Dealer Channel Sales Representative
RPM is an international non-asset-based logistics and supply chain solutions company. RPM has recently partnered up with Dealers Choice Auto Transport to offer an expanded value to customers, now gaining access to RPM’s expansive carrier network and OE relationships, offering robust new solutions to address capacity and efficiency challenges across their supply chains. Dealers Choice Auto Transport is an auto transport specialist for dealerships nationwide, providing fully for highline and exotic vehicles. The company takes pride in offering clients the proper shipping they need, setting them apart from others in the industry.
Your Role
RPM Freight Systems’ Dealer Channel is seeking a highly motivated Dealer Channel Sales Representative to drive new business and profitable growth across the dealer channel.
This is a hunter-oriented sales role focused on identifying prospective dealers, developing relationships with key decision makers, winning new business, and expanding relationships across dealer groups and rooftops. The successful candidate will build and manage a disciplined sales pipeline, consistently prospect new opportunities, ask for the business, and convert qualified opportunities into recurring transportation volume.
The Dealer Channel Sales Representative will work closely with Regional Operations and other internal partners to ensure a smooth transition of new customers into the operation while remaining engaged in the relationship and identifying opportunities for continued growth.
This role is ideal for a self-directed, competitive, and commercially minded salesperson who enjoys prospecting, building relationships, creating opportunities, and winning business in a fast-paced environment.
Key Responsibilities
New Business Development & Hunting
- Develop and execute a consistent prospecting strategy within an assigned territory and dealer market.
- Generate new business through multiple sources, including digital inbound leads, new pickup/drop-off dealer opportunities, historical low-volume accounts, and targeted strategic market campaigns.
- Consistently prospect new dealers through phone, email, in-person meetings, referrals, market research, and other appropriate channels.
- Identify transportation needs, estimated volume, decision makers, competitive providers, and opportunities to displace incumbent providers.
- Develop compelling value propositions and present dealer channel solutions based on the customer's transportation needs.
- Ask directly for the business, follow up on open opportunities and quotes, and secure commitments for new and recurring volume.
- Build relationships with dealer groups and pursue expansion from individual rooftops into broader dealer group opportunities.
- Develop a strong understanding of the assigned market, including dealer groups, key decision makers, competitive providers, pricing dynamics, and market opportunities.
Pipeline & Sales Process Management
- Maintain a disciplined and accurate sales pipeline in Salesforce, which serves as the system of record for prospect and opportunity management.
- Maintain complete prospect and account information, including contacts, titles, dealer structure, estimated volume, opportunity details, communication history, next steps, and expected timing.
- Maintain a minimum of daily prospecting touches through phone and email, as appropriate.
- Respond rapidly to inbound opportunities and follow established lead-management and follow-up standards.
- Maintain timely follow-up on all open opportunities and eliminate overdue activities.
- Manage opportunities through the sales process from initial prospect engagement through close and customer handoff.
- Regularly review pipeline activity, opportunity progression, conversion, and revenue performance with sales leadership.
- Use Salesforce data and sales activity to prioritize the highest potential opportunities and markets.
Profitable Revenue Growth
- Achieve assigned revenue and volume targets while maintaining appropriate margin and pricing discipline.
- Target business that supports the dealer channel’s profitability objectives, including the Dealer Channel expectation for margin or net revenue per load.
- Work within established pricing guidelines and collaborate with Pricing and Regional Operations when opportunities require additional review or approval.
- Identify opportunities to increase customer volume, expand services, and improve share of wallet.
- Balance revenue growth with customer value and the profitability requirements of the business.
- Assist with collection of aging accounts receivables from dealers.
Dealer Relationship & Market Development
- Establish relationships with GMs, GSMs, transportation managers, purchasing contacts, and other dealer decision makers.
- Understand the organizational structure of dealer groups and identify opportunities to expand relationships across additional rooftops.
- Maintain an active presence in key markets through in-person prospecting and customer meetings.
- Develop and execute market visits around specific target dealers and opportunities, with activity and outcomes documented in Salesforce.
- Maintain current competitive intelligence and communicate relevant market, pricing, service, and customer insights to sales and regional leadership.
- Partner with Regional Operations to address significant customer issues, competitive threats, and opportunities for additional business.
Customer Handoff & Cross-Functional Collaboration
- Own the sales relationship through the initial customer engagement, quoting process, follow-up, and receipt of the first order.
- Ensure required customer and shipment information is complete before transitioning the account to Regional Operations.
- Introduce the new customer and appropriate stakeholders to the Regional Operations team to establish a strong foundation for ongoing service.
- Collaborate with Regional Operations on pricing, service expectations, carrier capacity, customer issues, and opportunities for account growth.
- Remain engaged following the handoff to help protect the relationship, identify growth opportunities, and support resolution of significant service or commercial issues.
- Maintain a strong understanding of customer needs and communicate relevant feedback to internal teams to improve customer experience and commercial offering.
What Success Looks Like
Successful Dealer Channel Sales Representatives will:
- Consistently generate net-new dealer business and recurring transportation volume.
- Build a healthy pipeline of qualified opportunities rather than relying primarily on existing accounts or inbound demand.
- Maintain disciplined daily prospecting and follow-up activity.
- Consistently achieve or exceed assigned revenue, volume, and profitability targets.
- Build relationships beyond individual contacts and successfully expand business across dealer groups and rooftops.
- Demonstrate strong Salesforce discipline and accurate pipeline management.
