OEM Account Director
IHS Markit
London, United Kingdom
1d ago

Who we are :

automotiveMastermind currently provides U.S. automotive dealers with AI / behavior prediction analytics software and marketing solutions that improve the vehicle purchase process and results.

The company’s cloud-based technology helps dealers precisely predict automobile-buying behavior and automates the creation of microtargeted customer communications, leading to proven higher sales and more consistent customer retention.

In 2017 we were acquired by IHS Markit.

IHS Markit serves more than 50,000 key customers in more than 140 countries, including 80 percent of the Fortune Global 500.

They help decision makers apply higher-level thinking to daily tasks and strategic issues across a host of industries and disciplines including energy, finance, automotive, engineering, technology, maritime and trade, aerospace and defense, chemical, and economics and country risk.

What we do :

Our proprietary software-as-a-service helps dealerships and sales teams better understand and predict exactly which customers are ready to buy, the reasons why, and the key offers and incentives most likely to close the sale.

Its micro-marketing engine then delivers the right message at the right time to those customers, ensuring higher conversion rates and a stronger ROI.

What you will do :

At automotiveMastermind (aM) our most strategic alliance partners are the automotive manufacturers (OEM’s) themselves both at the corporate level and at the region level.

This highly visible role will work with the aM executive team and OEM / region personnel to build partnership, strengthen our value proposition to mutual customers, create broader market awareness and generate new business opportunities.

He / she will develop Mastermind presence and brand within assigned customer(s) and market and ensures customer satisfaction throughout the sales process.

Account Management :

  • Develop and maintain relationships with the key OEM’s and region personnel to drive activity resulting in revenue for Mastermind
  • Works closely with sales and production teams, management, customers, other cross-functional teams and vendors.
  • Builds effective long-term relationships / high level of customer delight - with key senior-level decision makers and influencers across an assigned group of customer accounts
  • Collaborates with the IHS Markit OEM reps to ensure transparency and collaboration on OEM and region efforts
  • Strong focus on development of pilot programs at each OEM
  • Deeply understands all aspects of OEM and educates stakeholders on relevant maters and tracks performance and obligations
  • Develops strong working relationships with customer by listening to and understanding customer needs and keeping them informed of latest Mastermind developments
  • Ensures all day-to-day customer queries and issues are resolved to the customer’s satisfaction within the minimum period of time, working with other departments within Mastermind, where necessary
  • Records all information into CRM management tool and maintains history of transactions and notes for complete customer profile.
  • This position is responsible for ensuring growth in revenue, customer satisfaction, and the development of relationships within assigned account.
  • This position not only manages external and internal conversations but also handles project planning, reporting and executes tasks.

  • Be the SME on the OEM and provide knowledge to internal teams to be successful in dealership discussions
  • Responsible for tracking the progress of projects for customer, review of project plans, conduct follow-up meetings.
  • Gain support from regions for special campaigns and reallocation of region funds by working closely with the predictive marketing team on strong business cases to stakeholders
  • Responsible for the development and maintenance of positive customer relations in assigned area of responsibility.
  • Ability to translate customer needs to the appropriate technical solutions.
  • Sales Requirements :

  • Leads and contributes toward the revenue, margins and growth of OEM business.
  • Meets or exceeds targets for sales and retention metrics, such as revenue, deal volumes.
  • Product technology knowledge
  • Build relationships with IHS Markit associates within other sales teams that work with the same customer base to accelerate revenue growth
  • Prepares and communicates pricing, proposals, negotiates the terms and conditions of the sale, and closes the final sale for pilot proposals
  • Embrace a high level of autonomy; define and execute on day-to-day customer and ecosystem relationship building
  • Identify opportunities for non-Mastermind products and refer them to appropriate team members at IHSM or Carfax
  • Review management plans with Executive Management on a regular basis
  • Develops, tracks, and reports business management statistics (i.e. leads, pipeline and bookings) as well as OEM key performance indicators (i.e. usage, ROI)
  • Owns the territory management of accounts and drives the right activity at corporate and region to contribute towards Masterminds bottom line
  • Requires a significant amount of face-to-face customer interaction and travel
  • Understands and utilizes strategic selling
  • Achieves / exceeds assigned sales targets on a consistent basis
  • Responsible for developing and maintaining account plans, forecasts, and sales for assigned accounts. Runs queries and creates reports as needed.
  • Recommends pricing and negotiation strategies to sales team members and management
  • Strategy Requirements :

  • Develops and executes strategic business plans by OEM based on the Company’s strategic objectives.
  • Understand both internal and external market dynamics affecting performance of each individual OEM
  • Develop viewpoint on Mastermind capability and penetration by end customer and implement plans to drive deeper penetration
  • Plan and execute go to market strategic alliance activities with OEM’s.
  • Understand the competitive landscape and assess strategic opportunities in order to support new product development by providing feedback to Product Managers regarding customer needs, market dynamics and competitive assessments
  • Keeps current with product, industry, and competitive knowledge.
  • Provides input on new product development projects (voice of the customer)
  • Able to clearly articulate the aM value proposition.
  • Who you are :

  • Bachelor’s degree or higher required in sales, marketing, or business field with at least seven years business-to-business direct consultative selling experience, account management or equivalent combination of education and experience.
  • CRM / platform and SAAS knowledge a plus
  • Able to travel up to 60-80% of the time, inclusive of nation-wide travel
  • Extensive and progressive experience in software Sales, or with automotive OEMs
  • Proven track record of consistently hitting and exceeding quota
  • Sound business acumen and problem-solving skills; thrive in a fast-paced, dynamic work environment
  • Regularly self-assess with objective evidence and adapts work product to achieve better results
  • Vested interest in the company’s success and commitment to team
  • C-suite relationship engagement and management
  • Excellent spoken and written communication, interpersonal, relationship building and presentation skills
  • Ability to work independently (and with a team), be a self-starter; able to operate in a less / unstructured role and manage own day-to-day activities
  • Great at execution : data and results driven, detail oriented, organized self-starter
  • Proven track record to achieve sales targets, conquest new business, sell broad-based solutions and is proficient at solutions selling techniques.
  • Proven ability to take on leadership initiatives and be a change agent.
  • History of developing and executing partner Go-to-market plans
  • History of successfully developing and leading multiple strategic sell with and through relationships
  • Proficient level understanding of value proposition and sales process.
  • Proactively solicits feedback, asks questions, and resolves issues in a non-confrontational way
  • Demonstrated ability to develop customer relationships.
  • Thinks quickly, works fast, and embraces change
  • Expected Hours of Work :

    This is a full-time position. Generally, work is performed Monday through Friday, though holidays and weekends may be required.

    We believe in equal employment opportunities :

    The company provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics.

    In addition to federal law requirements, the company complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities.

    This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

    The company expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status.

    Improper interference with the ability of the company’s employees to perform their job duties may result in disciplinary actions up to and including discharge.

    This role requires 60-80% travel within the region and nationally as needed. Must live near a major airport

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