Territory Manager

DEPARTMENT: Dealer Channel Sales

POSITION: Territory Manager

REPORTING TO: Brian Hudson and Coby Duffer, National Sales Directors South Central

SUMMARY OBJECTIVE

The Territory Manager is subordinate to the Regional Manager in his/her region, and ultimately responsible and accountable for improvement of all IAS’s production within a Region.

RESPONSIBILITIES & ACCOUNTABILITIES

The Territory Manager is responsible and accountable for improvement of all IAS’s production within a region. The Territory Manager is required to adhere to the following:

• Responsible for new production improvements and product acquisitions in existing accounts.
• Obtain an established realistic and reachable objective by which the Territory Manager’s performance will be measured.
• Responsible and accountable to adhere to the procedures, guidelines and reporting requirements established by IAS.
• Responsible for putting in the necessary time on the job to achieve expected results.
• Responsible for decision making within the parameters of company policy and procedures in the areas of in-dealership functions.
• Responsible for addressing any problems by fully researching all the parameters, documenting where necessary and formulating a recommended solution.
• Handle instances directly and communicate immediately to the Regional Manager so a decision and solution can be executed as quickly as possible.
• Responsible for maintaining an open and frequent line of communication with Regional Manager as to the status and progress of his/her region, and open and frequent line of communication with all other IAS employees working in his/her region.
• Remain accountable, advise and support his/her Regional Manager, and participate in joint servicing visits on a regular basis.
• Responsible and accountable to organize, train, advise, analyze, recruit, replace, institute pay plans, ensure dealer commitment, motivate, manage and maximize IAS’s production on the dealership level.
• Responsible for working with The Academy team to establish a development plan for each dealership where necessary, and maintain communication with both the dealership and development specialist.
• Responsible for working with The Academy team to prospect for new training accounts, and maintain communication with both the dealership and training specialist once new accounts are captured.

HOW YOUR ROLE CONTRIBUTES TO THE SUCCSS OF THE BUSINESS

• The Territory Manager will possess the attributes of exceptional appearance, attitude, cooperation, and desire to learn.
• The Territory Manager will have the ability to grasp and learn the philosophies and techniques that create a successful sales and F&I operation of an automobile dealership.
• He/she will have and develop the people skills to handle a vast variety of personalities while still achieving outstanding results.
• He/she will have the organizational skills necessary to organize and structure the servicing of multiple products in multiple accounts, as well as organize and structure the internal operations of dealerships in the areas of sales and F&I.
• He/she will have the ability and work ethic to maintain the high level of standards and results IAS expects and requires.
• The Territory Manager will be able to develop the problem solving skills to achieve outstanding results regardless of the obstacles.
• The Territory Manager will manage their accounts within the guidelines and procedures established by IAS.

SPECIFIC FUNCTIONS OF YOUR ROLE

The Territory Manager is required to adhere to the following:

• Plan, schedule, and complete a monthly calendar within Outlook, with calendar invites when necessary.
• Service existing accounts for IAS products.
• Prospect for new dealerships using IAS products.
• Maintain and submit any reporting requirements to the Home Office.
• Maintain proper and current licensing requirements for dealership personnel.
• Maintain a Servicing Checklist for all IAS accounts actively serviced by you after each visit.
• Complete a Visit Summary Report in the instances where you’ve conducted F&I development or sales development on your visit, and submit to a marketing admin.
• Update all end of month trends in the accounts where it’s required.
• Submit completed expense reports in Concur on or before their required due dates.

JOB DIMENSIONS

Reports

Direct Reports:

Indirect Reports:

Relationships

Internal: Other field personnel, Marketing staff

External: Dealership personnel, Dealership association personnel

Authority to Act for Company

Territory Manager

BEHAVIOR

• Maintain a positive work atmosphere in actions and communications with peers, supervisors and direct reports, if applicable, by conducting yourself in an open, honest and civil way in all of your interactions with others.
• Apply reasonable standards in your tone and languages as well as making sure that you align to the vision set by the company.

Experience

• Retail automotive
• Other equivalent sales and marketing industry

Knowledge

• Retail automotive sales, F&I management, sales management, fixed ops, lender relations, some accounting expertise
• Insurance industry knowledge: loss ratios, underwriting, etc.

skills

• Personal planning, organizing and working to deadlines
• Creative/Innovative
• Relationship Management
• Decision Making
• Communication, (report writing, presentation creation and delivery)
• Negotiation skills
• Persistence, Can-do attitude
• Consistency

professional qualifications

Microsoft Word, Excel, PowerPoint, Lotus Notes, and AFIP certified

DISCLAIMER

This profile does not necessarily include every responsibility, requirement, skill or working condition associated with this role. This description is intended to reflect the role currently and management will revise the role, as needed, and may require that different tasks be performed, in order to meet the needs of the business.

ROLE PROFILE

Credit Insurance GAP

• Premium Production 1. Premium Production
• Credit Insurance Penetrations 2. GAP Penetrations
• Finance Penetrations 3. Finance Penetrations
• Dollars Per Retail 4. Cancellation Ratios
• Cancellation Ratios 5. Errors and Endorsements
• Errors and Endorsements

Preferred The Academy

• Contract Production 1. Prospecting for new training accounts
• ESA Penetrations 2. Working with current training accounts
• Average Gross Per Contract 3. Coordinating development plans
• Errors 4. Class enrollments

Secure Dealer Solutions

• Contract Production
• Product Penetrations
• Errors
• Average Gross per Contract

PDR by Preferred

• Contract Production
• Product Penetrations
• Errors
• Average Gross per Contract

Job Type: Full-time

Pay: From $80,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Employee discount
• Health insurance
• Life insurance
• Vision insurance
• Work from home

Schedule:

• 8 hour shift
• Monday to Friday

Supplemental Pay:

• Bonus pay
• Commission pay

License/Certification:

• Driver's License (Preferred)

Paid Training:

• Yes

Management:

• Front End Manager

Company's website:

• https://www.iasdirect.com/

Company's Facebook page:

• https://www.facebook.com/IASDirect

Benefit Conditions:

• Waiting period may apply

Work Remotely:

• Yes

COVID-19 Precaution(s):

• Remote interview process
• Personal protective equipment provided or required
• Temperature screenings
• Social distancing guidelines in place
• Virtual meetings
• Sanitizing, disinfecting, or cleaning procedures in place