Enterprise Client Success Manager - Cox Automotive

Company

Cox Automotive - USA

Job Family Group

Sales

Job Profile

Account Manager IV

Management Level

Manager - Non People Leader

Flexible Work Option

Hybrid - Ability to work remotely part of the week

Travel %

Yes, 25% of the time

Work Shift

Day

Compensation

Compensation includes a base salary of $99,000.00 - $165,000.00. The base salary may vary within the anticipated base pay range based on factors such as the ultimate location of the position and the selected candidate’s knowledge, skills, and abilities. Position may be eligible for additional compensation that may include an incentive program.

Job Description

Enterprise Client Success (ECS) operates within the Cox Automotive Enterprise sales model that aims to strengthen and grow existing Enterprise client partnerships.  ECS is a client-facing team that serves as a primary resource for Enterprise clients relating to account management, sales enablement, cross-company integrations, program coordination, issue resolution, and assessing/optimizing product performance for our clients.  Specifically, ECS will engage with Enterprise clients across all segments (OEM, Lender, Rental, Fleet, Dealer, Mobility, etc.) to support daily internal/external client requests while executing on new selling solutions and coordinating product implementations across our Cox Automotive business units.  There are different support models for ECS depending on the client segment.  For some clients, both a sr. manager and manager may be assigned to support client initiatives concurrently while other clients may only have one resource responsible for supporting those initiatives.  

The Enterprise Client Success Manager is responsible for executing client-related tasks, including opportunities, issue resolution, and account optimization.  The ECS Manager will establish relationships with key client personnel and collaborate with the Client Partner, Strategist, and Sales leads to execute the client’s account plan.  For certain client segments, the ECS Manager will participate in a matrix support model where multiple ECS resources may support client initiatives along with multiple sales leads.  The ECS Manager’s responsibilities for these segments may be more targeted in working within certain solution groups. 

     

What you'll do:

• Assigned to support a book of business comprised of Cox Automotive’s more complex and active accounts
• Establish and build relationships with assigned clients and Cox Automotive sales lead(s), and for some segments the client partner, to help promote strategic vision for client(s)
• Work with the assigned account director/sales lead to build, optimize, and execute on the client’s account plan and strategy
• Optimize current business model for assigned clients by making strategic recommendations in leveraging Cox Automotive to help grow their business and expand product utilization 
• Gather, utilize, and leverage data from internal or external sources to support strategy decisions 
• Assist and participate in any account planning activities to understand client goals and objectives 
• Ensure client needs and expectations are met and/or exceeded
• Assist with sales cycle support by working with internal partners/teams within the organization and holding them accountable for executing on client initiatives, resolving client issues
• Speak to technology integration & implementation procedures of a new product or service with a client, or include appropriate resources when needed  
• Engage appropriate resources to respond to functional and technical elements of RFI’s/RFP’s/RFQ’s
• Protect and retain existing business by providing pre-sale, execution/post-sale and optimization support  
• Where applicable, work with the Sr. ECS Manager assigned to the account(s) to support the following:
• Day-to-day management for the account, including responsive, timely and high-impact communications, issue resolution and other account management duties as deemed necessary 
• Cross-Cox opportunities and initiatives
• Serve in a program or project management function that can be used for delivery of solutions to the client
• Be knowledgeable in the Cox Automotive product suite by speaking to benefits and features
• Demonstrate strong presentation skills in front of internal and external stakeholders
• Adhere to team’s performance benchmarks, including: 
• Client opportunity tracking (weekly reporting, salesforce updates, real-time updates to open item discussion and project logs)
• Continuing education requirements
• Client knowledge resourcing
• Account management activities (meeting schedule adherence, collaboration with business p