

nt

•  Construct  and  communicate  all  dealership  training  docum

entation;  including  tra

inin

g a

ge

nd

a, d

aily tra

inin

g re

po

rts with

class a

tten

da

nce

an

d tra

inin

g issu

es,

train

ing

reca

ps, su

pp

ort ticke

ts, an

d o

the

r train

ing

com

mu

nica

tion

, reco

rdin

g a

ll

documentation  in  VinSolutions’  CRM

 software

•  In-d

ep

th kn

ow

led

ge

of cu

rren

t au

tom

otive

tren

ds a

nd

be

st pra

ctices to

en

sure

ed

uca

tion

al co

nte

nt is re

leva

nt a

nd

pro

vide

s ma

ximu

m va

lue

to d

ea

lersh

ips

•  Engage  and  participate  in  the  exchange  of  ‘best  practices’  with  Product  Training  

tea

m

•  Work  w

ith  new  Training  Team

 mem

bers  as  required  in  mentoring  a

ctivities

•  Schedule  travel  which  fall  w

ithin  VinSolutions’  Travel  Policy  and  Guidelines  for  d

ea

lersh

ip tra

inin

gs w

ile m

ee

ting

de

ale

rship

train

ing

time

line

s

•  Overnight  travel  required;  up  to  75%

•  Highly  motivated  self-sta

rter ca

pa

ble

of w

orkin

g in

de

pe

nd

en

tly or

in a

tea

m e

nviro

nm

en

t

•  Outstanding  presentation  skills  required

•  Automotive  Industry  experience  is  a  m

ust •  Com

fortable  with  extensive  travel

•  Excellent  verbal  and  written  com

munication  skills

•  Demonstrated  skills  and  experience  presenting  e

du

catio

na

l

info

rma

tion

to b

oth

larg

e a

nd

sma

ll au

die

nce

in a

n e

ng

ag

ing

an

d

inte

ractive

fash

ion

•  Ability  to  effectively  articulate  and  communicate  in  a  w

ay  that  re

tain

s en

ga

ge

me

nt

•  Exceptional  listening  skills  and  the  ability  to  problem  solve

•  Demonstra

ted

ab

ility to w

ork in

a te

am

-orie

nte

d, co

llab

ora

tive

en

viron

me

nt

•  Demonstrated  ability  to  m

ulti-task a

nd

prio

ritize e

ffective

ly to

en

sure

succe

ssful co

mp

letio

n o

f ea

ch tra

inin

g

•  Patience  with  custom

er  of  all  skill  levels •  Strong  w

orking  knowledge  of  M

icroso

ft Office

ap

plica

tion

s

•  Experience  working  w

ith  CRM  program

s  preferred

•  Experience  with  W

ebEx  applications  a  plus •  Personal  qualities  include  possessing  high  energy,  enthusiasm

,  d

ete

rmin

atio

n, a

nd

be

ing

hig

hly d

riven