Senior Manager, Direct Sales New Business

Company

Cox Automotive - USA

Job Family Group

Sales

Job Profile

Sr Manager, Direct Sales New Business - CAI

Management Level

Sr Manager - People Leader

Flexible Work Option

Can work remotely anywhere in the specified country

Travel %

Yes, 75% of the time

Work Shift

Day

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.

Job Description

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:

• 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 yea