Specialty Sales Consultant

Atlanta, Georgia
Aug 02, 2019
Account Management
Metro Area
Full Time
The Specialty Sales Consultant will be responsible for generating new business with an assigned list of Dealer prospects via outbound calls and virtual demonstrations of Deals on Wheels solutions and products. They will work with their Dealers to identify businesses where online products and bundled online campaigns are most viable to help the customer reach their business and sales objectives.

Key activities of this role will include prospecting and acquiring new business, sales management and revenue attainment. The Sales Representative will have a focus on customer retention, knowledge of competitive media and utilization of internal systems of business. They will develop and maintain long term, quality relationships by working closely with the customer providing consultative sales assessment and offering creative solutions. This position is field based and reports to the Manager, Specialty Sales. They will work directly with Motorcycle Dealers in an assigned territory.

Key Responsibilities:
• Follow the sales cycle; identify prospective accounts, conduct cold and warm sales calls, conduct needs analysis, present products, offer solutions and ask for the business through daily customer contact
• Utilize consultative sales approach to sign new accounts
• Conduct needs analysis and only recommend products that are appropriate to the client’s needs
• Consult with the account on how to maximize the use of our online products to provide the best return on investment
• Provide and present data and statistics about the account, market conditions, past history and results with Deals on Wheels
• Develop strategy to and meet all set targets to include new business, conversion goals, revenue goals and sales activity targets

Customer Retention
• Analyze and share metrics for each account; calculate and effectively communication an advertiser’s return on investment (ROI)
• Identify customers that are at risk of cancelation and take the necessary steps to ensure retention of those customers

Competitive Media
• Research and remain well versed in the media landscape; learn and articulate rates and selling points for competition (i.e.: competitive internet sites, run rates for competitive products)
• Utilize key industry tools (i.e.: online trade magazines, trade shows, blogs) to stay abreast of the latest industry information and to build business and for networking
Internal Systems
• Complete documentation, as outlined in the sales process, within the CRM
• Utilize CRM to accurately and effectively track activity and to update lead, opportunity and account informationQualifications:• 2 + years’ experience in consultative sales role (inside or outside) required
• Automotive and media advertising experience strongly preferred
• Proven record of business to business, consultative sales success required; experience working with Powersports or specialty dealerships strongly preferred
• Demonstrated ability, knowledge of and proven like experience utilizing CRM systems, advanced Internet literacy, Microsoft Office suite of products including Word, Excel and PowerPoint required
• Demonstrated advanced communication skills (written, verbal, presentation and phone) required
• Demonstrated basic knowledge of financial terms and principles with an ability to calculate customer advertising budgets versus advertising expenditures, personal sales revenue totals, closing rations, and market penetration required
• Proven experience and ability to analyze customer problems and trends to offer suggestions and recommendations for improvement and success required
• Must be self-motivated and self- directed with the ability to work within a team
• Demonstrate the ability to effectively and professionally present products to prospective and existing clients
• Provide advanced customer service and consultative sales through virtual meetings (phone and on-line)
• Must be able to have a high degree of success in selling (or demonstrated ability to sell) bundled online campaigns to customers
• Understanding of the dealership model and the interactive/digital ecosystem
• HS Diploma or GED equivalent is required
• Bachelor’s degree is preferred

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.


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