B2B Sales Manager

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Carbel Auto Group

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1964

🛍️ eCommerce

💳 Fintech

Automotive • eCommerce • Fintech

Carbel Auto Group is an established automotive solutions ecosystem with over 55 years of experience in Minas Gerais, focused on providing an excellent customer experience through innovation and passion. The company represents 10 automotive brands, in addition to offering its own products in used vehicles, vehicle leasing, insurance brokerage, consortium services, and technical assistance through well-equipped service centers.

📋 Description

• Lead, monitor and develop the commercial team, including presales professionals and closers; • Define strategies, targets and action plans to grow sales; • Translate company objectives into individual and team targets; • Monitor the pipeline, opportunities in negotiation and closing forecasts on a daily basis; • Ensure correct use and updating of the CRM by the team; • Monitor commercial KPIs, identifying bottlenecks and opportunities for improvement; • Conduct follow-up meetings, results alignment sessions and pipeline reviews; • Provide individual feedback (one-on-one) and performance evaluations; • Develop sales training on negotiation, consultative selling and objection handling; • Support the team in handling strategic and complex negotiations; • Participate in commercial meetings with larger or strategically relevant clients; • Structure and improve processes, methodologies, playbooks, scripts and commercial cadences; • Work with marketing to define campaigns, target audiences and strategies for lead generation; • Align with product, technology, customer support and implementation teams on demands identified during the sales process; • Ensure an organized handover of new clients to the teams responsible for implementation and support; • Create strategies to increase average deal size, recurring sales, upsell and cross-sell; • Track performance by product, segment, channel, region and individual contributor; • Prepare management reports and present the department’s results to executive management; • Produce sales projections and support the development of commercial and budget planning; • Participate in hiring, onboarding and development processes for new team members; • Monitor trends in the automotive, technology and digital marketing markets; • Represent Alpes One at meetings, events, trade shows and strategic industry gatherings;

🎯 Requirements

• Proven experience leading commercial/sales teams; • Experience with B2B consultative selling; • Experience defining and monitoring sales targets; • Experience managing pipeline, forecast and sales metrics; • Ability to turn commercial data into actionable plans; • Knowledge of presales, qualification, negotiation and closing processes; • Experience managing SDRs, BDRs, sales executives or closers; • Excellent verbal and written communication skills; • Strong negotiation and influencing skills; • Analytical, strategic and results-oriented profile; • Ability to lead, motivate, hold accountable and develop professionals; • Organization, discipline and prioritization skills; • Confidence in interacting with business owners, managers and directors; • Knowledge and experience with CRM tools; • Ability to understand technological products and translate them into commercial benefits; • Availability for meetings, travel and event attendance when required; • Bachelor’s degree in Business Administration, Sales Management, Marketing, Communication, Economics or related fields. • **Preferred qualifications:** • Experience in technology companies, SaaS, software, martech, digital agencies or recurring-revenue businesses; • Knowledge of the automotive sector; • Commercial experience with dealerships, automotive groups, OEMs or brand associations; • Knowledge of websites, landing pages, cookie policies and preference management, artificial intelligence, CRM, marketing automation and lead generation; • Experience selling customized projects and recurring contracts; • Experience managing medium- and long-term sales cycles; • Experience with tools such as Exact Sales, RD Station, HubSpot, Salesforce, Pipedrive or RD Station; • Familiarity with methodologies such as SPIN Selling, Challenger Sale, BANT, GPCT and Predictable Revenue; • Experience creating playbooks, commercial policies and commission plans; • Knowledge of metrics such as conversion rate, average deal size, CAC, LTV, sales cycle, recurring revenue and churn; • Experience structuring or scaling sales teams; • Postgraduate degree or MBA in Sales Management, Business, Leadership or related areas.

🏖️ Benefits

• Contracted as an independent contractor (PJ) and 100% remote work