Dealer.com Group Sales Manager

The Dealer.Com (DDC) Group Sales Manager (GSM) will focus on prospecting and selling DDC business unit products to assigned dealer group customers. The GSM will be the primary sales point of contact for your business unit(s) for the dealer groups with 10 or more stores with the goal of maximizing group dealership bookings.

As the business unit sales contact for leaders within the dealer groups, the GSM will partner with the C-Suite level to identify new and upsell opportunities within the group. The GSM will collaborate with internal resources to provide solutions that work across the stores. This role will confidently and seamlessly navigate the group corporate structure and be a trusted and reliable partner for the dealer group.

We are currently looking to hire a Group Sales Manager specializing in Dealer.com. The territory will encompass mostly Florida, Georgia, North Carolina, South Carolina, Virginia, West Virginia, Washington DC, Maryland, and Delaware. We are open to candidates in the Eastern and Central time zones.

What You’ll Do:

• The Group Sales Manager (GSM) is responsible for identifying sales opportunities, presenting solutions, overcoming objectives, and closing business across dealership groups as assigned to achieve targeted sales goals.

• Interact and establish relationships with key decision makers at the Senior Leadership level of the group, such as C-level, and/or regional leaders, cultivating a lasting business relationship with these contacts. This includes direct interface with decision makers including dealer visits to gather data, build relationships, and drive sales.

• Seek to understand and document client business structure, needs, and ongoing decision-making patterns to identify the best solutions.

• In collaboration with the Strategic Sales Director, build strategic plans to drive product penetration, upsell opportunities, and revenue growth across an assigned book of business in the dealer group. 

• Drive financial performance for the specific product, forecasting and exceeding monthly, quarterly, and annual new business, revenue growth, retention, and product penetration targets for a specific book of business.

• Collaborate with Product Consultants, Performance Managers, and Sales Operations to develop and execute strategic plans to drive the growth of a specific Cox brand from C-suite through rooftop.

• Represents Cox to the group dealership for the specific product. Exchanges facts and insights between the dealer group and internal teams at Cox to develop an overarching strategy that achieves specific business outcomes and KPIs, while growing revenue for Cox Automotive.

• Provide in-depth solutions and recommendations based on key market trends and product expertise, offering the client ways to achieve synergies across the stores.

• Communicate key corporate client strategies to performance management partners to ensure continuity of accounts.

• Remain informed of competitive offerings targeted at dealer clients and the positioning of Cox Automotive, Inc. in the marketplace.

• Successfully complete all required training while seeking an expert level of industry knowledge and expertise. Leverage knowledge of the latest industry trends and product innovations with a capability to translate these learnings into effective client conversations, delivering value for the client and Cox Automotive.

• Develop and actively manage a pipeline of sales opportunities and use Salesforce as the tool of record to capture all sales calls, client information, and opportunities.

This individual will have:

• Passion for and an exceptional understanding of the automotive industry, specific brands, and the resulting ecosystem.

• Exceptional understanding of the Cox Automotive product offerings and integration points between our various products to deliver connected client solutions.

• Exceptional understanding of dealer groups, client value proposition development, and insights selling.

• Advanced understanding of industry trends and market opportunities around new products, solutions, and architectures.

What’s in it for you?

As a dynamite leader, you deserve success in your life as well, and at Cox, we define “success” as being a part of a company that gives you lots of opportunities and options.

• First, we’ve created an exceptional salary package, plus additional incentives.  We are an inclusive, sales-friendly environment where different perspectives are valued and celebrated. Cox gives you generous paid time off and provides access to a lifestyle coach, adoption assistance, pet insurance, employee discounts, tuition reimbursement, and more.

• Looking for tools and training to up your game? We’ve got them. And we offer a work/life balance that allows you to enjoy flexibility, family, and friends.

• Cox 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 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, and parental leave.

Who you are:

Minimum Qualifications:

• Bachelor’s degree in a related discipline and 6 years of experience in a related field. The right candidate could also have a different combination, such as a master’s degree and 4 years of experience; a Ph.D. and 1 year of experience; or 10 years of experience in a related field

• Safe drivers are needed. A valid driver’s license is required.

Preferred Qualifications:

• 4+ years experience selling Cox Automotive retail products

• 2+ experience selling to large dealer groups strategic accounts or OEMs

• Ability to travel out of your home market up to 75% of the time, as needed.

• Deep knowledge of the automotive market and dealership operations, including how Cox Automotive provides services to the market.

• Proven experience in partnering with sales executives to mutually plan, prepare, and execute strategic deals in complex sales cycles.

• Demonstrated ability to lead conversations, presentations, and demonstrations at the most senior levels with a strong executive presence.

• Strong analytical and problem-solving skills, and exceptional written and verbal communication skills.

• Strong ability to build internal and external relationships and collaborate between these groups as needed.

• Experience with Salesforce CRM.

To be employed in this role, you’ll need to clear a pre-employment drug test. Cox Automotive does not currently administer a pre-employment drug test for marijuana for this position. However, we are a drug-free workplace, so the possession, use or being under the influence of drugs illegal under federal or state law during work hours, on company property and/or in company vehicles is prohibited.

Compensation includes a base salary in the range of $86,300.00 - $129,500.00. 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 $85,000.00.

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, and parental leave.

Through groundbreaking technology and a commitment to stellar experiences for drivers and dealers alike, Cox Automotive employees are transforming the way the world buys, owns, sells – or simply uses – cars. Cox Automotive employees get to work on iconic consumer brands like Autotrader and Kelley Blue Book and industry-leading dealer-facing companies like vAuto and Manheim, all while enjoying the people-centered atmosphere that is central to our life at Cox. 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.

Applicants must currently be authorized to work in the United States for any employer without current or future sponsorship.

EOE, including disability/vets