Director, Parts Sales (Cox Fleet)

Cox Enterprises • Hillsborough Township, NJ

3d • Hybrid

About The Position

The Director of Parts Sales is a senior leader responsible for driving strategic growth and revenue across Cox Fleet while leading a customer focused team to drive new sales and overall account growth that aligns with Cox Fleet Parts and Company objectives. The role sets the strategic direction for the Parts Sales, translating enterprise and business unit priorities into clear operating plans, goals and performance metrics. Sales will be responsible for multiple geographical areas of direct reports, including proper recruiting, training, mentoring and performance management. In addition to leading the parts sales team, the Director of Parts Sales is accountable for developing and executing tailored sales strategies for large fleet organizations, including new logo acquisition and expansion of existing accounts, and functioning as the Parts subject matter expert (SME) in broader Cox Fleet sales conversations. The Parts Sales team is responsible for managing and growing existing accounts, as well as identifying and developing new accounts across all Parts Sales opportunities. The Parts Sales team will ensure they achieve ambitious sales targets, expand market share, and deliver exceptional customer experiences.

Requirements

• BA/BS degree required and 10 years of related experience; or equivalent combination such as MS degree and 8 years of experience, Ph.D. and 5 years of experience, or 14 years of experience in lieu of a degree.
• 5+ years of experience in a leadership role.
• Previous experience as a field sales executive, sales manager, or sales director.
• Proficient with Salesforce and Microsoft Office.
• Excellent verbal presentation and written communications skills.
• Negotiation, Pre-Call Sales Planning, creativity, and problem solving.
• Requires physical ability and mental acuity to execute the duties of the position successfully within required time frames to meet business requirements.
• Client Relationship Skills.
• Coaching Prospecting Skills.
• Working knowledge of sales and marketing techniques and best practices
• Skills in communication, customer service, and relationship building

Responsibilities

• Play a leadership role in creating a culture of performance and success, with ongoing business and goal achievement.
• Own and exceed sales targets for personal and team quotas.
• Set and communicate the strategy, priorities, and success measures for Parts Sales, adjusting direction based on the market trends, customer needs, and competitive dynamics.
• Develop regular action plans with direct reports to improve sales performance.
• Provides direct support as needed to sales staff through participation in sales calls or other related activities.
• Coach sales staff to enhance their effectiveness, holds them accountable for results.
• Negotiate deals directly and close deals as required.
• Coordinate with Cox Fleet Sales Executives to align sales efforts with operations and revenue realization plans.
• Collaborate with cross-functional partners and operations, in particular Trailer Sales and Service, during new account launches, pilots and campaigns.
• Recruits, hires, and develops sales team.
• Build a strong leadership bench by developing managers, identifying succession needs and ensuring readiness for future growth.
• Implement and utilize CRM tool daily to monitor sales results and ensures Parts Sales representatives are compliant in its usage and using the tool effectively.
• Accountable for delivering profitable growth by balancing revenue expansion, pricing, discipline, cost awareness, and resource allocation decisions.
• Partner with Finance on forecasting and performance analysys.
• Manage the sales teams, operations, and resources to deliver profitable growth.
• Assess current sales methodologies, team structure, and propose/implement necessary adjustments to optimize performance.
• Oversee the development of infrastructure and initiatives needed to facilitate aggressive growth and internal collaboration.
• Lead operational and strategic efforts to increase the solution’s customer base, customer loyalty, revenue per customer and top-line financial growth for the business.
• Communicate clear vision for Parts Sales, aligning teams around priorities and connecting daily work to Cox Fleet’s broader strategy and customer value proposition.
• Ability to lead and build an environment based on strategic selling.
• Ability to prepare reports and use appropriate modes of communication.
• Must be proficient at analyzing data, building reporting, and making strategic recommendations based on data and trends.
• Ability to manage multiple projects and work to tight deadlines.
• Proven success working in a fast-paced, high-growth environment.
• Keen business sense, with the ability to find creative business-oriented solutions to problems.
• Ability to build and execute territory plans.
• Ability to identify and solve client issues strategically.
• Perform any other duties assigned

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, and parental leave.
• 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).

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 501-1,000 employees