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Company Contact Info
13085 Hamilton Crossing Boulevard
Carmel, IN 46032
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Executive Sales Director- Truck
Insurance Auto Auctions • Carmel, IN
Posted 27 days ago
This position requires an understanding of the truck and equipment auction industry and in many cases and understanding of OEM, Fleet and Bank and dealer general business functions. There are internal corporate responsibilities and external customer service obligations. ESD’s must comply with corporate policies including travel, expenses and corporate conduct. Auction experience is required. Must live near a major airport.
I. Cultivate Positive Customer Relationships: The “Trusted Business Advisor”
a. Increase and maintain market share with customers while not putting current volume and relationships at risk.
b. Understand the operational needs of customer corporate executives and their auction representatives.
c. Act as the key/main/single point of contact for all opportunities and issues
d. Act as an escalation point for issues/concerns within ADESA
e. Provide Analytics proactively and as necessary
II. Know the Client
a. Understand the needs of the client relating to business and personal preferences.
b. Understand the threats and areas for increasing Market Share.
c. Understand the political landscape
d. Assist with travel, entertainment and trip planning per preferences.
e. Understand all levels of the client organization – Reps and office staff through Senior Management
f. Provide the preferred entertainment
III. Communication to Client regarding KAR
a. Communicate new internal initiatives such as Technology, Operations, Marketing, Legal
b. Engage other KAR entities where appropriate (AFC, IAA, PAR, AutoVIN, etc.)
c. Communicate special évents (Auctions, CAB, Conferences, etc.)
IV. Internal Communication
a. Provide auctions with procedures and forecasts from National customers
b. Coordinate national marketing programs specific to customer needs
c. Work with specific internal and external departments to handle escalated issues. Including IT, eBusiness and marketing.
d. Provide guidance for SOP and direction for the Truck Managers and field.
e. General communication regarding client accounts
V. Understand the Remarketing Industry
a. Be aware of the landscape of the remarketing industry
b. Understand the variances and nuances with respect to the different types of remarketers IE OEM, captive, commercial lessor, repo, prime non-prime, rental, dealer etc.
c. Understand the various remarketing venues
VI. Seek New Sales Opportunities
a. Understand the client’s portfolio (Price Point, Type of Car, Regional Volume, Competition)
b. Prepare/Customize the auction pitch or power point
c. Outline incentives (trans assist, intro sale fee, promos, etc.)
Educational Requirements and Qualifications: Bachelor’s Degree preferred. Fifteen (15) years of business to business sales experience is required along with moderate computer skills including Microsoft Word and Excel. Experience in auto auctions and/or remarketing required as well as pricing of asssets. Moderate to heavy travel is required