Client Solutions Manager, Manheim Dealer Sales at Cox Enterprises in Orlando, FL
Client Solutions Manager is responsible for leading a Sales team focused on producing revenue growth through an end-to-end sales strategy and selling all Inventory Solutions services to new and existing clients. Client Solutions Manager territory to include, but not limited to the assigned geographical areas of their direct reports:
Client Solutions Executives. This person will provide leadership for a Sales team composed of Client Solutions Executives, who are charged with managing and growing existing accounts, as well as identifying and developing new accounts across all Inventory Solutions opportunities. He/she implements sales-based strategies for business development, closely monitors results and partners with all Inventory Solutions business units and Manheim operating locations. Works effectively and partners with sales effectiveness team, key Cox Automotive business partners as well as operating location leaders, directed by their Client Solutions Sr. Director, to ensure that customer expectations are met or exceeded. Role Requirements:
Partners with Client Solutions Sr. Director to develop and implement a plan to grow revenue and market share. Executes upon sales growth and retention plan for assigned team/accounts Leads sales team through communication of performance expectations. Provides direct support as needed to sales staff through participation in sales calls or other related activities. Coach sales staff to enhance their effectiveness, holds them accountable for results. Partners with Client Solutions Sr. Director to obtain market intelligence and tools needed to support development of business of our clients and Inventory Solutions. Manages and leads new and experienced Client Solutions team. Recruits, hires, and develops sales team. Works closely with multiple levels within automotive (franchise and independent) dealerships, automobile associations, automotive dealer groups. Works directly with management team, product, IT, Sales Effectiveness, and customer care professionals. Sells through all Inventory Solutions channels and supports all Cox Automotive Groups. Utilizes CRM tool on a daily basis to monitor sales results and ensures Client Success Executives are 100% compliant in its usage and using the tool effectively. Implements promotions and/or special incentives as needed to drive desired business results. Implements rate negotiation and volume plans as authorized. Builds strong lasting relationships with clients and leadership at operating locations. Manages day to day service issues through appropriate Manheim product channels Trains and encourages utilization of all Manheim products and services. Embraces World-Class Sales Organization and strategy to continue growth and maximize efficiencies. Key Partners (Communication):
Client Solutions Executives, across all market segmentations Client Solutions Managers, across all market segmentations Dealer Services Managers Dealer Services Coordinator General Managers, Assistant General Managers Inventory Solutions Partners (Manheim Express, Ready Logistics, DealShield) Cox Automotive EDP, EAS, Finance, Retail, Media Solutions Groups (NextGear Capital, DealShield, Autotrader, KBB, etc.) Daily Responsibilities Day in the Life:
Engage Client Solutions Executives on a daily basis to support sell solutions based on opportunities across Cox Automotive. Utilize Salesforce manage Sales team with client needs and opportunities and ensure all open items/tasks is up to date and transparent to all sales and operations members across the organization. Monitor daily/weekly/monthly Opportunity Management plans within Sales team. Review and provide feedback on performance with Sales team. Provide feedback and insight to Sales Operations regarding territory alignment and quotas. Ensure team alignment to Client Solutions Sr. Director and VP, Dealer Sales. Review e-mails and telephone messages for follow up and completion. Ensure processes and communications with auction locations is being executed by clients and auction operating locations as expected. Ensure clear accountability and communication lines for clients with auction operating locations. o Dealer education promote Best Practices o Sale ready - Selling Frontline Services o Sales opportunities - Frontline services - CR's, etc Best Practice opportunities and products and service up-sales Attend Webinars/group calls as part of further education Continuing education and review of Inventory Solutions products/services to prepare demo's as needed. Utilize Salesforce data to create targeted marketing plans that drive results Territory Overview:
Client focused on assigned book of business including all dealer (Major/Mega) Clients. Geography - as assigned by sales operations.
Qualifications:
BA/BS degree and 10 years of experience with at least 3 years of experience in a management/leadership role; or an equivalent combination of education and work-related experience Working knowledge of sales and marketing techniques and best practices
Experience:
Generally 10 years of experience with at least 3 years' experience in a management/leadership role with a proven track record of success. Minimum of 3 years proven success in outside sales and service; automotive, auction, wholesale internet sales a plus. Experience in developing new business from prospects as well as existing customer base. Competencies/Skills:
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. 50-75% Travel. Work Environment:
Ability to sit or stand for prolonged periods of time. Travel required. Who We Are About Cox Automotive There's nothing ordinary about Cox Automotive. We are people of every background driven by our passion for mobility, innovation, client success and community outreach. We make buying, selling and owning (or simply using) cars easier for everyone. Touching more than 40,000 clients across five continents, we bring together the best brands and the best teams to propel the automotive industry forward. Some of those team members work for our iconic consumer brands like Autotrader and Kelley Blue Book, while others are creating the future of automotive at industry-facing brands like Dealer, Manheim and vAuto.
