Inside Sales

Inside Sales

Role Summary

The ADI Customer Service Inside Sales Representative is a critical driver of sales and operations of the Accessories Distributorship (ADI), and accomplishes organizational goals by providing excellent customer service, effectively assessing customer needs, accurately processing customer orders and returns, quickly and effectively resolving customer issues and complaints, and exploring opportunities to add value to the role.  Working in a world-class distribution company, the primary focus of this role is the growth and sustained performance of all ADI customers.   

The ADI Customer Service Inside Sales Representative performs a variety of sales, customer service, and administrative functions, all with the ultimate goal of achieving company sales objectives, maintaining high levels of customer satisfaction, promoting a safe and productive work atmosphere, and improving ADI profitability.  This role requires tactful, courteous, and professional communication skills, analytical aptitude, sales and marketing skills, a customer serving mindset, patience under stressful conditions, and a strong will to achieve.  An ADI Customer Service and Inside Sales Representative is generally familiar with the trends and operational processes of automotive dealerships, as well as the products, promotions, and processes provided by the ADI and the Manufacturer.  Utilizing seasoned attention to detail, the ADI Customer Service and Inside Sales Representative provides each dealership customer with premium service and product knowledge.   

Department
ADI

Reports To
ADI Sales Manager

Position Type
Full-Time

Est. Weekly Hours
40/hrs

Key Functions

Core

  • -Provide front-line customer support to dealership customers who call the ADI to place orders, inquire about product information, check order status, or have other related issues. 
  • -Train, coach, and mentor dealership personnel with regard to GM Accessory products and related programs and processes 
  • -Ensure effective use of time, materials, and assets provided by the ADI and General Motors 
  • -Prioritize and communicate regular updates to dealership personnel regarding current promotions, new products, process changes, and other relevant information 
  • -Effectively work with Territory Sales Managers to report, address, and correct customer service issues as they arise 
  • -Regularly seek to fill downtime by completing administrative and other duties that help advance the sales of accessories 
  • -Consistently seek innovative ways to increase dealership engagement, grow sales, improve productivity, enhance customer service, and increase company profit 
  • -Actively build and enhance trusting relationships with dealership staff in a way that transfers the same level of trust toward the ADI as a whole 
  • -Ensure customer expectations are met and take effective and immediate action to resolve any issues that occur  
  • -Effectively work in cooperation with accounting, warehouse operations, marketing, and other departments within the company in a way that benefits the culture, productivity, and profitability of the company as a whole 

On-Going Proficiency Training

  • -Schedule and successfully complete all ongoing professional training and certification(s) requirements on a timely basis 
  • -Maintains professional and technical knowledge by participating in formal training sessions, sales meetings, on–the–job coaching, sales workshops, on-line webinars, and reading manufacturer’s bulletins and industry publications. 

Compliance

  • -Maintain up-to-date knowledge of and demonstrate understanding and compliance with all federal, state and local regulations and consumer protection laws that affect the ADI sales role  
  • -Ensure compliance with manufacturer expectations with regard to conflict resolution, training, performance, and other requirements 
  • -Understand and monitor adherence to manufacturer’s warranty and policy procedures 

Performance

  • -Maintain high levels of customer satisfaction  
  • -Routinely exceed customer expectations, processing each transaction with speed, accuracy, and attention to detail 
  • -Quickly and completely follow through with all tasks promised to customers and fellow employees 
  • -Support and adhere to all ADI standards and operational policies  
  • -Regularly and consistently meet or exceed sales goals and objectives 
  • -Continually works with all dealers to establish, maintain, and complete goals and initiatives  
  • -Demonstrate flexibility and agility as demands change and require realignment of strategy and focus 
  • -Demonstrate ongoing openness to receive developmental feedback while maintaining a positive mindset  
  • -Maintain a positive culture within the ADI that promotes employee productivity, innovation, and longevity, and enhances trust and respect of fellow employees and customers 

Administrative

  • -Clearly understand monthly and quarterly sales promotions and related incentives, and works with sales staff to engage Dealers   
  • -Timely and accurately process dealership orders, returns, backorders, special order fulfillment, ecommerce, and other business transactions 
  • -Observe and maintain order tracking processes within AccPac, ADS, Elite Extra, and other order related systems  
  • -Accurately file and track paperwork related to returns, credits, invoices, delivery confirmation, and other documentation as required 
  • -Periodically review, analyze, and modify daily processes as required, to assure continued improvement in performance, productivity, and customer satisfaction 
  • -Actively participate in all required ADI sales and operations meetings 
  • -Resolve disputes and customer issues quickly and efficiently

