Senior Direct Sales Executive

2 weeks ago

Carson City, United States Cox Automotive Full time

Are you a sales hunter by nature with the ability to think strategically and utilize a creative approach to closing new business? Do you have a passion for the automotive industry? If so, we might have a spot for you here at Cox Automotive. We’re looking for a

Senior Direct Sales Executive

to join our sales team managing a

multi-state west coast territory. Your Role: You will be responsible for finding new customers identified in the automotive verticals thru multiple lead sources.

You will utilize a strategic approach to developing new business and generating revenue in defined territories and your success will be demonstrated by growth of new customers, territory penetration within each assigned automotive vertical and client engagement.

You’ll be required to have knowledge of our operating locations, familiarity with national auction operations and ability to partner with GMs, and other operational leaders.

You will be highly skilled in negotiating and will ensure the company’s best interests are met, as well as, owning accountability for volume and revenue targets for assigned book of business. What You’ll Do Focus on bringing in new business and creating client engagement. Be responsible for meeting or exceeding volume and revenue goals. You will be knowledgeable of automotive verticals to identify client motivators and pain points.

Verticals include Banks, Credit Unions, Rental Car Companies, Fleet Management companies and Third-Party Remarketers Determine what a client needs via consultation, then review and analyze what is best suited for their business model. Identify opportunities and create a sales pipeline.

Develops an aggressive sales plan within a defined market. Take the lead from client discovery to product needs identification to pricing negotiation and launch. Have a heavy focus on Inventory Solutions products.

Engages across Cox Auto where appropriate. Client engagement can include SOP creation, marketing strategy, performance review and continued product enhancements. Source leads from competitive intelligence, operations target lists and other lead sources, such as conferences, partnerships, client recommendations, and other Cox Auto business units, such as Mobility. Communicate consistently with field operations for client launch and engagement plans, as well as rolling out client SOPs.

Regularly partners with field operations on pipeline, leads and account servicing. Manage accounts post-sale for a specific amount of time and then transition them to an account management team based on size and client support needs. What’s In It for You? Our lives contain a lot of moving parts. At Cox, our best-in-class benefits package and award-winning employee culture give you peace of mind, knowing that you and your family have a wide range of options for the best care available. We’re on your side. Our pro-sales culture honors and respects what you and other salespeople contribute to our continuing success at Cox. We want our people to succeed, plain and simple. We’re all about professional development, continuing education and helping your career grow (often on our dime). Our innovative culture provides us with a roadmap to keep ahead of the competition, and our excellent reputation with clients in our industries reflects that. At Cox, we foster a culture of integrity and fairness, which we generously recognize and reward. We all have lives and responsibilities outside of work. We have an exceptional work/life balance at Cox, with accommodating work schedules and flexible time-off policies. We show our appreciation for our talent with a competitive salary package and top-notch bonus & incentive plans. How does a great healthcare benefits package from day one sound? Multiple options are available for individuals and families. One employee-only plan could be FREE, if you participate in our health screening program. At Cox, we believe in being transparent – please click on this link (

Cox Benefits Overview

) to learn more about our amazing healthcare benefits. 10 days of free child or senior care through your complimentary Care.com membership. Generous 401(k) retirement plans with up to 8% company match. Looking to grow your family? You’ll have access to our inclusive parental leave policies, plus comprehensive fertility coverage and adoption assistance. Want to volunteer in your community? We encourage that, and even offer paid hours for you to do so. Employee discounts on hundreds of items, from cars to computers to continuing education. We all love our pets—whether they walk, crawl, fly, swim or slither—and we’re happy to supply insurance for them as well. At Cox, our priority is our people. You – and your family’s – needs are important, and we offer a wide variety of choices to meet those needs. Who You Are You’re a driven, tenacious sales pro, but also a lifelong learner who’s open to feedback. You’re a detail-oriented person who doesn’t lose sight of the bigger picture.

You have the ability to travel overnight 50% - 75%.

You also have the following qualifications: Required: Bachelor’s degree in a related discipline and 6 years’ experience in a related field. The right candidate could also have a different combination, such as a master’s degree and 4 years’ experience; a Ph.D. and 1 year of experience; or 10 years’ experience in a related field. Travel within an assigned sales territory will be required. Safe drivers needed; valid driver’s license required. Preferred: Positive attitude, high energy, passion, and a competitive spirit – you should be driven to win and close deals. Demonstrated track record of sales growth and account relationship management, including expanding accounts nationally as well as incremental sales in an assigned account. Ability to develop senior-level relationships (functional and C-suite) to drive effective sales conversations relevant to customer demands and business drivers. Demonstrated advanced communication skills (interpersonal, written, verbal, and presentation) required. Experience utilizing CRM technology. Must be willing and able to commit to extensive travel; up to 75% travel (day and overnight trips). Proficiency with Microsoft Excel, PowerPoint, and digital literacy with social media platforms, particularly LinkedIn. Ability to tailor communication to the client’s needs. Ability to systematically solve problems and hypothesize possible client pain points, expectations, and needs. Understanding and demonstration of Challenger skills.

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