Director Digital Retail Sales

North Hills, New York
May 24, 2019
Account Management
Metro Area
New York
Full Time
The Director of Sales Digital Retailing (DR) will be responsible for attracting, retaining and developing talent to create a high performing sales team to drive results by obtaining the monthly and quarterly sales goals. The successful candidate will independently and collaboratively strategize how to grow the Retail Solutions Digital Retail Products and is adept at managing the team and the portfolio to grow their bottom line.  The Director of Sales also thinks creatively about business challenges and develops innovative solutions to drive sales results. This role will work closely with the AVP of Sales to identify areas of needed improvement and work towards the necessary solutions.   

The Director of Sales is responsible for their team's sale of defined products from the portfolio of software solutions to car dealership franchises within the territory. The Director will typically be responsible for a team of direct reports and their team's sales goals, as well as proper recruiting, training, mentoring and performance management.
The Director of Sales will negotiate with car dealers, and possess an in-depth knowledge of the end-to-end dealership operations. The Director will be frequently called upon to close deals with their team and is responsible for maintaining optimal revenue in each transaction.
Travel requirements are significant for this field-focused position – up to 90%.
Manage the sales strategies for the portfolio according to its strategic plan, and assign all sales force activities to support rapid growth.

  • Manage the sales teams, operations and resources to deliver profitable growth

  • Assess current sales methodologies, team structure, and propose/implement necessary adjustments to optimize performance

  • Oversee the development of infrastructure and initiatives needed to facilitate aggressive growth and internal collaboration

  • Lead operational and strategic efforts to increase the solution’s customer base, customer loyalty, revenue per customer and top-line financial growth for the business

  • Play a leadership role in creating a culture of performance and success, with ongoing business and goal achievement

  • Coach, recruit and mentor team members, resulting in highly skilled salespeople that meet or exceed sales goals

  • Negotiate deals directly with franchise car dealerships on a variety of products categories

  • Interact with Product Managers and Sales Leadership to help refine product and distribution strategies

  • Monitor sales results and sales expectation achievement through and other tools

  • Research prospective organizations to identify the right customer stakeholders to sell to

  • Coach customer stakeholders and build consensus for solutions within their organization

  • Independently and collaboratively strategize for solving deal-level challenges


  • Bachelor’s Degree preferred or combination of education and experience

  • At least 10 years of total experience in sales, retail car sales, technology or software sales, SaaS, etc

  • 3-5 years of sales management experience and experience managing a regional field sales team

  • Proven track record of successfully selling automotive solution products at the highest level with demonstrated success

  • Extensive knowledge of auto dealership operations

  • Excellent time management, organization, and task prioritization skills

  • Strong multi-tasking skills

  • Exceptional organizer in delegation of team responsibilities and process

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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