Key Competencies

Intra- and Interpersonal

  • -Consistently models and reinforces ethical behavior in self and others 
  • -Earns others’ trust and respect through consistent honesty and professionalism in all interactions 
  • -Consistently remains open to receive and learn from ongoing developmental feedback and maintain a positive mindset 
  • -Respects and maintains confidentiality, does the right thing even when it is difficult, does not yield to pressure to show bias or manipulate others 
  • -Does not misrepresent self for personal gain 
  • -Demonstrates a high level of service delivery 
  • -Does what is necessary to ensure customer satisfaction  
  • -Deals with service failures and prioritizes customer needs  
  • -Resilience to maintain a customer focused, positive mindset, despite obstacles, conflicting agendas, and changing priorities 
  • -Gains member satisfaction and loyalty 
  • -Builds and maintains customer satisfaction with the products and services offered by the ADI and the Manufacturer 
  • -Quickly and completely follows through with all promises made to a customer 
  • -Remains open to many approaches to address and resolve issues; explores options when unable to deliver a requested product or service, and pursues solutions until the customer is satisfied 
  • -Recognizes adverse customer reactions and develops better alternatives 
  • -Demonstrates the ability to convey thoughts, express ideas, and present information effectively through the spoken or written word, whether face-to-face or via use of technology tools such as phones and computers 
  • -Checks for understanding of the communication by asking open-ended questions that draw out the listener’s understanding 
  • -Adapts communication style to the audience and listens with the intent to understand 
  • -Effectively provides complete and useful information to customers and ADI management  
  • -Promotes cooperation and commitment within the team to achieve goals and deliverables;  
  • -Demonstrates ownership of goal setting, commitments, and accomplishments;  
  • -Involves everyone on the team and encourages team unity through sharing information and expertise, working together to solve problems and putting team success first;  
  • -Knows and supports teammates’ work and deliverables;  
  • -Helps teammates who need or ask for support or assistance. 
  • -Remains open-minded and is able to change position on the basis of new information, perform a wide variety of tasks, and quickly change focus as demands change 
  • -Transitions effectively from task to task and easily adapts to varying customer needs 
  • -Responds to change quickly; changes personal, interpersonal, and professional behavior quickly based on the needs of a customer or situation 
  • -Openness to work with, support, learn from, and challenge team members in a constructive way 
  • -Re-evaluates decisions when presented with new information, readily integrates changes into work
  • -Determines priorities and allocates time and resources effectively 
  • -Sets priorities with an appropriate sense of what is most important and realistically anticipates obstacles 
  • -Tracks progress and completion of activities to accomplish stated objectives  
  • -Develops systems to organize workflow to ensure quality accuracy and timeliness of output 
  • -Employs analytical abilities, using a logical systematic and sequential approach to resolve problems in a variety of contexts 
  • -Uses skillful questioning to draw out specific information needed to clarify the situation and identify root causes of problems 
  • -Gathers, organizes and analyzes information to assess the situation 
  • -Probes multiple sources for possible solutions 
  • -Develops and evaluates alternative courses of action 
  • -Diligently attends to details and pursues quality in accomplishing tasks 
  • -Follows detailed procedures and ensures accuracy in documentation and data 
  • -Checks work to ensure accuracy and completeness 
  • -Organizes and maintains a system of records; provides information in a usable form and on a timely basis to others who need to act on it 
  • -Performs work in a safe manner at all times 
  • -Avoids shortcuts that increase health and safety risk to self or others 
  • -Check for and correct potential hazards or breaches of security plans while in the workplace or in the field 
  • -Responds positively to safety-oriented feedback 
  • -Encourages and supports others to be safe while at work 
  • -Understands and uses different technology tools to increase productivity and improve efficiencies 
  • -Demonstrates a solid working knowledge of computer systems, software applications and internet tools applicable to his/her work   

Knowledge

  • -General comprehension of automotive dealership processes, roles, functions, and trends 
  • -Familiarity with all GM Accessories and IBP products 
  • -Familiarity with GM programs that support GM Accessories, ie. MyRewards, Business Choice, ADS Ecommerce, etc. 
  • -Understanding of inventory control management in an automated environment 
  • -Understands principles of marketing, business management, sales, and leadership 
  • -Familiarity with financial processes and terminology, as well as general car business acronyms 
  • -Familiarity with and ability to use different outlets of communication, including but not limited to telephone, email, text messages, etc. – level of communication skills should be superior with typing, writing, and speaking being fluent and professional 

Experience

  • -Demonstrated track record of success for at least two (2) years in a sales or business management role  
  • -Experience in an automotive dealership preferred, but not required 

Skills

  • -Technology savvy 
  • -Capability to work with multiple software programs including but not limited to Microsoft Teams, GoTo Meeting, Gmail, Google Drive, Excel, Microsoft Office etc. 
  • -Good command of basic math skills  
  • -Strong “customer serving” mindset 
  • -Initiative-driven self-starter who can balance multiple priorities, organize workload and meet deadlines in a fast-paced, results driven environment 
  • -Self-motivated and able to work effectively with minimal supervision 
  • -Solid organizational skills and attention to detail 
  • -Professional, polite and persuasive phone, e-mail, writing and interpersonal communication skills 
  • -Strong listening, interpreting, written and verbal communication skills 
  • -Ability to manage and diffuse difficult or emotional customer situations, speaking clearly and persuasively in positive or negative situations 
  • -Ability to approach new products, programs, and initiatives eagerly and with a positive attitude 
  • -Professional appearance and work ethic 

