Lender Solutions Manager

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Job description

Position Summary

The Lender Solutions Manager will be responsible for driving incremental revenue for the Lender Solutions division of Black Book by identifying, developing, presenting and executing precision solutions to the automotive finance industry. In this role, the Lender Solutions Manager will focus on expansion and utilization of our suite of data and analytics-oriented products and services primarily focused on the automotive finance community. This rare opportunity to join one of the most recognized names in the automotive and finance industries will focus on driving incremental revenue for Black Book. Successful candidates will create and execute a sales strategy that emphasizes a highly specialized consultative sales approach, while focusing on C-Level executives serving the automotive finance, title loan, insurance, credit bureau and other automotive finance related verticals.

What You'll Be Doing

• Utilize your knowledge of the automotive and automotive finance industries to develop new customer relationships, while growing and solidifying existing Black Book relationships to increase our customer base, market share and share of wallet
• This will include, but not be limited to, representing Black Book at automotive and finance industry events including conventions, conferences and other engagements where the Lender Solutions Manager will work alongside members of the Lender Solutions Sales team to expand Black Book's footprint within the automotive finance vertical
• Establish and maintain relationships with industry 'influencers' and key strategic partners
• Assist the company in achieving annual revenue goals through development of new and existing accounts, as well as by developing key contacts within strategic accounts throughout the automotive lending and financial communities
• Responsible for developing revenue growth strategies to maximize revenue while maintaining the highest levels of service standards and values in support of organizational strategy and objectives
• Present and articulate complex data solutions
• Develop and implement new sales initiatives, and provide input to the Leadership Team regarding sales strategies and future planning
• Prepare weekly/monthly sales reports showing sales volume, opportunity pipeline, activities, and areas of proposed client base expansion
• With the help of SalesForce.com, place a high emphasis on active pipeline management, including proper vetting of opportunities, accuracy in forecasting, probability to close, etc

REQUIRED SKILLS/EXPERIENCE:

· 10+ years or greater experience in a sales or sales leadership role within the automotive finance industry, with a preference for a strong automotive data background

· Proven, extensive knowledge of the automotive finance industry

· Previous experience and extensive knowledge of working with and engaging companies in and around the automotive finance space

· Experience engaging and working directly with a variety of stakeholders in the lending and finance arenas, including risk managers, remarketing and collections personnel, along with C-Level executives

· Highly functioning ability to manage long sales cycle projects

· Highly developed emotional intelligence and critical thinking skills

· Experience with automotive data products and their application within the automotive finance industry

· Demonstrated track recording of meeting/exceeding sales and financial objectives both within individual and team settings

· Commission and/or variable based compensation experience

· Highly developed collaborative sales and leadership skills

· Exceptional strategic, critical and analytical thinking skills

· Experience with and aptitude for comprehending, gathering and communicating data and technology requirements

· Up to date on current sales and marketing trends, including social media, whitepapers, blogs, etc

· Exceptional Business Acumen and professional presence

· Assertive and motivated

· Lifetime learner mentality

· Strong verbal and written communication skills

· Excellent presentation and demonstration skills

· Excellent interpersonal communication skills

· Ability to travel, with frequency as much as 2-3 nights per week at times