Senior Director, Dealer Groups

Senior Director, Dealer Groups

As a Senior Director, Dealer Groups, you’ll be a key driver of revenue growth and retention within the Mobility Global Sales Solutions organization. Success in this role requires the ability to build and strengthen relationships with executive stakeholders, identify new avenues for revenue growth, develop cross-functional strategies, and ensure the long-term expansion and retention of revenue. The Senior Director will leverage the full breadth of Mobility Global Sales Solutions resources, including sales, customer success, product, training, and operational teams, to deliver measurable business outcomes for dealer group partners and sustained revenue growth for the organization.

Dealer Group Ownership

- Develop and execute comprehensive growth and retention strategies across all Mobility Global Sales Solutions products and services

o   Establish and maintain relationships with C-suite executives, owners, presidents, CEOs, CFOs, COOs, and other key decision-makers within dealer organizations - own the executive engagement plan

o   Grow revenue by identifying and capitalizing on opportunities to sell additional products and solutions

o   Direct the efforts of Mastermind National Dealer Group Managers, Polk, and MarketScan Sales and customer success teams at critical customer meetings and engagements

- Identify risks to existing business and proactively develop strategies to protect and retain revenue
- Serve as the senior executive sponsor for assigned dealer groups, ensuring strong alignment between customer objectives and company solutions.
- Accountable for customer success including managing, as necessary, critical customer escalations ensuring rapid alignment of internal resources when necessary.

Team Management

o   Direct involvement with hiring and training of National Dealer Group Managers on your team.

o   Conduct 1:1s with direct reporting Mastermind National Dealer Group Managers, engage with VP, and HR on performance matters and career development, specific skill gap analysis, and assessments

o   Assist VP in Career Development planning and execution

o   Set an example of how things should be done across Dealer Group Team

o   Contribute to development of best practices to improve the team

o   Assist with topics and execution for weekly team calls

o   Serve as point person when VP is out of office, distribute all communication, represent Dealer Group Team at necessary internal meetings, and collaborate with leadership on needed decisions in VP’s absence.

Contribute to Operational Improvements

o   Coordinate resources across AutomotiveMastermind, Polk, MarketScan, Customer Success, Sales, Operations, Marketing, Product, and Training organizations.

o   Align internal teams around a unified strategy for each assigned dealer group.

o   Champion collaboration across business units to ensure customers receive a consistent and high-value experience.

o   Identify opportunities to improve organizational effectiveness and customer outcomes.

o   Provide strategic guidance to leadership regarding customer trends, competitive activity, and growth opportunities.

o   Engage with Enablement and Product Marketing to recommend relevant training/collateral, etc. based on industry knowledge and team assessments

o   Engagement with Dealer Relations Team/cancel strategy, implementation strategy, cadence of Performance Workshops for specific managed groups

Criteria for the Role:

o   10+ years of experience in automotive and/or SaaS

o   Ideal candidate has demonstrated success in tasks relevant to the desired role’s responsibilities and goals including:

o   Anticipating challenges and implementing forward-thinking strategies to drive success

o   Finding ways to expand relationships to new contacts at higher levels of the organization

o   Proven success in leadership and mentorship, effectively guiding high-performing colleagues

o   Developing strategic recommendations that benefit the customer, product, or team, with successful implementation

o   Proven knowledge of industry trends, products and competitors with recognition as a leader in positioning Sales Solutions offerings against the competition

o   Strong relationship management skills and ability to identify retention and expansion opportunities with Key Decision Makers

o   Must have demonstrated active interest in career development with favorable outcomes (i.e. identification of process improvements, committee participation, leading calls, cross-functional collaboration, etc.)

o   Possessing strong product knowledge and ability to articulate benefits to customers and instill colleagues with the same expertise

o   Experience working cross functionally and collaboratively to enhance customer experience and business outcomes

o   Must have consistent favorable feedback from colleagues and dealer partners