Education

  • Required 
  • -High school diploma or GED  
  • Preferred 
  • -Awards or citations for excellent sales performance 
  • -BA or MA in Business or Business Management or related 

Job Readiness Training

Role-specific training will include but not be limited to:

  • GM Center of Learning – includes required learning modules and tests assigned by the manufacturer (ongoing as models change and new technologies are released). Login access to a training portal provides information on schedules, timelines, and upcoming required classes. 
  • On-The-Job Training – delivered under the guidance of the ADI General Manager, Sales Manager, Comptroller, and other leaders in the organization, learn current organizational processes, policies, and expectations for your role. 
  • Sales and Operations Meetings – learn of industry trends and changes, exchange best practices, and join the conversation in a series of monthly, quarterly, and yearly web-based and face to face meetings that include peers from within VIP Distributing, General Motors, and others. 

Performance Management

The key components to this role are the accurate processing of customer orders and returns, and quick and effective resolution of customer issues, while exploring opportunities to add value to every transaction. The ADI Inside Sales Customer Service Representative must thrive under pressure, consistently exceed customer expectations, regularly achieve goals and objectives, meet all deadlines, and be willing to tirelessly seek new opportunities to grow the business.   

  • KPI’s Include 
  • -Regularly exceed General Motors sales objectives and internal forecasts for sales and profit 
  • -High level of customer satisfaction as measured by dealer engagement data and survey results 
  • -Effectively process high volume of customer orders without making costly errors 
  • -Sustained or improved ranking among other CSRs with regard to call volume, sales per order, ecommerce fulfillment, profitability, and other metrics 
  • -Effectively resolves customer issues without incurring unnecessary costs or hardship to the ADI 

Career Succession

With appropriate experience and/or training, a successful ADI Inside Sales Customer Service Representative may transition to outside sales, multiple levels of ADI operations, management, or other Level 2 or 3 positions within VIP Distributing or the Lou Fusz Automotive Network.

Work Environment

The majority of work will be done in the St Louis ADI office. The Inside Sales Customer Service Representative is required to be present and prepared to take calls at all times during ADI business hours, with the exception of lunch and regularly scheduled breaks. While performing the duties of this job, the Inside Sales Customer Service Representative may spend several hours per day sitting at a desk, attending or conducting meetings, or walking through various warehouse conditions. Possible hazards may include fatigue, long periods of inactivity, dusty warehouse conditions, forklifts and other moving warehouse equipment, and toxic or caustic chemicals. This is a physically, mentally, and emotionally demanding role and while performing the duties of this job, the employee is regularly required to adjust quickly as changes occur throughout each day.

Travel

Some travel between dealerships, ADI warehouses, and other automotive industry locations may be possible.

Professional Business Attire

Appropriate professional casual attire will typically include slacks or khakis, dress shirt or blouse, or open-collar or company logo polo shirt.
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Disclaimer

The information contained in this Role Description is designed to include a comprehensive presentation of accountabilities, responsibilities, and activities that are deemed to be critical to the successful performance of this role.  This listing is not necessarily all inclusive and is subject to change at any time and with or without notice, based on the current or changing needs of the business.

 

 

Affirmative Action Plan /Equal Opportunity Employer

In order to provide equal employment and advancement opportunities to all individuals, employment decisions within the company will be based on merit, qualifications, and abilities. The Lou Fusz Automotive Network, or any of its affiliates, does not discriminate in employment opportunities or practices on the basis of sex, race, color, creed, religion, gender identity, transgender status, sexual orientation  national origin, marital status, age, disability genetic information, or any other characteristic protected by law.  
 

The Lou Fusz Automotive Network will make reasonable accommodations for qualified individuals with known disabilities unless doing so would result in an undue hardship. This policy covers all aspects of employment, including selection, job assignment, compensation, discipline, termination, and access to benefits and training.  

 

If you have a question or concern about any type of discrimination in the workplace, you are encouraged to bring the issue to the attention of Human Resources.  At The Lou Fusz Automotive Network, be assured that you can raise concerns and make reports without fear of reprisal.  Further anyone found to be engaging in any type of unlawful discrimination will be subject to disciplinary action up to and including termination of employment. 

At-Will Statement

The information contained in this Role Description is not an employment contract and is not intended to create contractual obligations of any kind.  Employment at The Lou Fusz Automotive Network is based on mutual consent and is “at- will” which means that you are free to resign at any time with or without cause or advance notice. Likewise, The Lou Fusz Automotive Network reserves the same rights and may terminate your employment at any time, with or without cause or advance notice provided that any applicable State or Federal law is not violated. 

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