Account Executive

Job Description

We are seeking a Sales Account Executive to join our Sales Team. The role focuses on building and maintaining relationships with clients, understanding their needs, and providing tailored warranty solutions by marketing our products to dealerships to enhance their business operations. The individual will expand our customer base, drive revenue growth, identify, pursue, and close new business opportunities, and support claims and processes.

Position is based in West Texas or Utah.

• Identify and target potential customers through various channels, including cold calling, networking, and referrals, and develop a robust pipeline of qualified leads.
• Create and implement effective sales strategies to penetrate new markets and achieve sales targets.
• Continuously analyze market trends and competitor activities to identify opportunities for growth.
• Manage each dealership’s Finance/Sales process to deliver exceptional customer experience and industry-leading CSI.
• Generate profitable, appropriate F&I product income within multiple dealerships.
• Maintain targeted levels of penetration for all F&I benefits offered within all assigned stores.
• Learn and embrace our F&I/Sales process to consistently develop and grow as a person, professional, and a leader.
• Execute the trained F&I Manager turn process in assigned stores while the F&I Manager observes on a daily/weekly basis.
• Help stores develop and implement highly effective pay plans.
• Effectively train by demonstrating how iA American trains in each store’s sales department, taking actual “ups” and closing car deals with the salesperson/sales manager.
• Perform a quarterly review with each dealer on their reinsurance/production statements in person.
• Conduct monthly reviews of each dealer’s financial statements to identify areas of concern and opportunity.
• Ensure PRU and penetration goals are met and exceeded in each assigned store.
• Partner with the national training team to train our sales process and help them achieve their sales goals.
• Build relationships and secure referrals for new F&I business opportunities within current accounts.
• Ensure each F&I Manager follows our process as trained within their stores to maximize profitability and penetrations.
• Assist dealerships in recruiting, hiring, onboarding, and training management positions.
• Conduct regular store visits to train, take F&I turns, train sales departments, and identify/maximize any areas of opportunity.
• Help dealerships develop a productive relationship with customers and lenders.
• Provide guidance, support, and motivation to ensure all automotive retail employees maximize their ability and growth.

• Front end knowledge and experience.
• At least three years of experience working for a dealership or agency as an F&I leader.
• Willingness to travel up to 50% of the time.
• Proven track record of success in a sales hunter role, preferably in the automotive or warranty industry.
• Strong prospecting and lead generation skills with a demonstrated ability to close deals.
• Excellent communication, negotiation, and interpersonal skills.

• A work environment where learning and development merge with a pursuit of excellence.
• A healthy, safe, fair, and inclusive environment where potential can be freely expressed and developed.
• The opportunity to work in a hybrid environment, supported by flexibility and access to inspiring and innovative work spaces.
• Competitive benefits:
  Flexible Health, Dental and Vision insurance, 401(k) + company match, PTO, employee and family assistance program, performance bonus, and more.

Applicants must be authorized to work for any employer in the U.S. We are unable to support or take over sponsorship of employment visas at this time, including H-1B visas and participation in STEM OPT work authorizations.

We are an equal opportunity employer and are committed to diversity and inclusion.