Senior Direct Sales Executive

Company

Cox Automotive - USA

Job Family Group

Sales

Job Profile

Sr Direct Sales Executive - CAI

Management Level

Individual Contributor

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 $51,300.00 - $76,900.00. 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 $40,000.00.

Job Description

Are you a sales hunter by nature with the ability to think strategically and utilize a creative approach to closing new business? Do you have a passion for the automotive industry? If so, we might have a spot for you here at Cox Automotive.

We’re looking for a Senior Direct Sales Executive to join our sales team managing a multi-state Midwest territory (IN, OH, KY, IL, MI, WI, MN, NE).

Your Role:

You will be responsible for finding new customers identified in the automotive verticals through multiple lead sources.  You will utilize a strategic approach to developing new business and generating revenue in defined territories and your success will be demonstrated by growth of new customers, territory penetration within each assigned automotive vertical and client engagement.  You’ll be required to have knowledge of our operating locations, familiarity with national auction operations and ability to partner with GMs, and other operational leaders.   You will be highly skilled in negotiating and will ensure the company’s best interests are met, as well as, owning accountability for volume and revenue targets for assigned book of business. 

What You’ll Do:

• Focus on bringing in new business and creating client engagement.
• Be responsible for meeting or exceeding volume and revenue goals.
• You will be knowledgeable of automotive verticals to identify client motivators and pain points.  Verticals include Banks, Credit Unions, Rental Car Companies, Fleet Management companies and Third-Party Remarketers
• Determine what a client needs via consultation, then review and analyze what is best suited for their business model.
• Identify opportunities and create a sales pipeline.  Develops an aggressive sales plan within a defined market.
• Take the lead from client discovery to product needs identification to pricing negotiation and launch.
• Have a heavy focus on Inventory Solutions products.  Engages across Cox Auto where appropriate.
• Client engagement can include SOP creation, marketing strategy, performance review and continued product enhancements.
• Source leads from competitive intelligence, operations target lists and other lead sources, such as conferences, partnerships, client recommendations, and other Cox Auto business units, such as Mobility.
• Communicate consistently with field operations for client launch and engagement plans, as well as rolling out client SOPs.  Regularly partners with field operations on pipeline, leads and account servicing. 
• Manage accounts post-sale for a specific amount of time and then transition them to an account management team based on size and client support needs.

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, 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 have the ability to travel overnight up to 50%. You also have the following qualifications:

Required:

• Bachelor’s degree in a related discipline and 4 years’ experience in a related field. The right candidate could also have a different combination, such as a master’s degree and 2 years’ experience; a Ph.D. and 1 year of experience; or 8 years’ experience in a related field.
• Travel within an assigned sales territory will be required (up to 50%- by plane and car).
• Safe drivers needed; valid driver’s license required.

Preferred:

• Positive attitude, high energy, passion, and a competitive spirit – you should be driven to win and close deals.
• Demonstrated track record of sales growth and account relationship management, including expanding accounts nationally as well as incremental sales in an assigned account.
• Ability to develop senior-level relationships (functional and C-suite) to drive effective sales conversations relevant to customer demands and business drivers.
• Demonstrated advanced communication skills (interpersonal, written, verbal, and presentation) required.
• Experience utilizing CRM technology.
• Proficiency with Microsoft Excel, PowerPoint, and digital literacy with social media platforms, particularly LinkedIn.
• Ability to tailor communication to the client’s needs.
• Ability to systematically solve problems and hypothesize possible client pain points, expectations, and needs.
• Understanding and demonstration of Challenger skills.

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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