At Edmunds we’re driven to make car buying easier. Ever since we began publishing printed car guides in the 60’s, the company has been in the business of trust, innovating ways to empower and support car shoppers. When Edmunds launched the car industry’s first Internet site in 1994, we established a leadership position online and have never looked back. Now, as one of the most trusted review sites on the Internet, millions of visitors use our research, shopping and buying tools every month to make an easy and informed decision on their next car. For consumers, we bring peace of mind. For dealers, we make tools to help them solve their problems and sell more cars. How do we do it, you ask? The key ingredients are our enthusiastic employees, progressive company culture and cutting-edge technology. Want to join the team? Read on to find out how!

 What You’re Applying For:

The B2B Inside Relationship Manager’s core roles are to increase company sales, retain dealers, and use consultation techniques to improve dealer and company performance. Managing a set book of business that is generated by field sellers and call center reps, the Relationship Manager is the point person for the dealer. The Relationship Manager forwards all dealer technical issue calls to Dealer Operations and concentrates on performing outbound consultation meetings with their dealers. The Relationship Manager analyzes current dealer spend and determines products that will increase dealers’ current share of wallet. Utilizing CRM data mapping tools, the Relationship Manager dissects their territory based on multiple data points to prioritize upsell opportunities and increase team efficiencies. The Relationship Manager researches dealer product usage and tailors retention calls to prove Edmunds’ value. The position also creates customized and personalized content that they train to each new dealer. The Relationship Manager also studies their territory for patterns, themes, and challenges. The findings are compiled and shared with Dealer Operations, Product, Marketing, and Sales to develop better efficiencies, address gaps in service, and improve products.

 What You’ll Do:

• Accountable for maintaining an assigned base of dealers to retain their current “core” business and expanding their product portfolio 
• Onboard new dealers after they are sold by Sales Executives and installed by Dealer Operations using Zoom to conduct a “Launch Training” 
• Conduct consultative “Optimization Analysis” with new dealers, discovering areas to improve their product usage
• Conduct outreach calls and hold retention meetings with dealer principals and general managers, proving the value Edmunds is delivering to the dealer 
• Utilizing MapAnything and SalesForce dashboards to strategically improve territory upsell penetration
• Discover and document patterns, themes, and challenges being seen and heard in your territory. Sharing and collaborating with other teams to determine better methods or products to improve the Edmunds’ experience for our dealers
• Responsible for updating relevant customer information - including but not limited to daily activity, pipeline, opportunity updates, and maintenance of monthly goals with Salesforce CRM

Challenges:

• Dealers are consistently busy and may not have time to return your phone call. A Relationship Manager needs to be persistent and maintain a positive attitude in their approach
• Some dealers who are questioning their results may become passionate. A Relationship Manager must have the confidence in the Edmunds product and the ability to defuse heated conversations.

What You Need:

• High School diploma, GED or equivalent education and 3 years of related experience 
• 2 - 3 years telephone or inside sales experience with an emphasis on retention sales 
• Experience in a goal/quota-based sales environment with the ability to ask for and close the sale 
• Prior account management or sales experience with a successful track record of retaining and growing existing accounts 
• Ability to work independently and think strategically regarding customer account retention and development
• Strong oral and written communication, analytical, and problem solving ability 
• Proficiency with MS Office (Word, Excel, PowerPoint) 
• Flexible with schedule based on dealers’ time zones 

Preferred Qualifications 

• Automotive industry experience 
• Demonstrated stable track record of success in Sales
• Previous experience calling into our automotive customer base 
• Previous experience forecasting sales revenue
• Experience with Google Analytics or digital advertising reporting 
• Proficiency in Salesforce CRM 
• Proficiency in Zoom or GoTo Meeting 
• Experience with insidesales.com, fastcall or other power dialer tools

Working @ Edmunds.com:

Employees think it’s a pretty great place to work and some pretty impressive publications think it is too: we have been recognized as one of the best places to work by the Fortune Magazine and Great Places to Work, LA Business Journal (for the last 6 years!), Computerworld, and Built in LA. We've also been identified as one of the best workplaces specifically in Technology and also for Diversity and Asian Americans. In fact, our CEO, Avi Steinlauf, was rated as one of Glassdoor's Highest Rated CEOs! If you’re interested in learning more and joining our mission, we’d love to hear from you!

Edmunds will consider for employment qualified candidates with criminal histories in a manner consistent with the requirements of all applicable laws.

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