Associate Vice President, Manheim Car Auction Commercial Accounts

Company

Cox Automotive - USA

Job Family Group

Sales

Job Profile

AVP Enterprise National Accounts - CAI

Management Level

Assistant Vice Presidents (AVP)

Flexible Work Option

Can work remotely anywhere in the specified country

Travel %

Yes, 50% of the time

Work Shift

Day

Compensation

Compensation includes a base salary of $195,700.00 - $326,100.00. 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 $100,000.00.

Job Description

The Associate Vice President of Manheim Commercial  National Accounts has the responsibility of creating and driving the strategic growth plan for the Commercial businesses. This leader is responsible for managing a team of sales professionals, both Senior Directors and Directors of Manheim’s largest Commercial Accounts (automotive OEMs and large Lenders). This person will provide leadership and guidance to achieve company volume and revenue targets through relationship building, analytics and a consultative sales approach. This individual will place a heavy emphasis on driving business into all Manheim channels, as well as with any Cox Automotive adjacent businesses.

Success in this role will require being innovative and managing high- level sales/strategy professionals. This individual will provide leadership, direction, and accountability for both internal and external resources to achieve company goals.  There is a strong preference that the candidate be located in Atlanta, Georgia, but qualified, non-Atlanta based candidates will be considered with the understanding that they will travel regularly to corporate HQ in Atlanta.  Additional responsibilities include:

Leadership

• Drive sales professionals to work closely with pricing to align the Commercial Sales strategy and drive reasonable and fair contract negotiations.

• Provide expertise and leadership to the Commercial team through coaching, setting clear expectations and navigating their teams through change.

• Promote the coordination of information sharing between the Commercial team and all other internal corporate departments, including Cox Automotive businesses, as well as our Regional VP’s and auction sites

• Coach team on techniques to provide consistent improvement in their skills and results; this will include day-to-day problem solving and coaching their team members to meet performance goals.

• Establish mission critical policies and procedures.

• Foster a positive business climate which motivates team members and holds them accountable.

• Demonstrate the flexibility necessary to adjust to changing/additional duties and responsibilities as the markets and company change.

• Consistent partnership, collaboration and communication across Inventory Solutions Sales teams.

• Maintain involvement with business/professional organizations in order to build professional relationships

Develop Business Strategy

• Collaborate strategically with Digital, Logistics, Mobility, Marketing and other areas of the business.

• Develop strategic planning activities for the Commercial Sales function and is accountable for the growth of the Commercial sales teams.

• Develop an overall strategy for assigned product(s) and market(s) in partnership with Leadership and direct reports.

• Support sales in developing and integrating automotive insights into advertising and business development activities at all levels of the customer.

Revenue Goals and Relationships

• Maintain and drive new revenue growth and Market Share for all customers.

• Build and maintain customer relationships and drive exceptional customer service

• Evaluate growth opportunities identified by customer needs and market trends; assess business options to address those needs and make recommendations to leadership.

• Participate in key negotiations with Commercial accounts, in coordination with others, to secure business.

• Facilitate change by anticipating, identifying and planning for issues related to achieving the business objectives

• Identify opportunities to leverage current promotional / sponsorship to enhance business.

• Attend select local and national industry events.

• Responsible for annual sales targets and forecasts of $300M+

Sales Management

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