Account Development Manager

The Account Development Manager (ADM) is responsible for developing and managing agent relationships by supporting new and existing agent/dealer business by expanding product offerings with agent partners and selling dealers. The Account Development Manager (ADM) works closely with Sonsio BDM’s to build additional value with new and existing agents and dealers promoting SVP products and services. Additionally, the Account Development Manager (ADM) identifies ways of increasing revenue opportunities for the company while engaging with agent partners to improve sales and product penetration at the dealership level. Budget: $102,000 - $116,000 All-In/Annually ($58,000 - $65,000 base salary, plus $44,000 - $51,000 commission) As an Account Development Manager, Foundation your essential job functions will include the following: Manages new and existing agent onboarding process to provide necessary training and development of SVP ancillary products and services Work closely with Foundation BDMs on new and existing agents, accounts, reviewing new and existing pipeline opportunities and new business acquisitions via the agent channel Works closely with agent partners to anticipate future requirements, identify opportunities for upselling and/or cross selling SVP products to increase customer loyalty, retention and sales Deep understanding of multiple agencies, agent channels, product channels and variances in coverages by identifying white label programs by brand, agency and product to understand program enhancements and limitations A solid understanding of different VSC’s and product offerings by all agent partners to train at the dealer level on all corresponding F&I offerings to include SVP products (training on package selling Sonsio products) Understanding agent/TPA/dealer directives to act as a trusted partner and advisor Assist agents and dealers with operational tasks, business needs and other requests (e.g. dealer login resets, update new and termed dealer personnel changes, product enhancements, pricing adjustments, product information requests, POS materials, etc.) Daily and weekly collaboration check-ins/follow-up with all agents for a proactive partnership which includes in person field visits and various virtual training as needed Collaborate with agents and dealers to provide new store installs of designated programs and support services Understanding of various TPA menu portals to include Gold Standard, C. Berman, Americredit, and future partnerships such as Veritas, Portfolio, NTP, HWG Excessive PCRS+ training at dealer and agent level (coming soon), currently training on DAP Negotiate and secure top 3 menu shelf space for SVP products and services at agent and dealer level Implement and deliver agent cross region training on SVP products and services to cover overlapping regions Account Management Responsibilities (Direct and Agent Driven): Responsible for dealership commitment, developing a high-level relationship with executive management team at the dealership level to include GM, GSM, F&I Director & Department, Service Director and Service Writers on business planning, goal setting, value selling and retention activities Understand and identify channels in PowerBi to dissect areas for improvement and growth, recognizing high performing agents and dealers Provide performance metrics to identify opportunities for both agents and dealers (increase signed vs selling, evaluate brand successes and opportunities, suggesting change where needed) Conducts agent and dealer meetings to report activity, trends, overall service results and recommends actions to improve performance and mitigate risks Work with National Sales Director and Division VP attending various Agent/TPA, dealer sales conferences and regional meetings Collaborates with internal corporate colleagues to ensure the highest level of service delivery and to address potential issues Through on-going education and development, stay abreast of industry knowledge to increase the perceived value of our company and its services Monitor and communicate competitive information including pricing, policies, and market strategies for both dealers and agent/TPA partners Fully understand all SVP programs, be able to deliver presentations and training sessions, overcome program objections representing SVP offerings Proactively identify and resolve any customer sales, service and claims issues working closely with Sonsio CSR’s on all escalated claims Stay abreast of current competitive activity Manage and plan calendar schedule accordingly, 30-60-90 days out Manage Travel & Expenses accordingly, stay within company guidelines (i.e.) flights, hotels, rental, meal, and client entertainment. See T&E guideline agreement Maintain sales and service activity, contact lists and touchpoints in Salesforce Achieve individual monthly sales objectives and quarterly MIT’s Ensure all administrative tasks are completed in a timely and accurate manner Other Duties as Assigned Position Requirements Bachelor’s Degree or equivalent experience required. Minimum of 3 years of experience in Account Management of Business Development in the Auto Finance Industry Must have an in depth understanding of the auto finance, lending or service business. Experienced with delivering effective training and service support to dealership personnel. Ability to effectively build value and strengthen relationships to all levels of the dealership. Strong communication skills with proven ability to communicate across dealership management and within the company. Able to prioritize time, effort, resources and adjust objectives when needed. Experience working with Salesforce/ CRM tool. Proficiency with all Microsoft Office products required. Strong and quick assessment skills with ability to critically think in the moment and add value Meet the requirements of Sonsio’s Motor Vehicle Record Policy and Company Vehicle Fleet Policy. Results Orientation Agility Initiative Influence Customer Focus Business Acumen Executive Presence Resource Optimization Physical Requirements Standing or sitting for long periods of time Frequent bending, crouching, and twisting Extensive driving and traveling to customer accounts (up to 80%) Travel by vehicle and/or airplane Occasional lifting up to 30 pounds Continuous viewing from and inputting data to a computer screen #J-18808-Ljbffr