Senior Business Development Manager

Ann Arbor, Michigan
Feb 13, 2019
Account Management
Metro Area
Full Time
The Sr. Business
Development Manager is responsible for leading sales, revenue (direct &
indirect) and business development efforts through team members (IBDC) within
the CAR&I organization for achieving revenue, rooftop enrollments,
corporate EBITDA and strategic growth (US & Canada).  This role works
with cross functional groups through leadership teams, Implementation and
Performance Specialists, Product and Client Support for meeting industry and
client needs (Cox internal BU’s and external clients).  Strategically,
this role will use our data services to create and build new applications and
analytic tools used within CAI, OEM’s, Media and large data integrators. 
Responsibilities include managing and developing key business relationships for
growing the 76,000 rooftops monthly which use CAR&I incentive data.  


Financial and rooftop growth is
achieved through new business hunting and harvesting existing client
relationships.  Maintaining market share leadership  is critical for securing profitability of CAI
products and OEM endorsements for use of incentive data across all industry
verticals.  This position will have a direct report (IBDC) for managing
less strategic accounts, handling inbound leads and developing Challenger sales
positioning for the education and differentiation of CAR&I solutions. 
 Key success criteria for this role include thought leadership, analytic
data interpretation, client relationship building, speaker engagements and advocating
best practices within the industry. 


The Senior Manager of Sales & BD
will work closely with cross functional CAI leadership teams (Retail Solutions
& Media) for enhancement of data and development of analytical services
that maximize market share, EBITDA for CAI, grow revenue and provide
differentiators within the industry (OEM’s, digital advertisers, FinTech
providers and DSP’s) adoption of all incentive data through the BU’s while
supporting enhancements and new offerings throughout the product




  • Senior level executive responsible
    for growing the use cases and market share of CAR&I data through CAI and 3rd party

  • Continue development of analytic
    forecasting products and services which deliver insights for OEM and GES
    accounts and provide added value to the data and services currently provided
    through CAR&I

  • Hunt, identify, prioritize and close
    strategic partnerships with 3rd party Dealer Service providers (DSP), Digital
    Retailing (DR) and FinTech technology partners which grow the Cox brand and
    revenues across the industry

  • Negotiate business and financial
    terms for DSP, DR and FinTech opportunities

  • Develop business cases, ROI
    calculations and new partner opportunities through the DSP, DR and FinTech
    industry segments and maintain relationships with clients

  • Track industry trends within the
    DSP, DR and FinTech segments (market share and competitive offerings) which impact
    Cox and reduce risk of lost revenue and EBITDA

  • Understand industry trends for
    identifying opportunities within DSP, DR and FinTech prospects

  • Package and bundle current offerings
    for creating and delivering value through CAR&I deliverables

  • Build and maintain business
    relationships with DSP, DR, FinTech, Desking, Equity and Advertising/Marketing
    segments for growth with new and existing clients

  • Escalation point for senior
    executives and decision makers at partner organizations

  • Manage and oversee partner
    relationships from initial introduction through onboarding and project managing
    integration and delivery of solutions/revenue

  • Lead all team members within the
    partnership needs from business development, sales, marketing accounts
    receivable, operations and client services

  • Continue to develop the account
    deliverables and deliver value for ongoing growth and revenue for CAI

  • Manage special projects and new idea
    concepts through Product Planning and development while maintaining focus on
    revenue and profit goals

  • Delegate contacts with clients and
    prospects within all industry segments for value propositions to:  digital
    advertising/marketing, vehicle listing/classified sites, DSP, fintech providers
    and 3rd party integrators of digital retailing solutions

  • Work with direct reports to develop
    and maintain account plans and relationships with assigned clients

  • Collaborate and execute the
    CAR&I marketing plan through the matrix marketing organization and FARM

  • Manage sales funnel and contract

  • Research industry players, potential
    data use, and categorize by client segmentation (review website, products,

  • Strategically expand, secure and integrate
    OEM/Lender data and sourcing

  • Requires
    BS/BA in related discipline

  • Requires
    7+ years of experience in a related field

  • MS Office and CRM tool proficient
  • Experience managing analytic data base tools and building data
    subscription offerings (i.e. – Access, Tableau, DOMO, etc.)

  • Excellent verbal, written, communication and presentation skills
  • Ability to develop and maintain executive/”C” Level relationships
  • High attention to detail and accuracy
  • Travel required - (50%)
  • Regularly scheduled office days and presentation training for team

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,®, 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.

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.


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