FleetNet America, part of Cox Automotive, is changing the direction of fleet maintenance - delivering greater flexibility, transparency, communication, and information accessibility. As one of the nation's leading fleet maintenance companies, we get your fleet back on the road faster and more affordably.
We're looking for a Mobility Client Sales Director to join our sales team managing a territory in the Eastern Market as we expand our footprint in the US.
Your Role:
You will be responsible for supporting growth through new logo sales and/or maintaining a book of business across Mobility Fleet Operations solutions. It is critical in this role that you can help create, shape, and evolve a tailored strategy for fleet companies with the ultimate goal of driving revenue through the sales of TMcare, Emergency Roadside and future subscription services revenue through the FleetNet solution set. Key to this role is the ability to cultivate relationships with new and existing clients, manage and enhance senior stakeholder relationships and articulate the Cox Automotive Mobility Strategy and balancing sales activity with client development efforts.
You will need to be adept at evaluating and adapting their strategy to keep up with current business trends within the fleet space. The Mobility Client Sales Director works closely with the internal teams to drive the client relationship and ensures Cox Auto/client relationship alignment with key decision makers and influencers to execute the overall client strategy.
In addition to the industry and business acumen needed for the role, you should also possess a grasp of our value proposition across all Cox Automotive solutions and clearly articulate the business case for partnering with Mobility Solutions. All new logo sales will be required to be sold on a contractual basis. Services will only be sold to fleet prospects with class 4 to 8 vehicles.
What You'll Do:
- Manage sales revenue goals of $6M of existing clients and new logo sales.
- Retain and grow Cox Mobility Clients: Build long-term, trusting relationships with a range of senior contacts at all levels within assigned market fleet segments.
- Develop, maintain, and execute a strategic account plan for each assigned account driving penetration and revenue growth.
- Meet regularly with key decision-makers and stakeholders from each account to advise clients of business and industry trends while coordinating group goals, strategy, and multi-year co-solutioning road map.
- Help the C-suite and other key 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 and derive maximum value from their Cox Automotive.
- Work with the cross-functional partners and operations during new account launches, pilots and projects.
- You will also serve as the escalation point for issues that impact the client's success and are accountable for issue resolution and risk mitigation.
- Responsible for the financial performance of New Logo Sales or a defined book of business.
- Deliver monthly and quarterly forecasts, Meet or Exceed target performance. Effectively utilize CRM as the point of record for forecasting and client engagement.
- Prepare and conduct effective meetings and presentations with C Suite and Board Room stakeholders.
- 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 customers.
Minimum Required:
- Bachelor's degree in a related discipline and 10 years of experience in a related field. The right candidate could also have a different combination, such as a master's degree and 8 years of experience; a Ph.D. and 5 years of experience in a related field; or 14 years of experience in a related field.
- Ability to travel regularly (50-70% of the time for day and overnight trips) for client meetings.
- Safe drivers needed; valid driver's license required.
Preferred:
- 10 years of experience in upselling products and services to medium, large and enterprise level accounts.
- Experience meeting and exceeding account retention and sales growth objectives.
- Excellent time management, organization, and task prioritization skills.
- Collaborative team-selling experience.
- Strong verbal and written communication skills. Executive Presence, experience selling to the C-Suite/Board Room.
- Highly proficient level of computer skills including MS Word, PowerPoint, Excel and Outlook.
- Previous experience in Class 4-8 Fleet Maintenance, Fleet Leasing, or mobility solutions (preferably fleet services, digital and/or subscription products).
- Proven experience partnering with Executives to mutually plan, prepare and execute within a complex sales cycle.
- Previous experience using Salesforce.com or other Customer Relationship Management system.
- Knowledge of medium and heavy-duty maintenance and vehicle fleet operations strongly preferred.
Compensation:
Compensation includes a base salary of $102,900.00 - $171,500.00. The salary rate may vary within the anticipated range based on factors such as the ultimate location of the position and the selected candidate's experience. In addition to the salary range identified herein, this role is also eligible for an annual incentive/commission target of $75,000.00.
About Cox Automotive:
At Cox Automotive, people of every background are driven by their passion for mobility, innovation and community. We transform the way the world buys, sells, owns and uses cars, accelerating the industry with global powerhouse brands like Autotrader, Kelley Blue Book, Manheim and more. What's more, we do it all with an emphasis on employee growth and happiness. Drive your future forward and join Cox Automotive today!#J-18808-Ljbffr