VP of Acquisitions - Dealer Relations

Reports to: Executive VP Location: Ideal Candidate should reside in Chicago, Dallas, or Detroit. Territory: Western US Territory

Job Summary:

Executive Director of Acquisition is responsible for representing our OEM client, a leader in the automotive industry within its dealership network. The “EDA” will have or will develop relationships with key decision-makers to acquire new business.

The EDA performs a variety of duties, including, but not limited to, the following:

• Convert dealers to utilize IMI services and sell the OEM products
• Ability to meet with key decision-makers and obtain their commitment to all allow IMI to conduct a 2-day Process and Performance Review
• Be an SME on how to effectively conduct all aspects of the IMI 2-day Process and Performance Review. Ability to gather information about the dealer’s expectations on how the customer sales and service experience should be executed and where the dealer is in their business life cycle. This is to be completed in collaboration with other IMI field members
• Compile the observations, findings and create a business plan with recommendations to achieve the dealer’s business objectives and desired customer experience. Present and obtain the dealer’s commitment to the plan, utilizing IMI as a partner and selling the OEM products
• Discussions with dealerships to include dealership wealth building, succession planning, loss mitigation
• Achieve and maintain “subject matter expert” status on Client’s products and incentives
• Focus on the conversion of those dealerships presently splitting business and those not utilizing Client’s products
• Consult with dealership ownership and management on a consistent basis to review performance, product mix, incentives, promotions and opportunities
• Train, educate, and motivate dealership personnel to grow product sales at assigned dealerships
• Develop and maintain relationships with Client field teams and dealership personnel to maximize results and loyalty
• Escalate any dealership issues or concern to management and Client
• Provide requested feedback to management and Client, regarding competitive products, pricing, and any additional pertinent information
• Maintain and create account development business plans
• Utilize CRM tool to record activities, action plans, as well as competitive and market information
• Effectively manage assigned territory to deliver the highest return on investment
• Constantly evaluate performance vs. expectations
• Perform as a team player with shared goals and responsibilities
• Conduct virtual presentations to discuss results and to conquest new business
• Continue to develop and drive IMI’s culture, including our core values
• Represent the OEM and IMI brand with professionalism at all times
• Continue to expand knowledge, skills, and abilities to foster upward career growth
• Communicate and uphold the Company’s commitment to Integrity and Code of Ethics, as well as ensuring the same for the entire team
• All Other Duties as Assigned

Qualifications & Abilities

• BS/BA preferably in Business Administration or Marketing, or equivalent experience
• Minimum 10 + years of Retail Automotive experience
• Minimum of 3 + years of experience as a General Manager, with a proven track record of success
• Documented success of acquisition of new business
• Previous experience and knowledge of dealership wealth-building structures (reinsurance), cession statements, loss mitigation, and succession planning
• Proven experience delivering sales training programs with successful, sustainable results
• Keen understanding of automobile dealerships’ variable operations including:
• Sales Process, Training, and Development
• Marketing & Advertising
• Competition
• Compensation plans
• Forecasting
• CRM tools
• Demonstrated understanding of dealership Financial statements and Daily Operation Controls
• Excellent oral, written and presentation skills
• Demonstrated leadership, motivational and influencing skills
• Understanding of automotive fixed operations
• Willingness to travel a significant amount (75% or more)

Work Environment & Physical Requirements

• Works in an office setting on a regular basis
• Requires ability to sit or stand for an extended period of time
• Requires ability to travel via car or airplane on a regular basis

Classification & Compensation

• The position is full-time, salaried and exempt (from FLSA overtime requirements)
• The salary range varies, depending on experience, skills, abilities, and length of service with the Company
• The position is eligible for the Performance and Company bonus programs