Dynamic Map Platform North America, Inc.

Compensation

Full Description

The Sales Director will secure and grow DMP NA’s revenue within prescribed territory. Responsibilities include meeting or exceeding sales targets, potentially managing other sales associates, providing a high-level of customer support, developing quotations, negotiating terms & conditions, sales planning, assembling market intelligence, and overall owning the sales life-cycle for accounts within the territory; including marketing, communications, A/R, product positioning, timing, and business development. DMP NA is in a state of early growth and duties will evolve to include new responsibilities. Successful sales management will lead to career growth opportunities. Main Duties and Responsibilities • Customer Interface The Sales Director is responsible for the success or failure of the Accounts under management. Provide top-to-bottom customer support from pre-sales to end-of-service for multiple accounts. Promptly address and resolve customer-related issues as they arise with minimal management or staff support. Negotiate complex and non-standard commercial and business-related issues with minimal management or staff support. Be the Customer Process Owner: be aware of all relevant customer policies, procedures, priorities and trends. Serve as an effective liaison between DMP NA and its clients. A successful Sales Director communicates Customer and DMP NA requirements and objectives clearly, efficiently, and has the drive and leadership skills to make progress for both companies. Effective at using automotive industry problem-solving skills to deftly manage unexpected and complex matters. Most of all, the Sales Director, must develop effective, credible, and reliable relationships with clients and all internal stakeholders through honesty, skills, individual effort, teamwork, and ownership. • Grow Revenue A successful Sales Director (S.D.) consistently delivers sales results annually, notwithstanding adverse conditions. Develop and/or react quickly to new opportunities, Lead the DMP NA team internally to present logical proposals on time and close deals. The S.D. learns DMP NA’s technologies and business, and can effectively communicate interests and requirements quickly, accurately, completely and with credibility. The S.D. listens to client engineering and purchasing for all issues and interests, deduces the unsaid, anticipates client needs and interests, communicates these to the DMP NA team, The S.D. must be able to work on the urgent as well as ahead of current demands to help DMP NA remain competitive. Create and present opportunities for new business using all the tools if necessary: strategy/logic, business case justifications, communications, relationships, intuition, emotion, technology trends, etc. Develop aftersales and service proposals to extend revenue with existing accounts beyond the established service period. Quickly interpret technology differences, internal cost, and market/customer information to develop pricing & proposed terms and conditions. Leverage experience to negotiate customer terms & conditions. Works alertly to the timeframe and proactively drives deal and open issue closure. • Account control Meets or exceeds business revenue targets within the territory. Develops and maintains account plans. Performs solid sales planning: forecasting, variance analysis, opportunity management, and total support of DMP NA’s ISO-certified sales process. Contract management: quickly and thoroughly review contracts, develop positions, negotiate redlines, and take all appropriate actions in advance of agreement and/or contract expiration. Expert command of written and spoken English as well as MS Excel Teamwork The Sales Director may or may not have direct line support staff. If the S.D. has staff, DMP NA expects the S.D. to support all company policies, procedures, and performance management activities. Teamwork with program management, engineering, product management, marketing, and accounting to respond to RFQs and CRs in a thorough and timely manner. Ensures accounts receivable (A/R) process functions smoothly. Works with accounting and finance to set up accounts and resolves payment discrepancies. Will be responsible for client issue resolution. Attends engineering PDTs and develops customer relationships. Through direct communication and problem solving, the Sales Director will develop an intimate knowledge of customer trends and can spot new opportunities. Supports marketing activities: events, communications, etc. Analyzes current processes and systems. Identifies and implements activities to improve efficiency and effectiveness of sales and marketing activities. Skills, Qualifications, and Competencies Certifications Master’s Degree preferred (Business or Engineering). With Sales VP approval, experience may be substituted for this requirement. A track record of successfully closed deals in Automotive mapping, navigation, or ADAS components. Character Integrity and honesty Demonstrable leadership skills High energy and a positive, initiative-taking attitude Strategic mindset concerning the Automotive industry, Industrious nature Commitment to exceptional customer-service Logical thinking applied to complex situations Durability and grace in the face of inevitable challenges. Demonstrated ability to handle multiple projects with competing deadlines with ease and determination. Situational awareness and nature to do what needs to be done without being asked. Hard Qualifications 10+ years’ experience in Automotive Software, ADAS, Data Licensing, Navigation Services and/or Map Databases is required. 5 years’ bicultural work experience; Japanese or German preferred. 5 years’ experience negotiating OEM/T1 terms & conditions 5 years’ experience successfully making presentations to C-level executives. Flawless command of English in written and spoken form. Japanese, German, Korean or Arabic language proficiency a plus. Expert skills in MS Excel required. Experience with Netsuite, Salesforce, or other CRM. Work Environment Home office environment based in Michigan. Business Travel to support customer and technical meetings (20-30%) Disclaimer This job description is not designed to be a complete list of all activities required to be successful in the above position. DMP NA retains the right to change or assign other activities to this position.