Client Solutions Expert, Media
- Full Time
*This is a remote position. Candidates can be located nationwide.
The Media Client Solution Expert is responsible for providing solution expertise and driving revenue growth for the largest and most complex dealer group clients of Cox Automotive, leveraging the EDP strategic account management framework and Challenger skills. The team member works in conjunction with Enterprise Dealer Partnership (EDP) Account Directors, peers on the support team, and with field sales and performance management teams during account planning, the sales process, and ongoing client performance assessments to deliver expertise across the entire digital media spectrum, including: websites, classified listings, digital retailing, search engine marketing, search engine optimization, related managed services, display and all other aspects of advertising, etc. The role includes providing in-depth solutioning and recommendations based on key market trends and product expertise, and includes creation, execution, and ongoing refinement of an over-arching media strategy to achieve specific business outcomes and KPIs, while growing revenue for Cox Automotive. While the role is primarily focused on c-suite conversations and strategy and building trusted relationships with key decision makers and influencers, the team member will interface with dealership level team members, including making dealer visits as required to gather data and process information to inform the wider client strategy. Inherent in this is an understanding of the various Cox Automotive media products, including Autotrader, Kelley Blue Book, and Dealer.com, including the integration of these products and how they work collectively to deliver value to the client. The role has the added responsibility of interfacing directly with senior level team members within the Cox Automotive business units to ensure alignment on client strategy. This role reports to either to the Sr. Manager or Sr. Director of Client Solution Support within EDP.
This role has the following responsibilities:
Accountable for financial performance across the Cox Automotive Media solution and set of products, delivering a monthly/quarterly forecast and exceeding monthly, quarterly, and annual new business, revenue growth, retention, and product penetration targets for a specific book of business.
Operating within the EDP strategic account management framework, leveraging Challenger skills to achieve financial and operational targets for both the client and Cox Automotive.
Interface directly with clients at the c-suite and dealership level to deliver expertise across all aspects of the Cox Automotive Media solution set, crafting tailored client strategies including product recommendations, launch and implementation strategies, and performance monitoring on a consistent basis, including changes to the client strategy as required to achieve key client focused metrics and KPIs.
Deep understanding of the Cox Automotive Media solution, including the individual set of products, integration points, reporting sets, and the associated product roadmaps, speaking to both the dealer and consumer journeys.
Partnership with peers on the Support Team and the Analytics team to build and deliver key client performance metrics, including recommendations to improve performance and achieve client goals.
Provide thought leadership and direction on how solutions and products add financial and strategic value for each client, based on knowledge of industry, business economics, and strategic issues.
Build strategic plans to drive product penetration and revenue growth across an assigned book of business.
Lead the interconnection between EDP and the business groups, providing regular feedback to sales, sales operations, marketing, product management, business group leadership and EDP leadership on client feedback and operational issues
Partner with leaders across EDP and other parts of the business to help craft the Cox Automotive Media value proposition.
Help reinforce and guide the EDP client engagement model, including partnership with field sales and performance management teams.
Act as the liaison between EDP and the business units, including attendance on monthly and quarterly calls with business unit leadership.
Remain informed of competitive offerings targeted at dealer clients and the positioning of Cox Automotive, Inc. in the marketplace
Lead change across the Enterprise Dealer Partnership organization and across Cox Automotive.
Continuous learning and training to stay up to speed on 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.
This individual will have:
Passion for and exceptional understanding of the automotive industry and ecosystem.
Exceptional understanding of the Cox Automotive product offerings and integration points between our various products to deliver connected client solutions.
Exceptional understanding of client value proposition development and insights selling.
Advanced understanding of industry trends and market opportunities around new products, solutions and architectures.
Direct engagement and a deep knowledge of standard sales methodologies including Challenger principles, business development, team effectiveness, relationship building and leadership skills.
Solid understanding of the Client Engagement Model and the EDP strategic account management framework.
- Bachelor’s Degree required in Business, Sales, Marketing, or like discipline or equivalent work experience; MBA or advanced degree preferred.
- 8 or more years direct experience in sales, sales effectiveness, sale consulting or sales management is preferred.
- 5 or more years direct experience in client facing roles within the digital advertising business.
- Deep knowledge of the automotive market and dealership operations, including how Cox Automotive provides service to the market.
- Proven experience in partnering with sales executives to mutually plan, prepare and execute on strategic deals in complex sales cycles.
- Strong analytical and problem-solving skills.
- Strong ability to build internal and external relationships.
- Demonstrated ability to lead conversations at the most senior levels with strong executive presence.
- Demonstrated ability to be successful within a fast pace, matrixed environment.
- 50% travel requirement.
About Cox Automotive
Cox Automotive Inc. makes buying, selling and owning cars easier for everyone, while also enabling mobility services. The global company’s 34,000-plus team members and family of brands, including Autotrader®, Clutch Technologies, Dealer.com®, Dealertrack®, Kelley Blue Book®, Manheim®, NextGear Capital®, VinSolutions®, vAuto® and Xtime®, are passionate about helping millions of car shoppers, tens of thousands of auto dealer clients across five continents and many others throughout the automotive industry thrive for generations to come. Cox Automotive is a subsidiary of Cox Enterprises Inc., a privately-owned, Atlanta-based company with revenues exceeding $20 billion. www.coxautoinc.com
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.
Statement to ALL Third-Party Agencies and Similar Organizations: Cox accepts resumes only from agencies with which we formally engage their services. Please do not forward resumes to our applicant tracking system, Cox employees, Cox hiring manager, or send to any Cox facility. Cox is not responsible for any fees or charges associated with unsolicited resumes.
Organization: Cox Automotive
Primary Location: US-GA-Atlanta-3003 Summit Blvd
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Employee Status: Regular
Job Level: Individual Contributor
Shift: Day Job
Travel: Yes, 50 % of the Time
Unposting Date: Ongoing