Mobility Client Sales Director

Company

Cox Automotive - USA

Job Family Group

Sales

Job Profile

Mobility Client Sales Dir - CAI

Management Level

Director

Flexible Work Option

Can work remotely but need to live in the specified city, state, or region

Travel %

Yes, 50% of the time

Work Shift

Day

Compensation

Compensation includes a base salary of $102,900.00 - $171,500.00. The salary rate may vary within the anticipated range based on factors such as the ultimate location of the position and the selected candidate's experience. In addition to the salary range identified herein, this role is also eligible for an annual incentive/commission target of $75,000.00.

Job Description

FleetNet America® is changing the direction of fleet maintenance® — delivering greater flexibility, transparency, communication, and information accessibility. As one of the nation’s leading fleet maintenance companies, we get your fleet back on the road faster and more affordably.

We’re looking for a Mobility Client Sales Director to join our sales team managing a territory in the Eastern Market as we expand our footprint in the US.

Your Role:

You will be responsible for supporting growth through new logo sales and/or maintaining a book of business across Mobility Fleet Operations solutions.

It is critical in this role that you can help create, shape, and evolve a tailored strategy for fleet companies with the ultimate goal of driving revenue through the sales of TMcare, Emergency Roadside and future subscription services revenue through the FleetNet solution set. Key to this role is the ability to cultivate relationships with new and existing clients, manage and enhance senior stakeholder relationships and articulate the Cox Automotive Mobility Strategy and balancing sales activity with client development efforts

You will need to be adept at evaluating and adapting their strategy to keep up with current business trends within the fleet space. The Mobility Client Sales Director works closely with the internal teams to drive the client relationship and ensures Cox Auto / client relationship alignment with key decision makers and influencers to execute the overall client strategy.

In addition to the industry and business acumen needed for the role, You should also possess a grasp of our value proposition across all Cox Automotive solutions and clearly articulate the business case for partnering with Mobility Solutions. All new logo sales will be required to be sold on a contractual basis. Services will only be sold to fleet prospects with class 4 to 8 vehicles.

Success will require the ability to innovate and co-solution multi-year plans with Industry leaders and disruptors. You will work closely with the internal teams to drive the client relationship and ensures Cox Auto / client relationship alignment with key decision makers and influencers to execute the overall client strategy:

What You’ll Do

• Manage sales revenue goals of $6M of existing clients and new logo sales.
• Retain and grow Cox Mobility Clients: Build long-term, trusting relationships with a range of senior contacts at all levels within assigned market fleet segments.
• Develop, maintain, and execute a strategic account plan for each assigned account driving penetration and revenue growth.
• Meet regularly with key decision-makers and stakeholders from each account to advise clients of business and industry trends while coordinating group goals, strategy, and multi-year co-solutioning road map.
• Help the C-suite and other key decision makers identify and establish a strategic roadmap or blueprint for business success and position Cox Automotive as the partner to help them achieve their vision and derive maximum value from their Cox Automotive
• Work with the cross-functional partners and operations during new account launches, pilots and projects.
• You will also serve as the escalation point for issues that impact the client’s success and are accountable for issue resolution and risk mitigation.
• Responsible for the financial performance of New Logo Sales or a defined book of business.
• Deliver monthly and quarterly forecasts, Meet or Exceed target performance. Effectively utilize CRM as the point of record for forecasting and client engagement.
• Prepare and conduct effective meetings and presentations with C Suite and Board Room stakeholders.
• Determine the right frequency to meet with all assigned clients based on account plan(s), each client’s individual needs, as well as prioritization across all customers

What’s In It for You?

Our lives contain a lot of moving parts. At Cox, our best-in-class benefits package and award-winning employee culture give you peace of mind, knowing that you and your family have a wide range of options for the best care available.  

