- Full Time
The Major Accounts sales and
service team is responsible for maintaining and expanding relationships with
Cox Automotive’s highest profile, most complex Automotive Dealer Group clients.
The Performance Manager will be responsible for effectively managing the
largest books of business by identifying and understanding the client’s needs
and providing solutions. They will evaluate and adapt new strategies to keep up
with current business trends and plan with the customer so that their needs and
expectations are met by the company.
The Performance Manager will be
responsible for client retention through optimization of Cox Automotive
products; clients include multiple dealership locations belonging to dealer
groups. The Performance Manager will spend the majority of time in the
field partnering with current clients providing ongoing analytics,
consultation, and support in order to maximize the client’s return on
investment from core digital media and software products and coordinating Cox
Automotive expertise related to specific digital media products or software
as-needed. With a primary focus on service and consultation, the
Performance Manager will also work with Senior Managers and Directors to
identify potential opportunities for revenue growth and to execute a defined
• Build and grow long-term,
trusting relationships with a range of contacts at assigned dealerships
(buyer/signer, implementer, stakeholder, etc.), including the highest level in
each organization (e.g., General Manager).
• Consult with clients to maintain
up-to-date understanding of their business needs, goals, and objectives.
• Collaborate with Account
Directors and Sr. Mgr., Performance Consulting to align our strategies with the
goals of the client corporate office.
• Ability to articulate and
communicate full suite of Cox Automotive products.
• Monitor and analyze product
performance and client business and performance trends to determine adjustments
needed to optimize product utilization (according to the client’s business
• Interpret Cox Automotive
reporting and analytics to explain product performance, optimization issues,
and best practices to the customer in the context of their business goals and
• Train customers to use core Cox
Automotive Media and Software products; involve Product Specialists and other
business unit specialists for advanced product training when needed.
• Compile and share relevant
reports or documentation related to the customers’ business and performance of
Cox Automotive products as it relates to their business for the benefit of
customers and sales and business development leadership.
• Prepare client locations to
implement corporate-level product purchases.
• Serve as a first point-of-contact
for dealer issues; diagnose and resolve customer concerns and technical issues
in a timely manner.
• Contribute to strategic account
planning, identifying opportunities and risks for each account.
• Effectively manage the progress
and results of clients assigned and work with sales leadership to contribute
and manage actions according to account strategy.
• Minimize churn on new and
existing products while maintaining media solutions across assigned Dealer
• Within any established parameters,
determine the right frequency to meet with all assigned clients based on
account plan(s), each client’s individual needs, as well as prioritization
across all clients.
• Escalate risks or roadblocks for
a client; work with sales leadership and Sr. Mgr., Performance Consulting to
• Provide accurate and complete
documentation in SalesForce.
• Consistently meet goals and
objectives; foster high standards within the team.
• Collaborate with team members,
Product Specialists, customer support, and other partners to solve customer
problems and continuously improve.
• Participate in the exchange of
best practices across the team.
• Continuously learn and
incorporate new and changing product offerings.
• Identify the need for product
workshops or in-store training to ensure product optimization; coordinate such
events and ensure customer attendance.
• Maintain professional written,
verbal and presentation communication.
• Communicate with client contacts
via text, phone, email, verbal, and presentation; tailor communications based
on customer’s individual style and preference.
• Prepare and conduct effective
presentations and training sessions.
• Budget time spent on each client:
preparation, visit, follow-up, as pertains to customer’s needs and
• Budget time to plan activities
for each week: schedule visits to customers, conduct research, enter account
records in SalesForce, etc.
- 7+ years proven experience in a consultative sales, business analyst, performance consulting or similar capacity
BS/BA in related discipline (Masters’ degree preferred in some area) OR an equivalent combination of education and work related experience
- Ability to travel up to 70% (day and overnight)
- Valid driver’s license
- College Degree or equivalent
- 5+ years proven experience in a
consultative sales, business analyst, performance consulting or similar
- Has completed relevant training
- Previous experience working
- Previous experience in the
automotive industry strongly preferred
- Previous experience in media,
advertising (preferably digital); knowledge of competitive landscape, rates and
- Previous experience using a
Customer Relationship Management system
- Previous experience meeting
face-to-face with customers
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.