Group Sales Manager (Dealertrack)

The group sales manager (GSM) will focus on prospecting and selling specific BU products to assigned group customers. The GSM will be the primary point of contact for the dealer groups with 10 or more stores with the goal of maximizing group dealership bookings.
As the single point of contact for leaders within the dealer groups, the GSM will partner with the C- 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 multiple Group Sales Managers, with an emphasis on those candidates who specialize in Dealertrack, Dealer.com, VinSolutions, and vAuto. This particular role will support our efforts in the Northeastern portion of the country.
What You'll Do:

• The Group Sales Manager (GSM) is responsible for identifying sales opportunities, presenting solutions, overcoming objectives and closing business across dealership groups as assigned to achieve targeted sales goals.
• Interact and establish 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.
• Seek to understand and document client business structure, needs, and ongoing decision-making patterns to identify the best solutions.
• In collaboration with director, build strategic plans to drive product penetration, upsell opportunities, and revenue growth across an assigned book of business in the dealer group.

• Drive 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.

• Collaborate with Product Consultants, Performance Managers, Field Sales, Sales Operations to develop and execute strategic plans to drive growth of a specific Cox brand from C-suite through rooftop.

• Represents Cox to the group dealership for the specific product. Exchanges 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.

• Provide in-depth solutioning and recommendations based on key market trends and product expertise offering the client ways to achieve synergies across the stores.
• Communicate key corporate client strategies to performance management partners to ensure continuity of accounts.
• Remain informed of competitive offerings targeted at dealer clients and the positioning of Cox Automotive, Inc. in the marketplace.
• Successfully complete all required training while seeking an expert level of industry knowledge and expertise. Leverage 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.
• Develop and actively manage a pipeline of sales opportunities and use Salesforce as the tool of record to capture all sales calls, client information, and opportunities.

This individual will have:

• Passion for and exceptional understanding of the automotive industry, specific brand 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.

What's in It for You?
Here's a sneak peek of the benefits you could experience as a Cox employee:

• 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.

Check out all our benefits
Who you are:
Minimum Qualifications:

• 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.
• Safe drivers needed; valid driver's license required.

Preferred Qualifications:

• Ability to travel out of 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 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.

USD 105,000.00 - 157,600.00 per year
Compensation:
Compensation includes a base salary of $105,000.00 - $157,600.00. 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 $85,000.00.
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.
Applicants must currently be authorized to work in the United States for any employer without current or future sponsorship.
About Cox Automotive
At Cox Automotive, people of every background are driven by their passion for mobility, innovation and community. We transform the way the world buys, sells, owns and uses cars, accelerating the industry with global powerhouse brands like Autotrader, Kelley Blue Book, Manheim and more. What's more, we do it all with an emphasis on employee growth and happiness. Drive your future forward and join Cox Automotive today!
About Cox
Cox empowers employees to build a better future and has been doing so for over 120 years. With exciting investments and innovations across transportation, communications, cleantech and healthcare, our family of businesses - which includes Cox Automotive and Cox Communications - is forging a better future for us all. Ready to make your mark? Join us today!
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.
Statement to ALL Third-Party Agencies and Similar Organizations: Cox accepts resumes only from agencies with which we formally engage their services. Please do not forward resumes to our applicant tracking system, Cox employees, Cox hiring manager, or send to any Cox facility. Cox is not responsible for any fees or charges associated with unsolicited resumes.