National Account Manager

Company

Cox Automotive - USA

Job Family Group

Sales

Job Profile

Business Development Manager DFS - CAI

Management Level

Manager - Non People Leader

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 $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 $52,500.00.

Job Description

As the National Account Manager you will be responsible for achieving sales objectives, growing accounts to ensure ongoing business continuity and customer satisfaction. You will manage sales relationships at the largest accounts, including S&S as well as Maintenance Management contractual customers. Your primary purpose is account growth, retention, and contractual renewal through sustained effective sales relationships.  You will partner with the Regional Sales teams as appropriate.  You will travel nationally, with a main focus on accounts in the Southwestern U.S. You will ensure new and existing customers continue using Cox Automotive Mobility Fleet Services (CAMFS) as their preferred provider via repeat business sales and maintenance management contract renewals.

Your responsibilities:

• Own and hit/exceed annual sales targets
• Develop annual plans to manage, grow, and retain assigned account revenue and contractual relationships.
• Investigate, qualify, pursue, and close upsell and cross-sell opportunities to meet or exceed revenue quota.
• Develop, maintain, and expand account relationships through effective sales and marketing activities. Develop a deep understanding of account organizations, decision-making, and business priorities to align Dickinson solutions to meet the ongoing needs of the client. Grow S&S revenue as account needs change. Develop vertical industry knowledge to develop innovative solutions to customer needs.
• Use the Challenger-based selling approach to manage and successfully close complex sales opportunities.
• Use insight and consultative selling techniques to provide feedback to clients on industry trends, strategies, and challenges.
• Manage sales activities via CRM, build and manage active pipeline, submit accurate monthly forecasting.
• Partner with customers to understand their business needs and objectives
• Effectively communicate the value proposition through proposals and presentations

Experience & Specialized Knowledge and skills

Required:

• 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
• Travel within an assigned sales territory will be required.
• Safe drivers needed; valid driver’s license required.

Preferred

• Positive attitude, high energy, passion, and a competitive spirit – you should be driven to win and close deals.
• 5+ years in a customer relationship, sales role servicing large accounts with minimum annual sales revenue of $1M or more.
• Demonstrated track record of sales growth and account relationship management, including expanding accounts nationally as well as incremental sales in an assigned account.
• Experience with contractual services sales and account retention and renewal processes, ideally with business process outsourcing.
• Ability to develop senior-level relationships (functional and C-suite) to drive effective sales conversations relevant to customer demands and business drivers.
• Strong team leadership skills to orchestrate “total company” solutions, including exceptions, specials, or adaptation of service offerings to meet customer and/or competitive needs.
• Foundational financial literacy skills. Ability to review P&L, 10k, and other financial documents and interpret revenue, cost, and margin trends effectively.
• Demonstrated advanced communication skills (interpersonal, written, verbal, and presentation) required.
• Experience utilizing CRM technology.
• Must be willing and able to commit to extensive travel; up to 50% travel (day and overnight trips).
• Proficiency with Microsoft Excel, PowerPoint, and digital literacy with social media platforms, particularly LinkedIn.
• Other duties as needed or r