Dealer Sales Representative

Dealer Sales Representative

The Dealer Sales Representative is responsible for developing, growing, and retaining dealer relationships while coordinating the internal activities necessary to provide an exceptional auction experience. This is a hybrid outside and inside sales position. The representative is expected to spend meaningful time in the market visiting dealerships, prospecting for new business, and strengthening existing accounts. The position also requires disciplined follow-up, account administration, sale preparation, and coordination with auction operations, transportation, reconditioning, titles, arbitration, and accounting. The successful Dealer Sales Representative does more than solicit vehicles. This individual serves as the dealer's primary point of contact, understands the dealer's inventory needs, and ensures that commitments made to customers are communicated, executed, and followed through internally.

Essential Duties and Responsibilities Outside Sales and Dealer Development

• Develop and execute a structured territory sales plan focused on increasing dealer registrations, vehicle consignments, purchases, attendance, and overall account activity.
• Conduct regular face-to-face dealership visits with current, inactive, and prospective customers.
• Build relationships with dealer principals, general managers, used vehicle managers, wholesale managers, buyers, and other key decision-makers.
• Prospect for new dealer accounts through dealership visits, referrals, market research, networking, industry events, and targeted outbound communication.
• Identify dealers who are currently selling or buying through competing auctions and develop strategies to earn their business.
• Understand each dealer's wholesale strategy, inventory mix, aging units, purchasing needs, transportation requirements, and reconditioning expectations.
• Present Mid Kansas Auto Auction's full range of services, including auction sales, online buying and selling, transportation, inspections, mechanical services, reconditioning, detailing, title support, and other dealer solutions.
• Ask for specific business commitments during dealer visits, including vehicle consignments, buyer attendance, online participation, and trial opportunities.
• Schedule and document future dealership visits, follow-up actions, and account development objectives.
• Represent Mid Kansas Auto Auction professionally at dealer events, association meetings, promotional activities, and other industry functions.

Inside Sales and Account Coordination

• Maintain consistent contact with assigned dealers before, during, and after each sale.
• Coordinate incoming consignments, expected arrival dates, vehicle information, reserve prices, announcements, and seller instructions.
• Assist dealers with registration, account activation, online access, run-list placement, transportation, and sale-day preparation.
• Ensure vehicle and account information is complete, accurate, and communicated to the appropriate internal departments.
• Review assigned dealer inventory before the sale to confirm condition reports, grading, announcements, images, repairs, and other required information are accurate and complete.
• Coordinate with outside coordinators, lot operations, transportation, mechanical, detail, body, condition report, title, arbitration, accounting, and other departments to resolve dealer needs.
• Monitor vehicles moving through the auction process and escalate delays, missing information, or service failures before they affect the customer.
• Communicate reconditioning and repair recommendations to dealers and obtain timely approvals or declines.
• Help dealers establish realistic reserve prices by providing market feedback, prior sale results, and current buyer activity.
• Conduct presale outreach to potential buyers based on vehicle type, price range, and purchasing history.
• Provide dealers with timely updates regarding vehicle status, sale results, offers, if-sales, payments, titles, transportation, and outstanding issues.
• Follow through on every commitment made to a dealer and confirm that requested actions have been completed.

Sale-Day Responsibilities

• Arrive prepared with a clear understanding of assigned sellers, buyers, vehicles, reserves, and potential problem units.
• Meet assigned dealers when they arrive and assist them with check-in, registration, vehicle location, and sale-day needs.
• Work assigned lanes, engage buyers, support auctioneers and ring staff, and help generate bidding activity.
• Represent seller expectations accurately while supporting fair and transparent auction practices.
• Manage if-sales and post-sale negotiations promptly to maximize sales conversion.
• Communicate sale results to assigned dealers and identify opportunities to close unsold vehicles.
• Assist with customer concerns and coordinate immediate resolution with the appropriate department.
• Maintain a visible, accessible, and professional presence throughout the sale.

Post-Sale Follow-Up and Account Retention

• Contact assigned sellers after the sale to review results, unsold inventory, dealer feedback, and next steps.
• Contact buyers regarding purchases, transportation, title status, payment requirements, and future inventory needs.
• Develop action plans for unsold vehicles, including reserve adjustments, reconditioning, reruns, alternative sale channels, or dealer pickup.
• Investigate customer concerns and ensure issues are assigned, tracked, communicated, and resolved.
• Re-engage inactive or declining accounts and determine the reasons for reduced auction participation.
• Track lost business and identify whether it resulted from pricing, service failures, competition, transportation, vehicle performance, or relationship gaps.
• Maintain regular communication with key accounts between sales rather than limiting contact to consignment requests.

Sales Planning and Activity Expectations

• Scheduled face-to-face dealership visits.
• New dealer prospecting.
• Follow-up with active and inactive accounts.
• Presale consignment and buyer outreach.
• Internal coordination and vehicle-status reviews.
• Sale-day customer support.
• Post-sale result and issue-resolution calls.
• Accurate CRM and activity documentation.

Performance Expectations

• Vehicles consigned.
• Vehicles sold.
• Sales conversion percentage.
• Buyer purchases.
• Active dealer growth.
• New accounts activated.
• Inactive accounts reactivated.
• Dealer visits completed.
• Consignments generated from dealer visits.
• Revenue and gross profit generated.
• Use of transportation, inspection, mechanical, detailing, and reconditioning services.
• Customer retention.
• CRM activity accuracy and completion.
• Timeliness of follow-up.
• Resolution of customer issues.
• Accuracy and execution of commitments made to dealers.

Required Knowledge, Skills, and Abilities preferred

• Strong relationship-building and consultative sales skills.
• Ability to prospect, ask for business, negotiate, and close sales opportunities.
• Excellent verbal and written communication skills.
• Strong organizational, follow-up, and account-management discipline.
• Ability to manage both field sales activity and detailed administrative responsibilities.
• Ability to coordinate across multiple departments and hold action items accountable through completion.
• Working knowledge of dealership operations, used vehicle inventory, wholesale markets, and auction processes.
• Ability to interpret vehicle, pricing, market, and sales-performance information.
• Strong customer-service orientation with the ability to handle difficult conversations professionally.
• Ability to prioritize competing demands in a fast-paced, deadline-driven environment.
• Proficiency with CRM systems, auction platforms, email, spreadsheets, and standard business applications.
• High level of personal accountability, integrity, urgency, and professionalism.

Education and Experience

• High school diploma or equivalent required.
• College degree in business, sales, marketing, automotive management, or a related field preferred.
• Prior experience in automotive sales, dealership operations, wholesale remarketing, auction operations, account management, or business development strongly preferred.
• Established dealer relationships within the assigned market are beneficial.

Travel and Scheduling Requirements

• Regular local and regional travel to dealerships is required.
• The representative must maintain a consistent field presence within the assigned territory.