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Dealer Sales Representative

Department: Sales

Reports to: Sales Manager

The Dealer Sales Representative is responsible for developing, growing, and retaining dealer relationships while coordinating the internal activities necessary to provide an exceptional auction experience. This is a hybrid outside and inside sales position. The representative is expected to spend meaningful time in the market visiting dealerships, prospecting for new business, and strengthening existing accounts. The position also requires disciplined follow-up, account administration, sale preparation, and coordination with auction operations, transportation, reconditioning, titles, arbitration, and accounting. The successful Dealer Sales Representative does more than solicit vehicles. This individual serves as the dealer's primary point of contact, understands the dealer's inventory needs, and ensures that commitments made to customers are communicated, executed, and followed through internally. Essential Duties and Responsibilities Outside Sales and Dealer Development

• Develop and execute a structured territory sales plan focused on increasing dealer registrations, vehicle consignments, purchases, attendance, and overall account activity.
• Conduct regular face-to-face dealership visits with current, inactive, and prospective customers.
• Build relationships with dealer principals, general managers, used vehicle managers, wholesale managers, buyers, and other key decision-makers.
• Prospect for new dealer accounts through dealership visits, referrals, market research, networking, industry events, and targeted outbound communication.
• Identifydealers who are currently selling or buying through competing auctions and develop strategies to earn their business.
• Understand each dealer's wholesale strategy, inventory mix, aging units,purchasingneeds, transportation requirements, and reconditioning expectations.
• Present Mid Kansas Auto Auction's full range of services, including auction sales, onlinebuyingand selling, transportation, inspections, mechanical services, reconditioning, detailing, title support, and other dealer solutions.
• Ask for specific business commitments during dealer visits, including vehicle consignments, buyer attendance, online participation, and trial opportunities.
• Schedule and document future dealership visits, follow-up actions, and account developmentobjectives.
• Represent Mid Kansas Auto Auction professionally at dealer events, association meetings, promotional activities, and other industry functions.

Inside Sales and Account Coordination

• Maintain consistent contact with assigned dealers before, during, and after each sale.
• Coordinate incoming consignments, expected arrival dates, vehicle information, reserve prices, announcements, and seller instructions.
• Assistdealers with registration, account activation, online access, run-list placement, transportation, and sale-day preparation.
• Ensure vehicle and account information is complete,accurate, and communicated to theappropriate internaldepartments.
• Review assigned dealer inventory before the sale to confirm condition reports,grading, announcements, images, repairs, and other required information areaccurateand complete.
• Coordinate with outside coordinators,lotoperations, transportation, mechanical, detail, body, condition report, title, arbitration, accounting, and other departments to resolve dealer needs.
• Monitor vehicles moving through the auction process and escalate delays, missing information, or service failures before they affect the customer.
• Communicate reconditioning and repair recommendations to dealers and obtaintimelyapprovals or declines.
• Help dealersestablishrealistic reserve prices by providing market feedback, prior sale results, and current buyer activity.
• Conduct presale outreach to potential buyers based on vehicle type, price range, and purchasing history.
• Provide dealers withtimelyupdatesregardingvehicle status, sale results, offers, if-sales, payments, titles, transportation, and outstanding issues.
• Follow through on every commitment made to a dealer and confirm that requested actions have been completed.

Sale-DayResponsibilities

• Arrive prepared with a clear understanding of assigned sellers, buyers, vehicles, reserves, and potential problem units.
• Meet assigned dealers when they arrive andassistthem with check-in, registration, vehicle location, and sale-day needs.

• Work assigned lanes, engage buyers, supportauctioneersand ring staff, and help generate bidding activity.
• Represent seller expectations accurately while supporting fair and transparent auction practices.
• Manageif-sales and post-salenegotiations promptly to maximize sales conversion.
• Communicate sale results to assigned dealers andidentifyopportunities to close unsold vehicles.
• Assistwith customer concerns and coordinate immediate resolution with theappropriate department.
• Maintain a visible, accessible, and professional presence throughout the sale.

