Sr Director Enterprise Marketing Partnerships - CAI

Cox Enterprises

5d • Remote

About The Position

The Senior Director, Partner and Retail Experience (East Region) provides leadership and oversight to the Partner+ Retail Experience and Operations Sales teams overseeing the team efforts to develop and sell Omni-Channel (Dealer Software and Consumer Software Solutions) to OEMs (East Region) and across our Intermediary and Retailer partners. This role is responsible for the monetization strategy for those programs, identification of client goals and needs, strategy for proposal development, and adoption and implementation of the Challenger methodology. You will leverage your expertise as a “retail-expert” and understanding of the marketplace to identify tailored and comprehensive retail experience programs that are outcome-focused, achieve client goals, strategize with internal stakeholders to increase market share, optimize program offering and generate revenue. This role requires knowledge of Cross Cox Business Unit omni-channel solutions including Dealer.com, Digital Retailing, KBB, AT, Advertising, API’s, Marketplace and retailer software solutions to include: CRM, Xtime, vAuto, DealCentral and DMS as well as other Cross-Cox data solutions. In this role you will be responsible for handling and responding to client issues, working to solve problems and foster relationships that will allow your team to challenge our clients’ retail experience strategies, and developing a collaborative relationship with a foundation on the consumer journey and retail insights. You will have Cox Automotive’s industry-leading brands, content, analytics in more in your toolbox, and must be driven to maximize investment in Cox Automotive’s Dealer Solutions (i.e., Advertising, Websites, Digital Retailing, ICO, Listings, Retailer solutions, etc.).

Requirements

• Bachelor’s degree in a related discipline and 12 years’ experience in a related field. The right candidate could also have a different combination, such as a master's degree and 10 years’ experience; a Ph.D. and 7 years’ experience in a related field; or 16 years’ experience in a related field
• 7+ years’ experience in management or leadership role
• 7-9 years of executive sales with a successful track record of meeting and exceeding target performance through the utilization of Account Portfolio Management, Account Planning, and effective prioritization and management of opportunities.
• Strong leadership and management skills.
• 5-7 years of Leadership Experience within a large, matrixed organization.
• Ability to properly prepare for complex negotiations that deliver a win/win outcome.
• Demonstrated history of achievement and discipline at managing the sale of intangible software solutions to large corporations.
• Strong communication and interpersonal skills sufficient for conversing with and managing opportunities at all levels of the OEM organization, including C-Suite, and the ability to effectively navigate and mediate conflict and foster honest dialogue to keep clients happy and convert sales opportunities.
• Demonstrated expertise and experience managing large, complex accounts at the most senior business levels and other major Dealer Group executives.
• Must understand Cross-Cox product sets and the interconnection between the different tiers within the automotive industry in order to survive this role.
• Skilled at using remote presentation software and account planning tools and building/maintaining relationships both virtually and in-person.
• Must be highly skilled at cross-team collaboration including the ability to solicit buy-in and influence cross-team collaboration to drive solutions.
• Up to 30% overnight travel.
• Requires physical ability and mental acuity to execute the duties of the position successfully within required timeframes in order to meet business requirements.
• Drug Testing To be employed in this role, you’ll need to clear a pre-employment drug test.

Responsibilities

• Ensure team-wide understanding and focus on achieving sales and revenue targets/quotas and team-wide adoption of the Challenger Sales Methodology.
• Manage or ensure effective management of complex deal structures, contracts, and terms of agreement.
• Serves as a “go-to” source for managing issues and challenges associated with initiative planning, execution, and ongoing operation.
• Attain or surpass revenue goals and sales quotas by supporting direct reports in proposal development, internal vetting, pitching, legal review, SOW creation, and execution through renewed, revised, or new contracts and agreements reached with assigned OEM clients.
• Manage a regional team to create, strategize, and execute on a client media budgets up to $10M per client for up to 10 clients.
• Engage with C-Level leadership at the OEM Client and Intermediaries as needed to promote adoption of new retail strategies that drive performance and consumer experiences shoppers value through thought leadership and strategic client-centric insights.
• Inspire and challenge our clients to create a strategy that drives performance and an experience Dealers value through thought leadership and strategic client-centric insights.
• Oversee analysis of performance data against targets to identify opportunities for improvement, adjusting strategy to maximize performance.
• Reinforce adoption of the Challenge Sales Methodologies with direct reports to ensure proposals are built upon data-driven insights that challenge our clients’ assumptions about their position in the marketplace and catalyze them to think differently about Cox Automotive and the solutions we are able to provide.
• Partner with cross-functional business leaders, leveraging all corporate resources and services available, to develop tailored program solutions that create new business opportunities to sell into our clients to hit sales targets or quotas and increase market share and differentiate Cox Automotive in the marketplace.
• Monitor clients, the competition, and the industry for trends, challenges, and opportunities, developing strategies for assigned OEM accounts to head-off potential issues and ensure these are included in Business Development strategy and tactic development.
• Influence definition of Sales Targets, Performance Quotas, and general indicators of success through the contribute data-driven insights and understanding of the conditions of the marketplace to Sales Leadership and Finance.
• Engage and collaborate with Product Management, Marketing, Sales, Engineering, Finance and Legal teams to ensure appropriate and effective alignment on the goals and expectations defined within client contracts are met for execution.
• Engage with Executive Suite and major decision makers within assigned OEM accounts to identity and establish a strategic roadmap by providing customer, business, and industry insights to influence strategic decision making and position Cox Automotive as the partner to help them achieve their vision.
• Foster innovation and ongoing dialogue with the OEM client on the value proposition, scoping, pricing, and execution of proposed programs, leveraging data and insights to challenge the client’s assumptions and find new paths to retain or grow client investment.
• Partner with the OEM Account Management team to ensure we deliver against terms outlined in OEM agreements to drive client satisfaction and execution.
• Maintain and build close, multi-level relationships at the OEM and Intermediary.
• Promote Cox Automotive as a values partner through proactive, clear and convincing communication of our value propositions, solutions, insights, performance data and research.
• Provide input and present Cox Automotive end-to-end vision, including Dealer.com, Dealertrack, Mobility, Autotrader, and KBB solutions to ensure Cox Automotive maintains a top-of-mind position within multiple departments in your existing OEM(s).
• Oversee the teams’ communication with the OEM client on the value of the program with results on a quarterly basis (or more frequently if necessary).
• Prioritize opportunities for assigned account and collaborate with Program Management and Dealer Sales strategy teams to validate supportability of plan goals based on multiple factors including our operational bandwidth, engineering capacity, and Dealer Sales capabilities.
• Remain current on industry trends or news, watching for impacts to OEM business, and be an industry expert to inform both client-facing and internal strategies.
• Develop Account Directors and Account Executives – Leadership, Mentorship, and Education.
• Deliver weekly status report on all assigned accounts and programs, keeping pipeline and revenue documents up to date.
• Other duties as needed or required.

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: Executive