Location: The selected candidate must reside in the Los Angeles/Orange County area, and will be reporting into the Torrance, CA office.
Working Relationships: Will interact frequently with all levels of clients, including the C Suite. Works directly with Solution Design and Operations personnel on an ongoing basis. May work with Technology team(s) as needed.
Primary Responsibilities
Sales Planning and Account Management: Works closely with Sales Management, Operations, and Solution Design to develop account plans. Maintains ongoing relationships with client contacts to assist with any operational issues after the sale is closed. Collaborates with the Maritz Operations team to ensure day-to-day operations are occurring as intended and agreed upon. Consistently and accurately updates details on current accounts with any changes or new activity utilizing Maritz planning tools.
Research and Prospecting: Screens targeted list of accounts according to Maritz qualifications. Actively seeks new leads and maintains contact with referrals. Develops relationships with prospective clients through networking and making new contacts throughout all levels of their organizations. Leverages referral sources and networks within existing client organizations to create future opportunities. Reviews and understands the financial condition of prospective clients and plans a sales approach that best incorporates how Maritz can help with their business results. Works closely with Sales Management and Solution Design team to create relevant sales pitches to deliver to prospects. Develops key questions to be used to probe for and understand our potential and existing clients' business challenges.
Problem Solving and Selling Value: Develops sales strategy for accounts related to client's challenges and needs and communicate those to the Solutions Design group. Creates value-add proposals for the more basic solutions. Collaborates with Solutions Design to co-create more complex, value-added proposals that best fit the clients' needs and sales strategy developed. Through the collaboration with Solution Design and Analytic teams, develops client specific data insights to articulate the tangible and intangible values of our recommendation to clients and describe why our products/services are superior to that of our competitors. Utilizing metrics and/or data insights provided by the Analytics team, reviews the effectiveness of Maritz products/services during and after implementation to develop lessons learned for future opportunities.
Negotiation and Closing: Anticipates client objections and prepares counteroffers. Collaborates with Sales Management and Finance to structure deals. Adjusts terms or bundles products for better pricing. Reviews and finalizes deals with management approval before presenting to clients and securing their commitment. Keeps track of key decision-makers within the client organization and ensures all concerns are addressed. Secures signatures on the Statement of Work (SOW) and promptly obtains the final agreement and contract. Grows an account portfolio on a year over year basis.
Qualifications
Bachelor's degree required.
5 to 7 years in direct, consultative sales experience with proven strong year-over-year growth in gross profit of assigned book of business.
Ability to lead both internal and client teams.
Ability to distinguish reliable information resources for client research purposes.
Must have demonstrable financial and business acumen to be able to interact with all levels of clientele, including C-level.
Willingness to seek new business opportunities.
Must have active listening skills. High level of confidence to ask direct questions and problem solve.
Excellent written and verbal communication skills required.
Proven track record in sales within the automotive industry preferred.
Experience establishing relationship with an automotive OEM client base preferred.
Experience and understanding of automotive dealerships is an advantage.
Salary: $125,000 – $155,000 + bonus incentives (dependent upon experience).
Maritz offers a comprehensive benefits package for full-time employees including medical, dental, vision, life insurance, disability, 401k, tuition reimbursement, paid time off, and more! Part-time employees may qualify for medical, 401k, and paid time off depending on total hours worked. View all details at www.MaritzBenefits.com.
Maritz will only employ applicants who have authorization to work permanently in the U.S. This is not a position for which sponsorship will be provided. Those who need sponsorship for work authorization now or in the future are not eligible for hire. No calls or agencies please.
Maritz is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, age, marital status, political affiliation, sexual orientation, gender identity, genetic information, disability or protected veteran status. We are committed to providing a workplace free of any discrimination or harassment. If you have a disability and are having difficulty accessing or using this website to apply for a position, you can request help by calling 1-636-827-0335 or by sending an email to peopleanddevelopment@maritz.com.