• We’re on your side. Our pro-sales culture honors and respects what you and other salespeople contribute to our continuing success at Cox. 
• We want our people to succeed, plain and simple. We’re all about professional development, continuing education and helping your career grow (often on our dime!). 
• Our innovative culture provides us with a roadmap to keep ahead of the competition, and our excellent reputation with clients in our industries reflects that. 
• At Cox, we foster a culture of integrity and fairness, which we generously recognize and reward.  
• We all have lives and responsibilities outside of work. We have an exceptional work/life balance at Cox, with accommodating work schedules and flexible time-off policies.                 
• We show our appreciation for our talent with a competitive salary package and top-notch bonus & incentive plans.                 
• How does a great healthcare benefits package from day one sound? Multiple options are available for individuals and families. One employee-only plan could be FREE, if you participate in our health screening program.  
• At Cox, we believe in being transparent – please click on this link (Cox Benefits Overview) to learn more about our amazing healthcare benefits. 
• 10 days of free child or senior care through your complimentary Care.com membership.  
• Generous 401(k) retirement plans with up to 8% company match.              
• Looking to grow your family? You’ll have access to our inclusive parental leave policies, plus comprehensive fertility coverage and adoption assistance.                
• Want to volunteer in your community? We encourage that, and even offer paid hours for you to do so.                
• Employee discounts on hundreds of items, from cars to computers to continuing education.
• We all love our pets—whether they walk, crawl, fly, swim or slither—and we’re happy to supply insurance for them as well.     

At Cox, our priority is our people. You – and your family’s – needs are important, and we offer a wide variety of choices to meet those needs. 

Who You Are

You’re a driven, tenacious sales pro, but also a lifelong learner who’s open to feedback. You’re a detail-oriented person who doesn’t lose sight of the bigger picture. You also have the following qualifications:

Minimum Required:

• Bachelor’s degree in a related discipline and 10 years of experience in a related field. The right candidate could also have a different combination, such as a master’s degree and 8 years of experience; a Ph.D. and 5 years of experience in a related field; or 14 years of experience in a related field.
• Ability to travel regularly (50-70% of the time for day and overnight trips) for client meetings.
• Safe drivers needed; valid driver’s license required.

Preferred:

• 10 years of experience in upselling products and services to medium, large and enterprise level accounts.
• Experience meeting and exceeding account retention and sales growth objectives
• Excellent time management, organization, and task prioritization skills.
• Collaborative team-selling experience.
• Ability to travel regularly (50-70% of the time for day and overnight trips) for client meetings.
• Strong verbal and written communication skills. Executive Presence, experience selling to the C-Suite/Board Room
• Strong Executive Presence
• Highly proficient level of computer skills including MS Word, PowerPoint, Excel and Outlook.
• Previous experience in Class 4-8 Fleet Maintenance, Fleet Leasing, or mobility solutions (preferably fleet services, digital and/or subscription products).
• Proven experience partnering with Executives to mutually plan, prepare and execute within a complex sales cycle.
• Experience in SAMA competencies
• Demonstrated and complete understanding of Cox Automotive Mobility solutions; general understanding of all other Cox Automotive companies.
• Previous experience using Salesforce.com or other Customer Relationship Management system
• Knowledge of medium and heavy-duty maintenance and vehicle fleet operations strongly preferred.

Fuel an amazing career with Cox Automotive Mobility Fleet Services. Apply today!

Drug Testing

To be employed in this role, you’ll need to clear a pre-employment drug test. Cox Automotive does not currently administer a pre-employment drug test for marijuana for this position. However, we are a drug-free workplace, so the possession, use or being under the influence of drugs illegal under federal or state law during work hours, on company property and/or in company vehicles is prohibited.

Benefits

The Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company’s needs, and its obligations; seven paid holidays throughout the calendar year; and up to 160 hours of paid wellness annually for their own wellness or that of family members. Employees are also eligible for additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, parental leave, and COVID-19 vaccination leave.

About Us

Through groundbreaking technology and a commitment to stellar experiences for drivers and dealers alike, Cox Automotive employees are transforming the way the world buys, owns, sells – or simply uses – cars. Cox Automotive employees get to work on iconic consumer brands like Autotrader and Kelley Blue Book and industry-leading dealer-facing companies like vAuto and Manheim, all while enjoying the people-centered atmosphere that is central to our life at Cox. Benefits of working at Cox may include health care insurance (medical, dental, vision), retirement planning (401(k)), and paid days off (sick leave, parental leave, flexible vacation/wellness days, and/or PTO). For more details on what benefits you may be offered, visit our benefits page. Cox is an Equal Employment Opportunity employer – All qualified applicants/employees will receive consideration for employment without regard to that individual’s age, race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender, gender identity, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law. Cox provides reasonable accommodations when requested by a qualified applicant or employee with disability, unless such accommodations would cause an undue hardship.

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