Field Sales Representative (Claims Industry Focus)
Solera · United States
Field Sales Representative (Claims Industry Focus)
Results-driven Field Sales Professional with strong industry experience in automotive claims and insurance-related services, specializing in relationship management across multilocation accounts (“rooftops”).
Proven ability to build strategic partnerships with collision canters, dealerships, MSOs, independent body shops, and insurance stakeholders.
Adept at identifying client needs, presenting tailored solutions, and driving revenue growth through consultative selling.
Professional Summary
- Dynamic and customer-focused sales representative with hands-on experience within the
- automotive claims ecosystem, including collaboration with insurance carriers, adjusters, repair
- facilities, and third-party administrators. Demonstrates a strong understanding of claims
- workflows, DRP relationships, cycle time pressures, and profitability drivers for repair facilities.
- Experienced in managing a focused book of business (50 or fewer accounts), delivering in person
- sales engagement, and developing long-term, high-value client relationships.
Core Competencies
- Field Sales & Territory Management
- Automotive Claims & Insurance Processes
- Relationship Building with Key Decision Makers
- DRP & MSO Account Management
- Consultative & Solution-Based Selling
- Upselling & Cross-Selling Strategy
- Contract Negotiation
- CRM Reporting & Sales Pipeline Management
- Competitive Market Analysis
- Revenue Growth & Target Achievement
Industry Experience in Claims
- Strong understanding of the end-to-end automotive claims process, from FNOL (First
- Notice of Loss) through repair completion.
- Experience working with or selling into:
- SaaS Solutions for Collision repair centre’s
- SaaS Solutions for Dealership body shops
- Internal
- MSOs (Multi-Shop Operators)
- Insurance carriers and adjusters
- Third-party claims administrators
- Knowledge of DRP (Direct Repair Program) dynamics and insurer performance metrics (cycle time, severity, CSI).
- Ability to articulate value propositions that improve operational efficiency, reduce claim cycle time, enhance documentation accuracy, and increase profitability.
- Familiarity with industry platforms such as CCC Intelligent Solutions and Mitchell
- International, as well as integration within insurer systems such as State Farm or Allstate workflows (if applicable).
Key Responsibilities Demonstrated
- Manage and grow a defined portfolio of ≤50 rooftops within assigned territory.
- Conduct regular in-person visits to assess business needs and uncover growth opportunities.
- Develop strategic account plans to increase product penetration and wallet share.
- Deliver compelling sales presentations tailored to operational and financial goals.
- Negotiate pricing, service agreements, and contract renewals.
- Collaborate cross-functionally with operations, claims support, and customer service teams to ensure seamless implementation.
- Maintain detailed activity tracking and forecasting within CRM systems.
- Monitor industry trends, competitive offerings, and regulatory developments impacting the claims and collision sector.
Target territories below:
· Northwest Region: Idaho, Utah, Colorado, Oregon, Northern California, and Washington
· Midwest Region: Michigan, Indiana, Illinois, and Wisconsin
· Northeast Region: New York, Connecticut, New Hampshire, and Massachusetts
· Mid-Atlantic Region: New Jersey, Pennsylvania, Ohio, and Maryland
· Southwest Region: Arizona, Nevada, California, New Mexico, Utah
EQUAL OPPORTUNITY EMPLOYER
The Solera group is an equal opportunity employer and complies with all applicable federal, state, and local fair employment practices laws.