Sales Director
Omnitracs
Job Title/Location
Who We Are
Solera is a global leader in data and software services that strives to transform every touchpoint of the vehicle lifecycle into a connected digital experience. In addition, we provide products and services to protect life’s other most important assets: our homes and digital identities. Today, Solera processes over 300 million digital transactions annually for approximately 235,000 partners and customers in more than 90 countries. Our 6,500 team members foster an uncommon, innovative culture and are dedicated to successfully bringing the future to bear today through cognitive answers, insights, algorithms and automation. For more information, please visit solera.com.
The Role
Identifies, evaluates, wins new and/or manages & grows existing strategic sales opportunities and customer relationships with Insurance carriers, Automotive OEMs and Automotive OEM Dealer Groups and their Repair Networks, Independent Automotive Repair Networks and other relevant customer segments. Includes launch of new strategic products into the market. Net Revenue Growth (per customer, per product, across current FY+3, per customer segment) and Contracted Sales Amount (Renewals, Incremental/New) are key metrics of the outputs expected from this senior position.
What You’ll Do
Key Accountabilities & Responsibilities (Maximum of 8)
These are not tasks or activities, but the overall outputs this role is responsible / accountable for.
In addition to Sales financial targets ($Revenue_Retention and $Incremental_Annual_Contracted Value), individual accountabilities cover:
- New Customer wins (named & quantified $Annual-Contracted-Value, and $Revenue Recognised in the FY)
- New Products/Platforms (named & quantified $Annual Contracted Value and $Revenue Recognised in the FY FY)
- Account Management & BAU Growth targets (incl. Renewals) - $Revenue_Retention, $Incremental_Annual_Contracted_Value from sales driven price increases and/or volume increases, and other named deliverables
- Leadership targets - Mentoring & Development of named individuals, One Solera Collaboration primarily related to peer relationships across Solera (i.e. beyond Sales, and more specifically with P&D Org, Prof Services Org, GIT Org, Customer Support Org)
i.e. KPIs cover the identification & closing of opportunities/contracts, managing & growing long term customer relationships, increasing Solera revenue (via covering white-spaces, widening product footprint & increasing Revenue per Claim/Revenue per Transaction) and therefore value for the customer. Customer & Product centric, quantified.
What You’ll Bring
Experience, Knowledge and Skills
Typically requires a minimum of 15 years of track record of success in B2B enterprise-grade Software & Data Technology Sales, preferably in Automotive industry sector and/or Insurance sector (a track-record of success in similar sectors will be considered). Minimum requirement is Bachelor’s degree. Demonstrated ability and strong track-record of success in the following:
- Continuous high revenue growth/sales of high-value high-complexity B2B enterprise-grade technology & data solutions within the Automotive OEM (vehicle repair) and/or Insurance (auto claims) customers spaces, navigating the multiple stakeholders and their requirements within customer organisations.
- Know-how of (i) Automotive OEM and/or Insurance processes & ecosystems (within Insurance the know-how required is primarily in Claims, however Underwriting/Pricing would also be considered) and the use of Software & Data in these ecosystems to improve efficiencies and decisions, and (ii) Insurers’ regulatory environments and obligations.
- Continuous high revenue growth/sales of technology & data solutions to OEMs and Dealer Networks customers (beyond primary focus on OEMs and Dealer, the position covers Fleet & Leasing segment), also navigating the multiple stakeholders and their requirements within the customer organisations.
- track record of success in closing customer contracts (implicitly assumed above) – $1m+ per annum to $100K per annum per contract per customer
- Know-how in deploying and leading multiple sales approaches, matching the right approach to the right customer segment (e.g. strategic/key account management & new sales, field and/or inside sales for high volume/low value customers segment)
