Strategic Sales Executive

Who We Are:
L2TMedia, a premier digital marketing company, brings 20 years of experience and a robust suite of marketing solutions to the automotive industry. Partnering with thousands of dealers across the country, we help dealers build awareness, engage customers, and generate qualified leads. We provide our clients with the best service possible by offering innovative technology and a strong expertise in Google, Facebook, and Amazon advertising.
L2TMedia has been ranked by Inc. 5000 list (7 years) and Crain’s Fast 50 (5 years). We offer an environment of growth from within, constant collaboration, and ongoing training to take you to the next level. Our office is conveniently located within a few minutes of the CTA and Metra. Our hybrid work model allows employees to have a great work-life balance. Employees work 2 days in the office and 3 days remote with an anchor in office day on Wednesdays.
We are currently looking to fill a Strategic Sales Executive position at L2TMedia!
Job Summary
 

• The Strategic Sales Executive reports to the Regional Sales Director and is responsible for developing and executing the appropriate market strategy in order to earn prospective business, and advise current customers in order to maximize revenue and hit a new/upsell/retention revenue quota consistently. This position will drive the business from the country’s largest dealer groups and within our OEM certified programs. Within their existing book of business, they will identify and pursue upsell opportunities and work to ensure the client is retained and happy to earn referrals. The Strategic Sales Executive will manage the progress and results of their account base, evaluate account performance and advise the product teams of ways to maximize dealer spend for best ROI. This is a remote position, but US residency is required.

Responsibilities
 

• Plan strategically for growth of your books of business by understanding market potential for an existing customer list and ability to maximize share within the current book.
• Identify your prospect targets based on your current relationships, l2t’s OEM programs and your referral network and execute tightly against that plan
• Be a resource for the Marketing Team, providing information and individual client success and areas for improvement, and assist with successful implementation of objectives
• Clearly communicate with cross functional teams to give visibility into the marketplace to help product development
• Conduct reviews with clients to ensure negative performance trends are identified and rectified and positive trends are communicated
• Continuously review the existing account portfolios to enable better and more focused day-to-day customer relationship management via your partner Customer Success Team member or yourself
• Effectively transition accounts to Customer Success Team members to maximize revenue creation opportunities and minimize customer cancellations
• Engage with the fast-paced environment and think strategically to build business and problem solve
• Exceptional understanding of sales methodology to approach and uncover needs and upsell current customers / new prospects and present L2TMedia solutions
• Generate profitable new business, focusing on a high average deal size on ever sale
• Identify your prospect targets based on your current relationships/book of business, L2T’s OEM programs and your referral network and execute tightly against your account plan
• Leverage account plan to grow your book of business by understanding market potential for an existing customer and aim to maximize share of groups within the current book
• Maximize L2TMedia’s market share within our certified OEM programs (FCA, Mazda, and Acura)
• Monitor / Identify and work with at-risk accounts to create appropriate action plans
• Proactively monitor and analyze account performance and trends to determine adjustments to dealer expectations, goals, and objectives. Share feedback internally and serve as a leader within the organization to help improve overall business processes
• Research, communicate and discuss industry issues and trends with customers and prospects to show credibility
• Respond to client escalations and communicate Customer Success Team with dealership facts identified during in-field visits
• Ride-along with new sales hires demonstrating the L2TMedia way of selling and maintaining accounts in the field
• Use strong technical and business development skills to increase your customer’s utilization of current products/technology as well as sales of new technologies as they are released

Education Requirement
 

• Bachelor’s degree or other equivalent years of experience preferred

Required Skills
 

• 3-4 years of experience selling to franchise automotive dealers
• 2+ years of experience selling Paid Search advertising
• 1-2 years of experience in Digital Media platforms, specifically with Google Analytics,
• Google Ad Network, Microsoft Ads, SEO, Facebook
• Ability to translate technical aspects to customer facing business language
• Proven track record of flawless execution and attention to detail
• Strong computer skills (Word, Excel, PowerPoint, Outlook)
• Mastery of Google Analytics & Google Ad Network
• Strong ability to understand a Digital Media report and translate it to a dealer
• Strong ability to understand Google Analytics trends and communicate the details of it to a dealer
• Strong ability to understand complex technology and explain their benefit to the client
• Communication skills (clarity, tone / convey information in an organized, efficient manner that is suitable for the audience in both written and verbal communication)
• Must be able to sit for long periods of time, be in front of a computer, and be on teams and phone calls for 8 hours/day.
• Must be able to have a valid driver’s license and be able to drive for the role
• Must be able to fly to conduct in-person client visits.
• Average amount of time traveling – whether driving or flying - is 60% to 70% for this role and the SAM is to manage up to 35 in person meetings per month.
• When not driving or flying, SAM’s are expected to sitting be in front of a computer 8 hours/day making and logging calls, logging all call information into Salesforce, doing client research, compiling data for client reports, creating detailed reports of digital marketing for approx 20 clients.
• SAM’s are expected to make on average 25/30 calls per day to clients and prospective clients when traveling and an average of 50 per day on office days.
• SAM’s are expected to set up and conduct 8 to 10 Dealer Client meetings per week which can take place in-person and via teams.

Preferred Skills and Experience

• Advertising agency experience
• Salesforce CRM experience
• Jira, or ticketing system experience