Client Solutions Manager - Major Accounts (Autotrader)

Cox Enterprises • Fresno, CA

1d • Remote

About The Position

Are you a self-starter, a go-getter, and a deal maker? At Cox Automotive you will find a culture that rewards such entrepreneurial spirit. We empower our team members to make their own decisions for growing our business. We are looking for like-minded people who can share our passion for success. What You’ll Do: The Majors Dealer Sales and Service team is responsible for maintaining and expanding relationships with Cox Automotive’s highest profile, most complex Automotive L3 Dealer Group clients. The Major Accounts Client Success Manager (CSM) will be responsible for effectively managing the largest books of business by identifying and understanding the client’s needs and providing solutions. They will evaluate and adapt new strategies to keep up with current business trends and plan with the customer so that their needs and expectations are met by the company. The Majors CSM will be responsible for client retention and revenue growth through optimization of Cox Automotive products for Autotrader, KBB.com, and Kelley Blue Book Instant Cash Offer. Clients include multiple dealership locations and corporate partners entities belonging to the nation’s largest publicly traded dealer groups. The Majors CSM will spend the majority of time in the field partnering with current clients providing ongoing analytics, consultation, and support in order to maximize the client’s return on investment from core digital media and software products and coordinating Cox Automotive expertise related to specific digital media products or software as needed. With a primary focus on service and consultation, the Majors CSM will also work with internal partners such as Majors CSM Directors, Client Partners, and the Strategic Account Team to identify potential opportunities for revenue growth and to execute a defined account strategy. This person would be managing the Northern and Central California market and Northern Nevada and Utah. Candidates must live in this region to be considered for the role. Here’s more of what you can expect when you step up to the plate:

Requirements

• Bachelor’s degree in a related discipline and 6 years’ experience in a related field. The right candidate could also have a different combination, such as a master’s degree and 4 years’ experience; a Ph.D. and 1 year of experience; or 10 years’ experience in a related field
• Travel within an assigned sales territory will be required (up to 75%).
• Safe drivers needed; valid driver’s license required.

Nice To Haves

• 2+ years working in an Autotrader Client Solutions Manager capacity
• Previous experience in the automotive industry strongly preferred
• Previous experience in media, advertising (preferably digital); knowledge of competitive landscape, rates and selling points preferred
• Previous experience using a Customer Relationship Management system preferred
• Previous experience meeting face-to-face with customers preferred

Responsibilities

• Build and grow long-term, trusting relationships with a range of contacts both at assigned dealerships, including the highest level in each rooftop (e.g., General Manager), and, with corporate levels including parties such as Marketing Managers, Used Vehicle Directors, Regional Operational Strategist, Area Vice Presidents, and the like who work with sub-groups of dealerships across their respective orgs. Clients range from buyer/signer, implementer, stakeholder, etc.
• Identify whitespace opportunities at the rooftop level and grow revenue with connected strategies alongside C-Suite partners, specific to group centralization model
• Monitor and analyze product performance and client business and performance trends to determine adjustments needed to optimize product utilization (according to the client’s business goals/objectives).
• Interpret Cox Automotive reporting and analytics to explain product performance, optimization issues, and best practices to the customer in the context of their business goals and market trends.
• Adhere to custom rules of engagement within each Dealer Group profile (service and/or sales oriented, product-specific, consultation debriefs, etc.)
• Train customers to use core Cox Automotive Media and Software products (Autotrader and Kelley Blue Book); involve other business unit specialists for advanced product training (Software) when needed.
• Compile and share relevant reports or documentation related to the customers’ business and performance of Cox Automotive products as it relates to their business for the benefit of customers and sales and business development leadership.
• Prepare client locations to implement corporate-level product purchases.
• Serve as a first point-of-contact for dealer issues; diagnose and resolve customer concerns and technical issues in a timely manner.
• Contribute to strategic account planning, identifying opportunities and risks for each account.
• Effectively manage the progress and results of clients assigned and work with sales leadership to contribute and manage actions according to account strategy.
• Minimize churn on new and existing products while maintaining media solutions across assigned Dealer Group(s).
• Within any established parameters, 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 clients.
• Collaborate with team members, customer support, and other internal partners to solve customer problems and continuously improve.
• Continuously learn and incorporate new and changing product offerings.
• Identify the need for product workshops or in-store training to ensure product optimization; coordinate such events and ensure customer attendance.

Benefits

• A competitive salary and top-notch bonus/incentive plans.
• A pro-sales culture that honors what salespeople (like you!) contribute to our success.
• Exceptional work-life balance, flexible time-off policies and accommodating work schedules.
• Comprehensive healthcare benefits, with multiple options for individuals and families.
• Generous 401(k) retirement plans with company match.
• Inclusive parental leave policies, plus comprehensive fertility coverage and adoption assistance.
• Professional development and continuing education opportunities.
• Access to financial wellness/planning resources.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level