Career Opportunity
Director, Dealer Sales

Reporting to the Senior Vice President, Canadian Market (“SVCM”), the Director, Dealer Sales (“DDS”) will be responsible for generating considerable dealer sales volume for DMT by leading a dealer sales team of Regional Managers who are located across Canada. Operating out of DMT’s head office, he/she will work closely with the VP, Marketing and other team members to create marketing and sales material and strategies for use by the dealer sales team in promoting DMT’s products and services. The DDS will actively participate in identifying new programs, services, and products that would benefit DMT from a sales and client retention perspective. 

Areas of responsibility include servicing all automotive dealerships across the Canada with brands such as Lexus, Toyota, Jaguar Land Rover, Volvo, Mitsubishi, Hyundai, Kia, Chrysler and others. You will be responsible for driving new business in dealerships across Canada as well as leading the growth of existing client relationships. You will demonstrate excellent communication skills, have a tenacious and adaptable attitude to building solid professional relationships, and will grow and develop a successful sales team. You will be energetic, motivated by our culture and will express your passion for excellence through customer service and dealer support.

Your focus will be to lead, manage and support a dealer sales team that is tasked with expanding our Canadian footprint beyond automotive dealerships into franchised and independent dealers in other verticals such as Power Equipment, Agriculture, Motorcycles, and RV's. This will be achieved through direct sales, dealer group sales and/or as part of OEM roll-out projects. ‘Grassroots’ direct selling success with dealers and dealer groups is a fundamental element in this role. You will also work closely with the DMT OEM account team supporting their sales initiatives where required.

The DDS will perform (but not limited to) the following duties and responsibilities:

  • Recruit, hire, and train sales professionals for various Regional Manager dealer sales roles across Canada
  • Be accountable for dealer sales team targets that are critically relied upon for organizational growth and profitability, and communicate with SVCM whenever sales targets may be in jeopardy
  • Prepare and deliver sales presentations and product information sessions to C-level individuals (and other management positions) at dealers and dealer groups
  • Contribute to marketing and sales strategies for the various products and services that DMT offers to dealers
  • Actively create launch plans for new products/releases including establishing various pilot users/focus groups to mitigate risks commonly associated with large-scale deployments
  • Utilize SalesForce.com CRM tool daily to ensure all dealer sales and training staff properly log sales activities and opportunities
  • Provide constructive client feedback on all products and services to DMT Product Management teams (“Products”) to ensure those Products remain utilized by DMT clients
  • Provide reporting (in conjunction with the requests of the Finance Manager) to DMT’s Executive Team in regards to but not limited to actual dealer sales activity, sold pipeline, and 90-day forecasts
  • Work closely with the DMT delivery team to help coordinate product delivery and to help streamline processes to ensure delivery is as efficient as possible
  • Work closely with the delivery team to ensure client expectations are managed in accordance with DMT productivity
  • Provide unparalleled customer service to all DMT clients to ensure best-in-class service and support at all times
  • Create motivational compensation and incentive plans for the dealer sales department
  • Monitor staff utilization on all accounts
  • Understand DMT’s product solutions in enough context to readily identify client opportunities
  • Understand DMT’s competitive threats and work with Product Management team to create and communicate solutions to counter-act these threats

Skills / Competencies

  • Sales Focus – skilled in closing product sales to dealerships and dealer groups across a number of vertical markets across Canada and supporting the dealer sales team to do so
  • Sales Management – experienced leading sales teams, including setting targets, motivating staff and managing the team’s sales pipeline
  • Sales Targets – accountable for territory dealer sales targets that are critically relied upon by DMT for growth and profitability, and communicate with the SVCM regarding sales target achievements/status on a regular basis
  • Customer Relationship Management – have experience with using a CRM platform for tracking sales activity, customer interactions and staff productivity/outputs. Utilize SalesForce.com for ongoing pipeline management, activities, campaigns, and cases in alignment with global best practices. Contribute to the evolution of these best practices with peer group
  • B2B - Experience with SalesForce.com in a B2B sales environment is an asset
  • DMT Products – maintain a deep knowledge of all products, understanding technologies, features, functions and benefits in the context of dealer and dealer group use. Leverage this knowledge to identify sales opportunities; develop and execute successful sales strategies/tactics upon those opportunities both directly and indirectly through the sales team
  • Value – ability to understand, shape, present and articulate our value proposition to potential customers including effectively handling objections
  • Product Feedback – provide constructive client feedback on all products to ensure those products remain competitive, valued and utilized by our clients and to assist with new product development/R&D
  • Business Acumen – ability to understand and articulate business cases internal and external
  • Presentation – adapt/prepare and deliver sales presentations and product information sessions to C-level individuals (and/or other positions) at dealers, and dealer groups
  • Negotiation – able to effectively understand client requirements and negotiate, mutually beneficial, profitable dealer orders/sales
  • HR – ability to recruit, train and retain a successful national dealer sales team
  • Business Growth – ability to grow the territory in existing verticals and open new verticals
  • Campaigns –develop and, after approval, execute sales strategies and campaigns for the various products that DMT offers to dealers in the territory
  • Market Place Intelligence - understand DMT’s competitive threats and possible solutions in order to be able to counter-act these threats
  • Organization – be highly organized, disciplined and efficient; keep on top of the details and plan ahead
  • Reporting - provide accurate weekly and monthly reporting to the SVCM in regards to, but not limited to, actual dealer and dealer group sales activity, closed deals, sales pipeline, current month forecast and 90-day forecast using SalesForce.com
  • Co-ordination and Facilitation – making things happen with and for the customer and DMT
  • People – ability to leverage existing networks and build new ones, ability to build and maintain strong relationships with key people externally and internally
  • Self Sufficient – ability to independently self-motivate, self-discipline, focus and achieve objectives
  • Team Player – strong alignment with OEM sales team & other teams demonstrating team spirit in attitude and practice. Ensure that customers are communicated with, implemented, trained and supported in a timely and effective manner
  • Coaching – willingness and ability to coach/mentor team members
  • Culture – learn, understand, and experience DMT’s corporate culture and both adopt and project that culture internally and externally
  • Excellence – a focus on excellence in all that we do is paramount
  • Quality Sales – setting the highest standards and “walking the talk”
  • Travel – some travel will be required

If you are ready for the challenge, please forward your resume to hr@dmt.global. You can make a difference at DMT!

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