ROLE OVERVIEW

As part of a dynamic, fun and fast-growing team, you will be responsible for growing profitable sales within a defined portfolio of Dealers & Customers.  You will be implementing our sales strategy for both technology & vehicle products. 

• Job Title:  Sales Development Manger
• Division:  NZ Sales:  Dealer-direct
• Reports to:  Team Lead - Sales
• Location: Auckland CBD

POSTITION OBJECTIVE

The objective of this phone-based Sales Development Manager is to grow profitable sales within a defined portfolio of Dealers and Customers.  A focus for the role is to execute on a strategy to grow our lease products for both technology and vehicles within the portfolio.   This will be achieved through the on-going development of strong relationships and selling our unique value proposition. The Sales Development Manager role will also be responsible for identifying and engaging new and existing Dealers in order to grow sales.   Through our unique activity based selling program the objective will be to develop the number of Dealers and Customers doing business with the business on a monthly basis and to achieve a monthly product sales target.

KEY RESPONSIBILITIES

Sales Development and Dealer Partners

• Identify and develop relationships with new and existing Dealers and grow new and repeat business sales
• Develop and grow sales volumes from existing Customers across both technology and vehicle leasing
• Ensure Dealers are using best practice when quoting products and report on all sales to identify areas to improve upon quote conversion
• A high volume of call activity is expected in the role which leads to increased sales
• Become an expert in selling the business DVP(Dealer Value proposition) Operating Leases / Benefits
• Develop the necessary expertise to provide solutions and guidance to assist our customers across our suite of products
• Account management plans and call cycles in place for any Dealers who are declining in sales volume, and plans to ensure that highly engaged Dealers continue to grow
• Sell our value proposition and Rewards program
• Achieve planned activity for day week month which generates pipeline and sales

New Dealers

• Identify and develop relationships with new Dealers to grow sales
• Cold call and target new Dealers (particularly in the Technology space)

Training

• Develop sales skills though participating in regular team training
• Adhere to call quality standard
  
   

Planning/ Time Management

• Produce weekly plans and set daily sales goals with the Team Lead
• You value your time / maximise time spent on generating sales through

  conversations

• Call Plans in place to ensure regular touch points across the portfolio (proactive outbound sales calls instead of reactive)

General Items 

• To participate and add value to sales team meetings and conferences
• Feedback on areas to improve sales process and policy Apply relevant company policy / procedure to daily activities
• Provide regular reporting and demonstrate an understanding of opportunities and sales growth within respective portfolios and regional areas.

KEY PERFORMANCE INDICATORS:

KPI's (Metrics)

• Performance versus revenue / sales volume budget
• Growth in our operating lease sales
• Participation of Dealers
• Participation of Dealers sales people selling Eclipx products
• Contact rate & high deal conversion rates
• Sales of Vehicles and fee based products
• Repeat Business and customer retention

KPI's (Assessed by Team Lead - Outbound Sales)

• Achievement of operating lease sales budget
• Achievement of overall sales budget
• Dealers growth, and Dealers participation targets achieved
• High engagement levels and performance of Dealers / salespeople
• Feedback from Dealers on the strength of the relationship
• High quality of reporting / feedback provided to Team Lead
• High quality of sales initiatives, strategy and plan employed
• High quality of phone discussions & training
• High quality of account management planning