Post-Sale Follow-Up and Account Retention

• Contact assigned sellers after the sale to review results, unsold inventory, dealer feedback, and next steps.
• Contact buyersregardingpurchases, transportation, title status, payment requirements, and future inventory needs.
• Develop action plans for unsold vehicles, including reserve adjustments, reconditioning, reruns, alternative sale channels, or dealer pickup.
• Investigate customer concerns and ensure issues are assigned, tracked, communicated, and resolved.
• Re-engage inactive or declining accounts anddeterminethe reasons for reduced auction participation.
• Track lost business andidentifywhether it resulted from pricing, service failures, competition, transportation, vehicle performance, or relationship gaps.
• Maintain regular communication with key accounts between sales rather than limiting contact to consignment requests.

Sales Planning and Activity Expectations The Dealer Sales Representative is expected to manage the territory through a disciplined weekly sales rhythm that includes:

• Scheduled face-to-face dealership visits.
• New dealer prospecting.
• Follow-upwith active and inactive accounts.
• Presale consignment and buyer outreach.
• Internal coordination andvehicle-statusreviews.
• Sale-day customer support.
• Post-saleresultand issue-resolution calls.
• Accurate CRM and activity documentation.

Outside salesactivityshould be purposeful and planned. Dealer visits must include a defined objective, relevant account information, specific questions, a business proposal, and an agreed-upon next step. Performance Expectations Performance will be evaluated using a combination of sales results, customer retention, activity, execution, and service quality. Key measures may include:

• Vehiclesconsigned.
• Vehiclessold.
• Sales conversion percentage.
• Buyer purchases.
• Active dealer growth.
• New accountsactivated.
• Inactive accountsreactivated.

• Dealer visitscompleted.
• Consignments generated from dealer visits.
• Revenue and gross profit generated.
• Use of transportation, inspection, mechanical, detailing, and reconditioning services.
• Customer retention.
• CRM activity accuracy and completion.
• Timeliness of follow-up.
• Resolution of customer issues.
• Accuracy and execution of commitments made to dealers.

Required Knowledge, Skills, and Abilitiespreferred

• Strongrelationship-buildingand consultative sales skills.
• Ability to prospect, ask for business, negotiate, and close sales opportunities.
• Excellent verbal and written communication skills.
• Strong organizational, follow-up, and account-management discipline.
• Ability to manage bothfieldsalesactivityand detailed administrative responsibilities.
• Ability to coordinate across multiple departments and hold action items accountable through completion.
• Working knowledge of dealership operations, used vehicle inventory, wholesale markets, and auction processes.
• Ability to interpret vehicle, pricing, market, and sales-performance information.
• Strongcustomer-serviceorientation with the ability to handle difficult conversations professionally.
• Ability to prioritize competing demands in a fast-paced, deadline-driven environment.

• Proficiencywith CRM systems, auction platforms, email, spreadsheets, and standard business applications.
• High levelof personal accountability, integrity, urgency, and professionalism.

Education and Experience

• High school diploma or equivalent required.
• College degree in business, sales, marketing, automotive management, ora relatedfield preferred.
• Prior experience in automotive sales, dealership operations, wholesale remarketing, auction operations, account management, or business developmentstronglypreferred.
• Established dealer relationships within the assigned market are beneficial.

Travel and Scheduling Requirements

• Regular local and regional travel to dealerships isrequired.
• The representative mustmaintaina consistent field presence within the assigned territory.
• Availability isrequiredduring weekly auction events, promotional events, dealer functions, and other business-critical periods.
• Occasional overnight travel may berequired.
• A valid driver's license andacceptabledriving record arerequired.

Work Environment This positionoperatesindealership,office,auction-lane, and vehicle-lot environments. The employee mayregularly workaround moving vehicles, outdoor weather conditions, noise, and changing operational demands. Position Standard The Dealer Sales Representative owns the customer relationship from initial contact through final resolution. Success requires balancing external business development with internal execution. The representative is accountable not only for generating promises and opportunities, but also for ensuring that the auction delivers what was promised.

Benefits

• Paid time off (after 6 months)
• Sales Incentive inclusion
• Healthcare package (Medical, Vision, Dental)

MKSAA reserves the right to revise or change job duties and responsibilities as management requires. This position description does not constitute a written or implied contract of employment.