Dealer.com Group Sales Manager

Cox Enterprises•Indianapolis, SC

1d•$86,300 - $129,500•Remote

About The Position

The Dealer.Com (DDC) Group Sales Manager (GSM) will focus on prospecting and selling DDC business unit products to assigned dealer group customers. The GSM will be the primary sales point of contact for your business unit(s) for the dealer groups with 10 or more stores with the goal of maximizing group dealership bookings. As the business unit sales contact for leaders within the dealer groups, the GSM will partner with the C-Suite level to identify new and upsell opportunities within the group. The GSM will collaborate with internal resources to provide solutions that work across the stores. This role will confidently and seamlessly navigate the group corporate structure and be a trusted and reliable partner for the dealer group. We are currently looking to hire a Group Sales Manager specializing in Dealer.com. The territory will encompass mostly Florida, Georgia, North Carolina, South Carolina, Virginia, West Virginia, Washington DC, Maryland, and Delaware. We are open to candidates in the Eastern and Central time zones.

Requirements

Bachelor's degree in a related discipline and 6 years of experience in a related field. The right candidate could also have a different combination, such as a master’s degree and 4 years of experience; a Ph.D. and 1 year of experience; or 10 years of experience in a related field
Safe drivers are needed. A valid driver’s license is required.
Passion for and an exceptional understanding of the automotive industry, specific brands, and the resulting ecosystem.
Exceptional understanding of the Cox Automotive product offerings and integration points between our various products to deliver connected client solutions.
Exceptional understanding of dealer groups, client value proposition development, and insights selling.
Advanced understanding of industry trends and market opportunities around new products, solutions, and architectures.
Applicants must currently be authorized to work in the United States for any employer without current or future sponsorship. No OPT, CPT, STEM/OPT or visa sponsorship now or in future.

Nice To Haves

4+ years experience selling Cox Automotive retail products
2+ experience selling to large dealer groups strategic accounts or OEMs
Ability to travel out of your home market up to 75% of the time, as needed.
Deep knowledge of the automotive market and dealership operations, including how Cox Automotive provides services to the market.
Proven experience in partnering with sales executives to mutually plan, prepare, and execute strategic deals in complex sales cycles.
Demonstrated ability to lead conversations, presentations, and demonstrations at the most senior levels with a strong executive presence.
Strong analytical and problem-solving skills, and exceptional written and verbal communication skills.
Strong ability to build internal and external relationships and collaborate between these groups as needed.
Experience with Salesforce CRM.

Responsibilities

Identifying sales opportunities, presenting solutions, overcoming objections, and closing business across dealership groups as assigned to achieve targeted sales goals.
Interacting and establishing relationships with key decision makers at the Senior Leadership level of the group, such as C-level, and/or regional leaders, cultivating a lasting business relationship with these contacts. This includes direct interface with decision makers including dealer visits to gather data, build relationships, and drive sales.
Seeking to understand and document client business structure, needs, and ongoing decision-making patterns to identify the best solutions.
Building strategic plans to drive product penetration, upsell opportunities, and revenue growth across an assigned book of business in the dealer group.
Driving financial performance for the specific product, forecasting and exceeding monthly, quarterly, and annual new business, revenue growth, retention, and product penetration targets for a specific book of business.
Collaborating with Product Consultants, Performance Managers, and Sales Operations to develop and execute strategic plans to drive the growth of a specific Cox brand from C-suite through rooftop.
Representing Cox to the group dealership for the specific product. Exchanging facts and insights between the dealer group and internal teams at Cox to develop an overarching strategy that achieves specific business outcomes and KPIs, while growing revenue for Cox Automotive.
Providing in-depth solutions and recommendations based on key market trends and product expertise, offering the client ways to achieve synergies across the stores.
Communicating key corporate client strategies to performance management partners to ensure continuity of accounts.
Remaining informed of competitive offerings targeted at dealer clients and the positioning of Cox Automotive, Inc. in the marketplace.
Successfully completing all required training while seeking an expert level of industry knowledge and expertise. Leveraging knowledge of the latest industry trends and product innovations with a capability to translate these learnings into effective client conversations, delivering value for the client and Cox Automotive.
Developing and actively managing a pipeline of sales opportunities and using Salesforce as the tool of record to capture all sales calls, client information, and opportunities.