Compensation Overview

The Opportunity:

The Director of Sales leads a high-performing, regional team responsible for generating sales for TrueCar platforms within a specific regional territory. This position is responsible for developing and executing sales strategies, plans and tactics to meet or exceed regional sales goals. This role will be building and leading a high-performing sales team, involving hiring and managing a team of business development managers toward meeting strategic sales targets to maximize revenue growth and market share. The Director of Sales reports to the Head of Sales.  

While this is a field-based remote position, the ideal candidate will live in the northeastern U.S. 

How you’ll contribute to TrueCar’s success:

• Build a team environment with strong morale, positive energy, and a consultative and goal-oriented culture providing clear expectations, delivering performance feedback and follow-up.
• Successfully lead Business Development Managers through a comprehensive sales strategy to achieve revenue targets and drive market penetration.
• Empower the team to build and grow long-term, trusting relationships with a range of contacts at dealerships (buyer/signer, implementer, stakeholder, etc.), including the highest level in each organization (e.g., General Manager) within your team’s region.
• Provide development opportunities for top performers to groom them for future growth and promotion while developing bench strength and depth
• Set clear performance expectations, provide ongoing coaching and feedback, and conduct regular performance evaluations.
• Serve as a Change Agent, leading change and acting as a catalyst for continuous improvement
• In partnership with Training, ensure that your team is knowledgeable and proficient on processes necessary to be successful in their role
• Demonstrate a high level of attentiveness towards the customer and create a culture that encourages high-quality service
• Partner with the Head of Sales, Senior Leadership, and Human Resources to understand the need to execute recruitment, quality of hire, the development of employees, and the retention of a diverse, quality workforce
• Effectively communicate at all levels within the organization with the ability to influence and persuade effectively
• Display courage in addressing difficult situations, aligning behavior with the organization’s position, needs and goals
• Develop trusting relationships and open communication, accepting feedback (up and down)
• Demonstrate the flexibility necessary to adjust to changing and/or additional duties and responsibilities as the market and company evolves
• In partnership with Head of Sales, support regional business P&L for assigned region

Your Expertise:

• Ability to formulate, implement, and execute sales strategy, plans, and tactics in a competitive environment
• Proven track record of meeting or exceeding sales goals, with progressive levels of responsibility; preferably in the Automobile Industry
• Extensive experience leading large territories with a sizable amount of direct reports
• Demonstrated success leading field sales organizations resulting in dramatic growth across multiple regions
• Experience defining, driving, and implementing successful sales plans
• Excellent communication and presentation skills
• Experience in digital media advertising
• Strong understanding of auto dealerships, both larger dealer groups and family owned
• Demonstrated P&L ownership within a multi-million-dollar business unit
• Salesforce experience preferred
• Ability to travel up to 80% by airplane or car including overnight trips

Base salary + incentive: $220,000 - $260,000