VBDC Sales Specialist

At Cars Commerce, we’re fanatical about simplifying everything about car buying and selling. We do right by our customers and consumers to better connect the industry with simplified and tierless technology to enhance, measure and drive local automotive retail. Whether through our No.1 most recognized marketplace, Cars.com, our industry-leading digital experience, Dealer Inspire & D2C Media, our trade and appraisal technology, AccuTrade, or our new Cars Commerce Media Network, Cars Commerce is essential for success in the automotive industry.

No one ever travels alone here: at its core, Cars Commerce is collaboration. In fact, it’s built into the very fabric of our shared values. We like to say we Rise Together – putting people at the center of what we do, from consumer to customer to community. Life at Cars Commerce makes it easy when we share the ethos to be Open to All, encouraging open-minded communication because we know diverse thinking yields better outcomes. But critical to our success is Caring to Challenge and Taking Ownership, fueling a competitive spirit in a respectful environment where we think about tomorrow but act today. At our foundation, we have integrity, Doing the Right Thing, even when it’s hard. It’s our shared commitment to these values that makes Cars Commerce a place where growth becomes not only possible, but downright unavoidable.

But don’t take our word for it. As a U.S. News & World Report Best Company to Work For in 2024, we're obsessive about the employee experience. We are among the top 20% being declared “Best” of our industry based on six critical factors that are important to employee wellbeing, like quality of pay, benefits, work life balance and more.

VBDC Specialist

Summary:

Promote, manage performance review, retention, commercialize and sell, to dealerships, the D2C Media VBDC service.  Work closely with sales and customer support representatives to ensure a consistent and high-quality customer experience.

Responsibilities:

• Develop and implement strategies with the sales representative to retain and nurture relationships with existing customers.
• Schedule monthly performance reviews with existing clients. Analyze using D2C Media dealer performance reports, dashboards and benchmarks 
• Manage complaints on VBDC product and follow up with customers
• Participate in the D2C Media escalation process for VBDC product when customers feel/need to get a support request prioritized or when they feel SLA is not met.
• Act as a trusted advisor to customers, offering VBDC service that align with their business implementation.
• Define and track KPIs to assess the effectiveness of the CRM customer engagement with the product.
• Understand the competition
• Build and maintain strong, long-term customer relationships through regular communication and exceptional customer service.
• Develop strategic plans to promote VBDC service, increase market share, and achieve sales targets.
• Nurture prospects and facilitate the proposal process
• Participate in VBDC delivery

Additional Responsibilities

Retain and Grow Existing Accounts:

• Develop and implement strategies with the sales representative to retain and nurture relationships with existing customers.
• Schedule monthly performance reviews with existing clients. Analyze using D2C Media dealer performance reports, dashboards and benchmarks 
• Manage complaints on VBDC product and follow up with customers
• Participate in the D2C Media escalation process for VBDC product when customers feel/need to get a support request prioritized or when they feel SLA is not met.
• Act as a trusted advisor to customers, offering VBDC service that align with their business implementation.
• Define and track KPIs to assess the effectiveness of the CRM customer engagement with the product.
• Understand the competition
• Build and maintain strong, long-term customer relationships through regular communication and exceptional customer service.

Market Share Expansion:

Develop strategic plans to promote VBDC service, increase market share, and achieve sales targets.

1. Book meetings VBDC 
2. Qualify opportunities
3. Conduct mystery shopping to understand the performance of dealerships in managing their leads, in order to offer them our services 
4. Work closely with sales reps to find new opportunities 
5. Understand your products and benefits vs your competitors 
6. Ask for dealers referrals 

Nurture prospects and facilitate proposal process:

1. Plan the strategy with your sales director or vice president
2. Nurture the prospect
3. Book a detailed presentation
4. Plan the meeting (with other D2C Media participants if needed)
5. Work with the responsible account sales representative 
6. Present D2C Media VBDC value proposition
7. Propose
8. Close transaction

Participate in VBDC delivery:

Participate and facilitate the following milestones in the VBDC delivery process.

Requirements and specifications gathering process.

• Work with the responsible account sales representative 
• Specific timelines to be respected
• Introduce them to key team members they will be interacting with
• Clearly explain the services offered, how they benefit them, and any relevant processes or protocols
• Offer comprehensive training on any software or technology platforms used with the VBDC 
• Provide contact details for support and emergency contacts
• Monitor and Manage Account Health on his first 30 days 
• Set up periodic meetings or calls to discuss the client's ongoing needs and how your product or service is meeting them (first 30 days)
• If they have an integration, ensure that it is functioning and activated

Drive Revenue Growth

• Meet and exceed acquisition targets.
• Meet and exceed revenue targets.
• Meet the retention targets 
• Build and maintain strong, long-term customer relationships through regular communication and exceptional customer service.

Monitor sales performance and improve knowledge

Update Sales CRM every day for the following modules:

• Account
• Opportunities
• Performance reviews

Participate in a weekly session with the sales director.

Participate in product sessions when appropriate.

Participate in the VBDC meeting on a bi-monthly basis. This committee aims to raise, address, and correct the issues that the VBDC faces.

Our Comprehensive Benefits Package includes:

• Medical, Paramedical & Dental Healthcare Plans
• New Hire Stipend for Home Office Set-Up
• Generous PTO
• Paid holidays

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.