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District Sales Manager

4 months ago

Vars, Canada ADEC ADESA Auction Canada Corp Full time

Who We Are:

At OPENLANE we make wholesale easy so our customers can be more successful. 

  • We’re a technology company building the world’s most advanced—and uncomplicated—digital marketplace for used vehicles.

  • We’re a data company helping customers buy and sell smarter with clear, actionable insights they can understand and use.

  • And we’re an innovation company accelerating the future of wholesale remarketing through curiosity, collaboration, and an entrepreneurial spirit.

Our Values: 

Driven Waybuilders. We pursue challenges that inspire us to build, create and innovate.

Relentless Curiosity. We seek to understand and improve our customers’ experience.

Smart Risk-Taking. We transform risk into progress through data, experience, and intuition.

Fearless Ownership. We deliver what we promise and learn along the way.

We're Looking For:

Reporting to the OPENLANE Market Sales Director, the District Sales Manager (Ottawa) will be held accountable to achieving monthly Sales budgets by effectively managing Major Dealer Account relationships, overall Sales Team performance and individual employee performance in a defined District. 

You Are:

  • Team-oriented. You thrive in a collaborative environment and work well with others.

  • Customer-focused. You have excellent communication and customer service skills.

  • Self-motivated. You can work independently with minimal supervision.

  • Detail-oriented. You pay attention to the small details to ensure excellent outcomes.

You Will:

  • Develop and grow new and existing accounts through effective sales strategies and promotions.

  • Travel to dealerships, assisting with the application, including training and support.

  • Collect data and capture vehicle information for auctions on the platform.

  • Launch new vehicle profiles on the app for dealers.

  • Maintain strong relationships with users and partners, offering ongoing sales and technical support.

  • Identify, manage, and follow up on leads received through various channels, ensuring efficient resolution of client account issues.

Responsibilities and Duties:

  • Accountable to achieve the Monthly Sales Goals in your District, in collaboration with other OPENLANE departments.

  • Maintain accountability and responsibility for the performance of your sales team; these are Direct reports, including Senior Dealer Solutions Executive, Dealer Solutions Executive, Market Sales Coordinator (Capture / Inspection Representative) and any individual contributors reporting to you.

  • Own and Maintain the customer relationships at the executive levels of Major Dealer Accounts and Dealer Groups that are within your District or Market.

  • Lead your sales team by regularly communicating performance expectations and providing direct support as needed to team members through participation in sales calls or related activities.

  • Increase the total number of active sellers and buyers year over year, as well as increase participation of active dealers in your market (log-ins, bids, purchases, listings, conversion rate, sales)

  • Coach and inspire the team members to enhance effectiveness in their role and hold them accountable for results through weekly business plans, one on one reviews of the business plan vs results, and wisely applying warnings and Performance Improvement Plans in accordance with HR best practices.

  • Update assigned SalesForce Campaigns and opportunities, whether they are assigned to you directly or by ensuring those assigned to your employees are completed completely and accurately.

  • Monitor, approve additions to, or remove dealerships from billing plan promotions with the ultimate goal of re-engaging fallout sellers and rewarding high conversion rates, and charging full fees to dealers that are converting below the minimum percentage required by leadership.

  • Monitor, approve or decline Goodwill requests from your team members to help resolve escalated OPENLANE customer complaints acting in a fiduciary capacity and good steward of OPENLANE EBITDA.

  • Invest 4-5 days per week mentoring the Sales team on the road and influencing sales results by visiting dealers and delivering the OPENLANE value-added proposition with them and on your own – leading by example. 

  • Complete all assigned training within required timelines and ensure all team members do as well.

  • Proactively, respectfully, and collaboratively communicate with and maintain professional partnership with all other OPENLANE teams ensuring that we make wholesale easy so that our customers can be more successful.

  • Communicate with and act as a Sr. leader liaison with all OPENLANE companies. 

  • Perform all other duties as assigned.


 

Qualifications & Education Requirements:

  • Proven ability to nurture, grow and maintain sales relationships and results.

  • Proven long-term ability to increase Digital sales year over year.

  • Highly positive, influential, and consistently collaborative leader.

  • A minimum of five (5) years of proven field sales experience is required. 

  • Experience in the automotive industry, especially related to technology or inventory management solutions, is a plus. 

  • Bachelor’s degree in Business, Sales, Marketing or commensurate professional experience.

  • Minimum three  (3) years of experience required in sales management, training, analytical aptitude, team building required. 

  • Prior experience with sales and sales management tracking databases, such as Salesforce.com preferred.

  • Excellent interpersonal, negotiation and communication skills with strong attention to detail.

  • Ability to develop strong collaborative relationships with all levels of management.

  • Confident working in a fast-paced technology focused environment; demonstrated capacity to keep abreast of new technology trends and possible application to real world projects. 

  • Independent, self-driven team player.

  • Strong follow-through and tenacious drive to close deals

  • Willingness to travel daily and overnight within the region.

  • Must be qualified to operate a motor vehicle, possess a valid driver’s license and have reliable transportation.

  • Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

What We Offer: 

  • Competitive pay

  • Medical, dental, and vision benefits 

  • RRSP (Canada) with company match 

  • Paid Vacation, Personal, and Sick Time

  • Employer-paid short-term disability, long-term disability, life insurance

  • Robust Employee Assistance Program

  • Employer paid Leap into Service Day to volunteer 

  • Tuition Reimbursement for eligible programs

  • Opportunities to expand your skill set and share your knowledge across a publicly traded, global organization

  • Company culture of internal promotions, diverse career paths, and rapid advancement 

Sound like a match? Apply Now - We can't wait to hear from you