Senior Manager, Direct Sales New Business
Cox Automotive, , , United States
Transforming the way the world buys, sells, owns and uses vehicles
Salary: USD 99,000.00 - 148,400.00 per year
Duration: Full Time
Manheim Regional Commercial Team , a Cox Automotive Brand, is currently hiring a Senior Manager , Direct Sales New Business, to join our team . This role is remote and can be based anywhere in the US.
The Senior Manager, Direct Sales New Business is responsible for leading a team of Hunters - Regional Commercial Sales focused on capturing market share, producing market revenue growth through an end-to-end sales strategy, and selling all Manheim services. The position requires a strategic approach to developing new business and generating revenue nationally. Success will be demonstrated by growth of new customers, territory penetration within each assigned automotive vertical and client engagement.
This role will support and execute strategy, while providing leadership for Regional Commercial Sales. The Manager role reports up to the Senior Director Commercial Sales.
The Manager is responsible for ensuring that the national & market sales strategy and sales goals are consistent and being executed on by their sales teams. He/she creates and implements strategies for business development, closely monitors results, and implements partnership programs with operating location leaders and staff to ensure that customer expectations are met or exceeded.
What You'll Do:
Who You Are:
Required:
Preferred:
USD 99,000.00 - 148,400.00 per year
Compensation:
Compensation includes a base salary of $99,000.00 - $148,400.00. 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 $34,000.00.
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.
Application Deadline: 08/08/2024
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.
The Senior Manager, Direct Sales New Business is responsible for leading a team of Hunters - Regional Commercial Sales focused on capturing market share, producing market revenue growth through an end-to-end sales strategy, and selling all Manheim services. The position requires a strategic approach to developing new business and generating revenue nationally. Success will be demonstrated by growth of new customers, territory penetration within each assigned automotive vertical and client engagement.
This role will support and execute strategy, while providing leadership for Regional Commercial Sales. The Manager role reports up to the Senior Director Commercial Sales.
The Manager is responsible for ensuring that the national & market sales strategy and sales goals are consistent and being executed on by their sales teams. He/she creates and implements strategies for business development, closely monitors results, and implements partnership programs with operating location leaders and staff to ensure that customer expectations are met or exceeded.
What You'll Do:
- Maintain and drive new revenue growth and client engagement within team's target territories
- Evaluate growth opportunities identified by customer needs and market trends; assess business options to address those needs and make recommendations to team.
- Participate in key negotiations with Commercial accounts within assigned book of business in coordination with others, to secure business.
- Must be knowledgeable of automotive verticals in order to identify client motivators and pain points. Verticals include Banks, Credit Unions, Rental Car Companies, Fleet Management companies and Third-Party Remarketers
- Monitor customer, market and competitor activity and provide feedback to the Commercial sales leadership team.
- Drive commercial field sales team members to work closely with pricing to ensure Commercial Strategy is aligned and contract negotiations are reasonable and fair.
- Provide expertise and leadership to commercial field sales team through coaching, setting clear expectations and navigating their teams through change.
- Source leads from competitive intelligence, operations target lists and other lead sources, such as conferences, partnerships, client recommendations, and other Cox Auto business units, such as Mobility
- Work directly with team members and their respective customers to determine opportunities and strategies that reflects the best interest of the company
- Promote the coordination of information sharing between the Commercial field Sales team and all other internal corporate departments, including Cox Automotive businesses, as well as our Market VP and auction sites. Coordinate regularly the sales targets with operational partners and pair with teams to identify and close leads.
- Facilitate change by anticipating, identifying, and planning for issues related to achieving the business objectives. Ensure a smooth hand-off of accounts once client engagement occurs and permanent support assignment identified.
- Management responsibility for commercial field sales team (hiring/ firing decisions, performance reviews, etc.) as well as oversight for team structures and accountabilities.
- Responsible for the training and development of the commercial field sales team
- Implements usage requirements Sales Account Management (CRM) tool, specific to the needs of commercial account pursuit and management that will be leveraged on a daily basis to monitor sales results
Who You Are:
Required:
- Bachelor's degree in a related discipline and 8 years' experience in a related field. The right candidate could also have a different combination, such as a master's degree and 6 years' experience; a Ph.D. and 3 years' experience in a related field; or 12 years' experience in a related field
- 3+ years' experience in management or leadership role
- Up to 75% travel required (mostly by plane)
Preferred:
- 6+ years of experience in Automotive, auction, wholesale internet sales/service
- Previous experience in a district or territory leadership role with a proven track record of success
- Experience in developing new business from prospects as well as existing customer base preferred.
- Easily able to grasp in-lane and online products and services and how to leverage in a competitive marketplace
- Understanding of the retail/wholesale marketplace in an operational context to best position the Manheim Value Proposition
USD 99,000.00 - 148,400.00 per year
Compensation:
Compensation includes a base salary of $99,000.00 - $148,400.00. 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 $34,000.00.
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.
Application Deadline: 08/08/2024
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.