Senior Territory Manager
Farmers Insurance
Enterprise Account Manager – Automotive Dealership Groups
FIXD Automotive, Inc.
full-time
Posted on:
Location Type: Hybrid
Location: Atlanta • 🇺🇸 United States
Visit company websiteJob Level
Mid-LevelSenior
About the role
- Develop and execute comprehensive account strategies for assigned large dealership groups (10+ rooftops)
- Navigate diverse decision-making structures where some groups centralize purchasing while others allow individual rooftop autonomy
- Identify and cultivate relationships with key stakeholders including Group Owners, COOs, Used Car Directors, General Managers, and Appraisal Managers
- Create compelling business cases that demonstrate AppraisalPRO's value proposition at both group and individual rooftop levels
- Drive new business development within assigned large dealership groups, targeting $195/month per rooftop recurring revenue
- Conduct high-impact discovery calls to understand each group's unique operational challenges and reconditioning processes
- Orchestrate and deliver compelling product demonstrations showcasing integration with existing IMS systems (vAuto, DealerSocket, etc.)
- Manage complex sales cycles from initial contact through contract negotiation and closing
- Achieve quarterly and annual sales quotas for both new logo acquisition and rooftop expansion
- Build and maintain strong relationships with C-level executives, operations leadership, and front-line managers
- Serve as primary point of contact for strategic accounts, ensuring exceptional customer experience throughout the sales process
- Identify upselling and expansion opportunities within existing dealership groups
- Collaborate with Customer Success team to ensure smooth onboarding and maximum product adoption
- Stay current on automotive industry trends, dealership operational challenges, and competitive landscape
- Articulate AppraisalPRO's competitive advantages over competitors, emphasizing integration capabilities and dealer-specific features
- Provide market feedback to product development team to enhance solution capabilities
- Represent AppraisalPRO at industry trade shows, conferences, and networking events
- Maintain detailed activity and opportunity tracking in Pipedrive CRM
- Develop and refine sales processes specific to large group selling
- Create and maintain accurate sales forecasts and pipeline reports
- Support marketing efforts by providing customer insights and case study development
Requirements
- 5+ years of proven B2B sales experience with consistent quota achievement
- 5+ years of automotive industry experience, preferably in dealership operations, used car departments, or automotive technology sales
- Demonstrated success selling to large, multi-location organizations with complex decision-making processes
- Experience with SaaS or technology solutions in the automotive sector preferred
- Deep understanding of dealership operations, particularly used car acquisition, appraisal processes, and reconditioning workflows
- Familiarity with automotive inventory management systems (vAuto, DealerSocket, DealerTrack, etc.)
- Knowledge of automotive wholesale markets, auctions, and trade-in processes
- Understanding of dealership organizational structures and key operational roles
- Proven ability to conduct consultative, solution-oriented sales conversations
- Experience managing long, complex sales cycles (3-9 months)
- Strong presentation and demonstration skills for both small groups and large audiences
- Ability to create compelling ROI analyses and business justifications
- Experience with CRM systems and sales process management
- Track record of building relationships with C-level executives and senior decision makers
- Exceptional verbal and written communication skills
- Ability to speak the language of automotive professionals and understand their pain points
- Strong negotiation skills and ability to structure win-win agreements
- Cultural adaptability to work effectively with diverse dealership groups across different markets
- Professional presence suitable for engaging with senior executives
- Existing relationships within large automotive dealership groups
- Knowledge of automotive wholesale operations and remarketing
- Understanding of dealership financial metrics and profitability drivers
- Experience with channel partnerships and reseller programs
- Familiarity with automotive data providers (Manheim, KBB, Galves, etc.)
Benefits
- - Health Care Plan (Medical, Dental & Vision) for you and your family
- - 401k - 5% match
- - Paid Time Off (Vacation, Sick & Public Holidays)
- - Training & Development
- - Free Food & Snacks
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
B2B salesSaaS solutionsconsultative salessales process managementROI analysisbusiness justificationcomplex sales cyclespresentation skillsdemonstration skillsrelationship building
Soft skills
communication skillsnegotiation skillscultural adaptabilityprofessional presencestakeholder managementcustomer experience focuscollaborationstrategic thinkingproblem-solvinginterpersonal skills
