Director, Market Area (EAST)

Job Summary

The Director, Market Area - EAST role is responsible for leading the success of a market area team and the digital marketing success of the dealer and Ford Motor Company regional customers the market area team serves. The Director is responsible for implementing an overall sales, service and support strategy within their defined market area including account planning, goal setting, management, reporting, sales process optimization, escalated customer issue resolution, and market area team coaching and performance management.

Essential Functions

• Proactively collaborate with Dealer Engagement leadership to maximize revenue growth, account penetration, customer experience and satisfaction.
• Work with Dealer Engagement leadership to define and deploy processes to continuously improve Dealer Engagement team performance.
• Develop, communicate, monitor, and manage annual and quarterly sales goals for the market area team.
• Ensure the market area team adheres to sales methodology and processes and is informed of organizational updates.
• Train and coach market area team in product knowledge, customer engagement, consulting techniques, activity tracking, time and territory management, presentation strategies, competition awareness, and proper use and resolution.
• Align objectives and activities with key Ford Motor Company and FMC agency team members in designated market area.
• Provide strategic direction in designated market area and digital marketing consultation and guidance to Ford Motor Company regional team members.
• Review and approve team expenses in accordance with the Travel & Expense policy and recommend economies.
• Effectively and consistently represent FordDirect, our products and services, and value proposition to all stakeholders.
• Represent the company with the highest level of professionalism, integrity and proactive knowledge of our offerings and solutions at meetings, conferences, trade shows and regional marketing events.
• Interview, select, and onboard field team members ensuring that they are trained and prepared to perform optimally in their role.
• Manage and coach team members for role performance, career progression and skill development as needed (i.e., set goals, provide performance feedback, and conduct performance reviews).

Qualifications

• Experience: Personal B-2-B solution selling and account management experience (10 years). Digital marketing experience working with automotive retail customers (5 years). Financial management and planning experience for Sales teams at both tactical and operations levels and financial goal setting. Sales team management experience in a consultative selling environment (5 years). Development and facilitation of effective presentations at all levels of the company, to the field, dealers, and outside organizations. Leverage AI-based tools and technologies to improve efficiency, accuracy, and quality of work within scope of responsibilities. Experience managing a regional sales team.
• Skills, Knowledge, and Abilities: The drive to maximize revenue growth. Ability to effectively manage sales teams and analyze/interpret sales performance data and create improvement action plans. In-depth knowledge of Dealership digital applications including Leads, CRM, Advertising, Website behaviors, and best practices. Understanding of overall Dealership Operations including variable & fixed ops, profit centers, and inter-connectivity. Proactively problem-solve and multitask while maintaining composure and attention to detail. Follow-through mindset to uphold a 'close the loop' culture. Ability to demonstrate good judgment, high ethics and project a professional image. Ability to work independently and as a collaborative team member with a positive 'can do' attitude. The drive to identify and seize opportunities for continuous improvement as business needs change. Excellent organization, flexibility and time management skills and the ability to work in a dynamic, deadline-driven environment. Exceptional interpersonal and business communication skills (written, verbal, listening). Advanced Microsoft Office skills (Word, Excel, and PowerPoint). Solid people management skills and the ability to create a motivational environment for team members. Knowledge of HR-related principles such as goal setting, discrete communication, and performance management and feedback.
• Education: Bachelor’s degree in Business, Marketing, Technology, or equivalent of work experience and education.

Benefits and Pay

• Target Base Salary Range is $108,750-$120,000. Actual compensation may vary due to factors such as experience and skill set (e.g., if an applicant far exceeds the minimum and preferred qualifications for the role).
• Benefits include medical, dental, vision, and ancillary benefits like pet insurance and legal services, and Summer ½ Days on Fridays.
• We offer 401(k) retirement plan with an employer match; a myriad of rewards and recognition programs; generous holidays and paid time off, including paid time off between Christmas and New Year’s Day and paid time off to volunteer and serve your community.
• Employees are also able to participate in our Diversity & Inclusion council and Women of FordDirect resource groups and a variety of teambuilding and employee events.