Company

Cox Automotive - USA

Job Family Group

Sales

Job Profile

Client Management Director - CAI

Management Level

Director

Flexible Work Option

Can work remotely but need to live in the specified city, state, or region

Travel %

Yes, 75% of the time

Work Shift

Day

Compensation

Compensation includes a base salary of $133,700.00 - $222,800.00. 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 $70,000.00.

Job Description

Manheim, a Cox Automotive brand, is currently hiring a Client Management Director to join our National Sales team in Florida/Georgia (or anywhere east of the Mississippi).

The Client Management Director is responsible for working with the AVP, National Dealer Accounts Team Lead to create, drive and execute the company’s strategic growth plan for assigned book of business.  They will provide a consultative sales approach to implement and execute the company’s plan to protect and grow current market share, introduce and sell products and services to the client to increase revenue.  They will possess extensive knowledge of all Cox Automotive products and services and utilize that knowledge to increase share of wallet within their assigned accounts.  They will have knowledge of remarketing – primarily automotive dealers (wholesalers, independents and franchise).  They will be highly skilled in negotiating and will ensure the company’s best interests are met.  This position will have direct accountability for volume and revenue targets for their assigned book of business. The Director, National Accounts will have a high level of interaction with various levels of management within the assigned account(s) and ensure that the client’s needs are met by Manheim operating locations as well as other Cox Automotive businesses. This person will have significant previous leadership experience and financial acumen in interacting with large dealer accounts.  

What You’ll Do:

Oversee strategic planning activities for their assigned client accountsResponsible for meeting or exceeding volume and revenue goals for each of their assigned accountsMaintain and drive new revenue growth and market share for all clients.Build and maintain client relationships and ensure an exceptional customer experience.Evaluate growth opportunities identified by client needs and market trends; assess business options to address those needs and make recommendations to team leaders.Participate in key negotiations with the client and Manheim/Cox Automotive leadership, in coordination with others to secure/grow business.Implement business strategy, business operations, process analysis, design and improvement to solve client needsAble to work effectively with the National Client Sales Support Team as well as other key teams such as Manheim Consulting, Operations Group, Product Strategy and Field Sales Teams in order to fully utilize all resources available to maximize opportunities that provide value to the client. Responsible for a consultative sales approach to improve customer experience and loyalty while strengthening relationships with the client.Responsible for annual sales targetsMonitor client, market and competitor activity and provide feedback to the team leaders on key changes and business needs.Work closely with Client Success, Value Strategy, and Shared Services to ensure National Account strategy is aligned and contract negotiations are reasonable and fair.Communicate consistently with Field Operations as they are impacted by potential changes with client accounts.  This includes auction personnel, MVP’s and the BOCIdentify opportunities to increase revenue for National Account clients by creatively promoting all sales channels and cross selling all potential products and services.Facilitate change by anticipating, identifying and planning for issues related to achieving the business objectivesParticipate in trade and industry events to represent Cox Automotive as the industry leader.

Who You Are:

Required:

Bachelor’s degree in a related field and 10years experience in a related field (progressive experience in account management with a sales focus).  The right candidate could also have a different combination, such as a master’s degree and 8 years’ experience; a Ph.D. and 5 years’ experience in a related field; or 14 years’ experience in a related field. Intricate and detailed understanding of the auto dealer business, wholesale market, and auto industry is essential.Proven track record of successfully building relationships, consulting and selling value added service solutions directly to senior leadership.Adaptable, results oriented and proven ability to meet and exceed sales targets.Consistently drives results through influencing with analytical supportSkilled in developing and finalizing business case scenariosSignificant experience developing and successfully implementing strategies on a large scale required.Skilled in effective negotiation techniquesSuperior communication and organizational skills required; Strong technical/digital skills.Ability to achieve business results through influence, executive presence, strategic thinking, and effective problem solving skills.

Drug Testing

To be employed in this role, you’ll need to clear a pre-employment drug test. Cox Automotive does not currently administer a pre-employment drug test for marijuana for this position. However, we are a drug-free workplace, so the possession, use or being under the influence of drugs illegal under federal or state law during work hours, on company property and/or in company vehicles is prohibited.

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.

About Us

Through groundbreaking technology and a commitment to stellar experiences for drivers and dealers alike, Cox Automotive employees are transforming the way the world buys, owns, sells – or simply uses – cars. Cox Automotive employees get to work on iconic consumer brands like Autotrader and Kelley Blue Book and industry-leading dealer-facing companies like vAuto and Manheim, all while enjoying the people-centered atmosphere that is central to our life at Cox. 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.

Applicants must currently be authorized to work in the United States for any employer without current or future sponsorship.