Senior Vice President, Inventory Solution Sales

Atlanta, Georgia
Jul 15, 2019
Account Management
Metro Area
Full Time
The Senior Vice President, Inventory Solutions Sales will be an executive to provide strategic, business and sales direction and leadership to the Inventory Solutions Sales team in order to lead it to achieve superior client and profitable revenue growth measured by a more effective go-to-market sales organization with higher client satisfaction and a more efficient cost-to-serve model with enhanced processes and procedures.  This position will craft the sales strategy across all Inventory Solutions brands with combined revenue today of $3+ billion.
Primary Duties/Key Responsibilities • Create and drive the strategic growth plan for the Commercial, Wholesale and Dealer businesses.• This individual will provide leadership and guidance to achieve profitable revenue and volume targets through relationship building, analytics and a consultative sales approach.  • This individual will place a heavy emphasis on driving business into any Manheim channel, digital or in-lane, as well as with any Cox Automotive business.• Maintain a focused financial orientation related to the metrics needed for profitable sales performance and effectively monitor performance to objectives.  • Maintain and drive new profitable revenue growth and Market Share for all clients.• Build and maintain client relationships and drive exceptional customer service.• Evaluate growth opportunities identified by client needs and market trends; assess business options to address the needs, and build strategy to deliver in a profitable manner.• Responsible for annual sales targets and forecasts.• Monitor client, market and competitor activity and provide feedback to the executive team on key changes and business needs.• Provide expertise and leadership to set clear cultural and sales target expectations and lead change effectively.• Partner with the Sales Business Office to put productivity and efficiency metrics in place to manage the progress of the sales organization.• Create scalable internal sales and account management operations: ensuring common internal processes, tools, templates in partnership with the Sales Business Office.  • Assist with New Product Introduction and Enterprise Deals Desk co-ordination for Inventory Solution deals that are cross group opportunities.• Partner with Sales Business Office to develop Inventory Solution compensation, recognition and related incentive plans to motivate desired behaviors and to attain targeted revenue and margin goals for Inventory Solutions, client segment, industry vertical and geography.• Engage at higher levels of executive leadership with key clients.  Cox has historically been viewed as a marketing and remarketing leader, but now has a broader set of solutions to provide more strategic value at the general management levels – be the leader who expands key clients’ view of Cox Automotive.• Create high levels of "partner engagement" such that clients regard Cox Automotive (and not just it’s constituents) as their #1 strategic partner in the industry.• Invigorate the sales culture with a sense of urgency, a "hunter" mentality and a cadence that instills a sense of energy.• Using influence and not direct authority, work with the Inventory Solutions and Cox Automotive business unit leaders and their organizations to drive sales results that exceed budgeted revenue and unit targets.• Work closely with the sales executive team and provide market and product feedback to Product/Marketing/Sales Operations and other relative functional areas of Cox Automotive.• Leverage management skills to attract, hire and retain top sales talent.• Provide inspired leadership and professional management to the organization.  Motivate and inspire leaders and team members at all levels, creating a culture that "thinks and wins" as a team and works together for shared success.  This individual will attract, develop and retain the best team in the industry.Qualifications:• 15+ years of B2B sales leadership experience in the automotive industry; experience preferred in technology industry• Success working a complex, matrixed corporate environment• Track record of success driving multi-million profitable revenue and growth• Strategic Sales and Organizational Acumen• Best Practices Regarding Go-To-Market Strategies, Customer Acquisition Programs, Results-Oriented Sales Processes, and Team Recruitment• Communications Skills and Executive Presence• Bachelor’s Degree or relevant degree; M.B.A. preferred• Other duties as needed or required• Requires physical ability and mental acuity to execute the duties of the position successfully within required timeframes in order to meet business requirements.

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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