Salary Range:
$150K -- $200K
Minimum Qualification
Sales Management & Operations, SalesEstimated Salary: $20 to $28 per hour based on qualifications.
Client Solutions Executives. This person will provide leadership for a Sales team composed of Client Solutions Executives, who are charged with managing and growing existing accounts, as well as identifying and developing new accounts across all Inventory Solutions opportunities. He/she implements sales-based strategies for business development, closely monitors results and partners with all Inventory Solutions business units and Manheim operating locations. Works effectively and partners with sales effectiveness team, key Cox Automotive business partners as well as operating location leaders, directed by their Client Solutions Sr. Director, to ensure that customer expectations are met or exceeded. Role Requirements:
Partners with Client Solutions Sr. Director to develop and implement a plan to grow revenue and market share. Executes upon sales growth and retention plan for assigned team/accounts Leads sales team through communication of performance expectations. Provides direct support as needed to sales staff through participation in sales calls or other related activities. Coach sales staff to enhance their effectiveness, holds them accountable for results. Partners with Client Solutions Sr. Director to obtain market intelligence and tools needed to support development of business of our clients and Inventory Solutions. Manages and leads new and experienced Client Solutions team. Recruits, hires, and develops sales team. Works closely with multiple levels within automotive (franchise and independent) dealerships, automobile associations, automotive dealer groups. Works directly with management team, product, IT, Sales Effectiveness, and customer care professionals. Sells through all Inventory Solutions channels and supports all Cox Automotive Groups. Utilizes CRM tool on a daily basis to monitor sales results and ensures Client Success Executives are 100% compliant in its usage and using the tool effectively. Implements promotions and/or special incentives as needed to drive desired business results. Implements rate negotiation and volume plans as authorized. Builds strong lasting relationships with clients and leadership at operating locations. Manages day to day service issues through appropriate Manheim product channels Trains and encourages utilization of all Manheim products and services. Embraces World-Class Sales Organization and strategy to continue growth and maximize efficiencies. Key Partners (Communication):
Client Solutions Executives, across all market segmentations Client Solutions Managers, across all market segmentations Dealer Services Managers Dealer Services Coordinator General Managers, Assistant General Managers Inventory Solutions Partners (Manheim Express, Ready Logistics, DealShield) Cox Automotive EDP, EAS, Finance, Retail, Media Solutions Groups (NextGear Capital, DealShield, Autotrader, KBB, etc.) Daily Responsibilities Day in the Life:
Engage Client Solutions Executives on a daily basis to support sell solutions based on opportunities across Cox Automotive. Utilize Salesforce manage Sales team with client needs and opportunities and ensure all open items/tasks is up to date and transparent to all sales and operations members across the organization. Monitor daily/weekly/monthly Opportunity Management plans within Sales team. Review and provide feedback on performance with Sales team. Provide feedback and insight to Sales Operations regarding territory alignment and quotas. Ensure team alignment to Client Solutions Sr. Director and VP, Dealer Sales. Review e-mails and telephone messages for follow up and completion. Ensure processes and communications with auction locations is being executed by clients and auction operating locations as expected. Ensure clear accountability and communication lines for clients with auction operating locations. o Dealer education promote Best Practices o Sale ready - Selling Frontline Services o Sales opportunities - Frontline services - CR's, etc Best Practice opportunities and products and service up-sales Attend Webinars/group calls as part of further education Continuing education and review of Inventory Solutions products/services to prepare demo's as needed. Utilize Salesforce data to create targeted marketing plans that drive results Territory Overview:
Client focused on assigned book of business including all dealer (Major/Mega) Clients. Geography - as assigned by sales operations.
Qualifications:
BA/BS degree and 10 years of experience with at least 3 years of experience in a management/leadership role; or an equivalent combination of education and work-related experience Working knowledge of sales and marketing techniques and best practices
Experience:
Generally 10 years of experience with at least 3 years' experience in a management/leadership role with a proven track record of success. Minimum of 3 years proven success in outside sales and service; automotive, auction, wholesale internet sales a plus. Experience in developing new business from prospects as well as existing customer base. Competencies/Skills:
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. 50-75% Travel. Work Environment:
Ability to sit or stand for prolonged periods of time. Travel required. Who We Are About Cox Automotive There's nothing ordinary about Cox Automotive. We are people of every background driven by our passion for mobility, innovation, client success and community outreach. We make buying, selling and owning (or simply using) cars easier for everyone. Touching more than 40,000 clients across five continents, we bring together the best brands and the best teams to propel the automotive industry forward. Some of those team members work for our iconic consumer brands like Autotrader and Kelley Blue Book, while others are creating the future of automotive at industry-facing brands like Dealer, Manheim and vAuto.
Salary Range:
$150K -- $200K
Minimum Qualification
Sales Management & Operations, SalesEstimated Salary: $20 to $28 per hour based on qualifications.
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