Market Area Manager

Company Description



Founded in 1972 by Don Foss, the world's largest independent used car dealer in the 1970s and 1980s, Credit Acceptance provides vehicle loans to consumers regardless of their credit history.  Without our Company, consumers may be unable to purchase a vehicle, may purchase an unreliable one, or may not have the opportunity to improve their credit standing.  To date, Credit Acceptance has helped to change the lives of nearly 300,000 consumers.

Offered through a nationwide network of over 1300 automobile dealer-partners, our Guaranteed Credit Approval Program provides dealer-partners with the opportunity to deliver credit approvals to consumers within 30 seconds through the Internet using our patented Credit Approval Processing System (CAPS).  Headquartered in Southfield, Michigan, with an additional call center in Henderson, Nevada, Credit Acceptance is a 750-employee growing and progressive Company lead on the values of honesty, teamwork, learning, urgency and fun.  Credit Acceptance is publicly traded under the symbol CACC.  For more information, visit www.creditacceptance.com.

Job Summary



The Market Area Manager (MAM) role exists to help Credit Acceptance grow its business by increasing the number of active dealer-partners (DP?s) we do business with at the same time increasing the number of deals per active dealer partner in their respective market.

 

The MAM is responsible for having a thorough understanding of the market, competitors and dealers in the defined territory in order to create the most effective strategy to increase our dealer partner base and contract volume.  The MAM will partner with the Director of Sales (DOS) to make sure that the right strategies and actions are being implemented and that the desired results are being achieved.  By using various prospecting methods, it is the responsibility of the MAM to keep an active pipe-line of prospective Dealer Partners.  The MAM is expected to be able to effectively evaluate every potential Dealer Partner so that those with the highest likelihood of success are brought on to our program. 

 

It is imperative that the MAM engage in the necessary actions to set the new Dealer Partners up for success.  This is achieved by providing the appropriate level of support to each new Dealer Partner prior to the initial training visit in Southfield, as well as serving as a business consultant.  The MAM is expected to provide on-going assistance in helping the dealer partners to analyze their performance on the program, identify any areas where there could be improvements, and assist the dealer partners in crafting and implementing the best possible solutions that will lead to the desired results (e.g., high contract volume, high collections, etc).  The type and degree of on-going support that the MAM provides each dealer partner will vary based on the specific needs of each dealer partner. It is important that the MAM be able to accurately assess the specific type of support that each of the dealer partner needs from the MAM in order to be successful and have an ongoing prosperous relationship with Credit Acceptance.

 

Job Details



?  Prospecting / Signup:

o  Undertake enough prospecting to generate a pipeline of quality prospects

o  Perform an adequate number of presentations to prospective dealer-partners

o  Establish rapport with the key people at the dealership which could include the owner, GM, CA Mgr, any other decision-maker (initial meetings are effective -  quickly establish positive relationships)

 

?  Building the Relationship (Sales Skills):

o  Establish rapport with the key people at the dealership which could include the owner, GM, CA Mgr, any other decision-maker (initial meetings are effective -  quickly establish positive relationships)

o  Communicate effectively (clear, concise, speaks at the right level for the listener, flexes to their style)

o  Run effective meetings (Has clear agenda, has invited the appropriate people, is organized, is "in charge", summarizes outcome of meeting, discusses next steps, time-lines, responsibilities, etc)

o  Give effective presentations (strong presence, organized, persuasive, engaging, etc)

 

?  Servicing:

o  The necessary pre-training work to prepare a dealer-partner for the CAU Experience

o  The kick off of the new dealer-partner (1st Week) to ensure that success is experienced

o  Perform the necessary servicing the first 45 days after kickoff to ensure the dealer generates business

o  Perform a market analysis to segment dealers (performance and engagement) and provide service accordingly

 

?  Being the Consultant (Problem-Solving):

o  Consistently and effectively identify and analyze problems the dealership is facing as well as problems in the market.

o  Play active role in implementing solutions to problems (or help DP to implement solutions) and conduct appropriate follow-up to determine if the solutions are actually working.

 

?  Spending Time Effectively (Planning & Time Management)

o  Spend time effectively (prioritizes activities properly to ensure that the metrics / measures are getting met)

o  Respond to requests, voice mails and emails from all parties promptly (within 24 hours of request/message)

o  Engage in an effective amount of call preparation and meeting preparation (e.g., adequately plan for phone calls and in-store visits)

 

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