Strategic OEM Account Director

Company

Cox Automotive - USA

Job Family Group

Sales

Job Profile

Strategic Account Dir OEM ESG - CAI

Management Level

Director

Flexible Work Option

Can work remotely anywhere in the specified country

Travel %

Yes, 25% of the time

Work Shift

Day

Compensation

Compensation includes a base salary of $127,000.00 - $190,600.00. 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 $125,000.00.

Job Description

The Strategic OEM Account Director will be responsible for Agency Client Management, Growth Strategy Development & Execution and delivering against Financial Objectives. 

Your Role:

This client facing role will be accountable for the successful management of Enterprise executive relationships for all Intermediary Agencies (ie: Shift Digital) with a focus on protecting and growing profitable revenue, executing sales contracts and enhancing our agency executive partnerships. The role is unique because the client is an intermediary relationship that sits between Cox Automotive and our large OEM partners representing over $100M in business.

The ideal candidate will have deep understanding of Auto industry and Intermediary Agency clients, ability to cultivate executive relationships, understand and negotiate contract terms, experience securing OEM co-op approvals and influence positive outcomes for internal businesses supported.

Cox Intermediary Agency Strategy and Relationship Management

• The Director will own and maintain management & executive level relationships with Intermediaries (and key OEM clients:) Shift Digital, Unite Digital, JD Powers to support, execute initiatives and protect/grow Cox business.
  • The Director will be responsible for being onsite a minimum of once per month to build relationships, execute Cox initiatives and drive improved performance and revenue.
  • The Director will be responsible for having Executive Business Reviews on a quarterly / semi-annual basis.
  • The Director will be responsible for weekly account management meetings with external key stakeholders.
  • The Director will take lead with communications to Intermediary clients.
• The Director will negotiate “Omnibus” new program contracts for websites, advertising, and digital retail programs in collaboration with Deals Desk and their OEM account director counterpart
• The Director will organize and hold internal stakeholder meetings for Intermediary accounts to ensure alignment and accountability for program performance, revenue, and opportunity.
• The Director will be an escalation point contact for Intermediary Agencies, KBB OEM co-op and KBB Trade-In programs

Business Strategy and Growth Execution

• The Director will provide an overall monetization strategy and execution plan to include Intermediary Segment growth, Co-op as well as KBB Trade-In Solutions (ICO, Trade-In Adviser - T1 to T3 Execution).
• Director will negotiate overarching terms across Intermediary Businesses to support Price Increases, New Products and Term Changes that cascade to individual OEM agreements.
• Work with value and product strategy on pricing and packaging for products and service if applicable.
• Work to execute partnerships that align with the broader Cox Automotive strategy and be able to pivot as needed as to accommodate shifts in strategy.
• Work with value strategy on pricing and packaging for products and service. Negotiate complex contracts for affinity partnerships managing current and future state of Cox Automotive partnership vision to ensure a successful partnership, and create consensus and alignment across the organization on terms of the partnership

Sales and Revenue Responsibility  

• Responsible for achieving OEM Trade-In Advisor (T1 to T3) strategic and revenue goals.
• Responsible for supporting the achievement of OEM revenue budgets across DDC business unit.
• Responsible for achievement of KBB Lead Driver Revenue (Sold at T1 executed at T3)
• Responsible for securing OEM co-op approvals to support KBB / AT solutions that achieves both financial and strategic outcomes.
• Report back to the Cox Organization the plans and product roadmaps of the clients to the organization to be prepared to support
• Collaborate with product to Value Strategy and Product for category specific pricing (Finance, Insurance, Parts & Service) in-line with the value delivered.
• Provide financial performance on a monthly basis to internal stakeholders across supported businesses.

Required Qualifications:

• 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
• Automotive Industry Experience is required
• Safe drivers needed; valid driver’s license required.

Preferred Qualifications:

• 7-10 years of Executive Sales experience with a successful track record of meeting and exceeding target performance.
• Strong track-record of negotiating complex contracts for success.
• Problem solving, ability to persuade and influence positive outcomes.
• Excellent relationship and communication skills, with the ability to effectively navigate and mediate conflict.
• Experience managing large, complex accounts at the most senior business levels (C-Suite) and other major dealer groups.
• Experience with Account Portfolio Management, Planning and Opportunity Prioritization
• Knowledge of Cox Automotive retail product suites, business benefits and monetization strategies.
• Deep understanding of the automotive industry and digital strategies across Tier 1, Tier 2, and Tier 3.
• Must work out of the client offices 10% of the time.
• Up to 30% travel
• Graduate Degree highly preferred

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.

Application Deadline: 07/11/2024 Apply