Sr Manager Regional Commercial Sales - West Region

Los Angeles, California
Jul 11, 2019
Account Management
Metro Area
Los Angeles
Full Time

Regional Sales Manager, Commercial Account is responsible for leading a team of
Commercial Field Sales Representatives focused on capturing market share,
producing market revenue growth through an end-to-end sales strategy, and
selling all Manheim services.   

This role
will support and execute strategy, while providing leadership for a regional
team of Field Sales Representatives – Commercial.  The Regional Sales
Manager, Commercial Accounts role reports up to the Senior Director Commercial

Manager is responsible for ensuring that the national & market sales
strategy and sales goals are consistent and being executed upon 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


  • Maintain and drive new revenue growth and Market Share
    for all customers within assigned accounts.

  • Build and maintain customer relationships and ensure
    exceptional customer service

  • Evaluate growth opportunities identified by customer
    needs and market trends; assess business options to address those needs,
    and make recommendations to team leaders.

  • Participate in key negotiations with Commercial
    accounts within assigned book of business in coordination with others, to
    secure business.

  • 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.

  • 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

  • Facilitate change by anticipating, identifying and
    planning for issues related to achieving the business objectives

  • 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

  • Perform other duties as assigned by management

  • Participates in key industry events

  • 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

  • Qualifications:


  • Bachelor’s degree or equivalent experience required
  • Previous experience in a district or territory leadership role with a proven track record of success;
  • minimum of 5 years proven outside sales, service, or operations;
  • Automotive, auction, wholesale internet sales/service a plus;
  • Experience in developing new business from prospects as well as existing customer base preferred.
  • Excellent communication (written and verbal) and interpersonal skills required;
  • Ability to work in a  high performance, fast-paced team environment;
  • Easily able to grasp in-lane and online products and services and how to leverage in a competitive marketplace;
  • Understanding of the retail/wholesale marketplace in an operational context to best position the Manheim Value Proposition;
  • Ability to  use Internet and MS Office effectively with strong knowledge of Microsoft Excel;
  • Ability to adapt to and work effectively within a constantly changing environment; excellent problem solving and negotiation skills;
  • Ability to work effectively and collaboratively within a matrixed organization.
  • Ability to sit or stand for prolonged periods of time. 
  • Travel required: 70%

  • 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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