Senior Director of OEM Sales

Cox Enterprises is a leading communications, media and automotive services company.

As Senior Director, OEM Sales, you will be responsible for partnering with all team members associated with the account to conduct account planning, identify & manage account lifecycle and set & execute client strategy to drive greater share of wallet while providing a superior client experience. The end result for Cox Automotive is a deeper relationship with the OEM, as a trusted partner, an increased solutions footprint and the positioning of Cox Automotive as a provider of unprecedented value in their marketplace.

* Manage C-suite and major decision maker relationships within a book of business, advise clients on business and industry trends and help them derive maximum value from their investment in Cox Automotive brands. * Help the C-suite and major decision makers identify and establish a strategic roadmap or blueprint for business success and position Cox Automotive as the partner to help them achieve their vision. * Partner with full account team to develop a comprehensive understanding of the client’s business challenges and objectives in order to appropriately map Cox Automotive solutions and the associated business benefits to their needs. * Responsible for OEM revenue generation, retention, and growth. * Identify any risks to the client achieving their stated business goals and develop a risk mitigation plan, which may include: providing designated sales experts and rooftop support * Reviewing & analyzing financial information, business processes and KPIs to understand client performance, discover problems and identify opportunities for improvement * Work with the full account team to identify new opportunities, drive revenue growth and increase Cox Automotive solution footprint. * Identify, input and manage qualified sales opportunities in Salesforce.com. * Ensure client retention through the contract renewal cycle and, where necessary, support the renewals process to minimize client attrition. * Influence and enlist other internal functional support services (e.g. marketing, operations, pricing, product, etc.) as needed to ensure client success and revenue growth for Cox Automotive * Closely coordinate with Account team (Portfolio Owner, Solution Experts, Performance Consultants, Sales Engineer, Value Strategist) involvement with account management activities: * Develop proposal that meets client's needs * Present proposals to client and obtains final approvals from client and Cox Auto * Use selling skills to increase market share within assigned accounts * Collect, organize and report on external data that impacts the client * Evaluate and report on clients’ strategic business moves, including purchases, sales, and distribution * Validate stage result with client * Create and deliver remarketing plans to the client and impacted operating units * Participate in trade and industry events as well as client meetings * Assist in launching go-to-market strategies for any new business segments at the client * Analyze competitors, industry trends and other critical determinants to assess the Strategic Account segment’s growth and expansion opportunities

* 10-15 + years’ leadership experience in complex, enterprise level solutions and initiatives * 10-15 + years’ experience in client management responsibilities to C-suite client base * Proven ability to strategically position and sell high value set service offerings, navigate corporate politics, establish and build long-term relationships with key decision makers and stakeholders * Demonstrated experience in communicating with senior and C Suite executive staffs from various functional departments * Significant experience in developing and delivering comprehensive solution presentations and proposals to decision makers and influencers * Solid understanding of technical solution deliverables and SaaS cloud applications * Excellent knowledge of software life cycle management * Minimum Bachelor’s degree in Business or Technology