Director, Sales Enablement

Description

Summary

The Director, Sales Enablement defines strategy, provides leadership and direction involving multiple sales functions and divisions within Cox Automotive. This role is accountable for fostering the Cox Automotive culture, increasing cross-divisional product sales, driving the profitable achievement of sales organization goals, and for aligning sales objectives with business strategy for Cox Auto Mobility’s Fleet solutions (Fleet Services and Fleet Operations)
The team(s) reporting to this role is expected to grow and evolve as the Mobility business and sales strategy evolves. Types of roles reporting to this position could include inside sales, client retention, cross-divisional co-solutioning, sales enablement, and other functions to be determined as the business evolves.
The Director, Sales Support reports to the AVP Mobility National Fleet Services Sales while also aligning closely with the AVP Regional Sales, Senior Director Fleet Operations Sales, Senior Director Fleet Operations Performance Management, and all of the key Fleet Services market operations leaders. A minimum revenue responsibility will cover an unassigned revenue budget between $200-250M. This would be retention revenue, not new sales.

Primary Duties

• Drive incremental and protect existing Cox Automotive revenue streams in accordance with Cox Automotive’s short- and long-term objectives.
• The role is responsible for creating the strategy and vision for an individual contributor team that has yet to be built with shifting focus over time.
• Early responsibilities in the role will focus on strategy, business case, and definition to support Mobility Fleet Services Sales; effectively presenting and gaining buy-in with key leaders in sales, operations, business, and the Sales Business Office
• Medium-term responsibilities will shift more to building the team; recruiting and hiring high potential individual contributors aligned to the designed roles and quickly onboarding and ramping team members to full productivity.
• Longer-term responsibilities will shift more to traditional management of team members to drive towards CAI revenue objectives, but also maintaining responsibilities to continue evolving the team and identifying new areas to support Mobility Fleet sales teams.
• Within our matrixed Cox Automotive organization, the Senior Director Sales Partnership Strategy and their direct reports are actively involved in business/product leadership team meetings providing insight, feedback, and input for both existing and developing product lines.  
• The team partners to foster improved processes that ultimately benefit both Sales and Operations roles within the aligned product unit.
• Active participation in corporate strategic planning, sales strategy development, forecasting, sales resource planning, and budgeting.
• Provides insight and feedback regarding effective sales organization design, including sales job roles and sales targeting to maximize results within partnered organizations.
• Direct and motivate teams to meet and exceed targets for profitable sales volume, market share, and other key financial performance objectives.
• As a leader within the organization, it is expected and required for the role to represent and support the company’s stance on business decisions that may change direction and or impact individual’s roles and responsibilities.  This can be accomplished with clear communication, empathy, and professionalism.
• Shepherding the Fleet Services and Operations strategy and key opportunities spanning both service lines, enabling fleet services national and regional sales teams and fleet operations teams.
• Enabling and guiding effective deal management practices for cross-product line client opportunities.  
• Actively drive increases in tech utilization via targeted client engagement strategies.
• Enable effective client activation and retention, achieving desired sales and revenue targets. 
• Early responsibilities in the role will focus on strategy, business case, and definition to support Mobility Fleet Services Sales; effectively presenting and gaining buy-in with key leaders in sales, operations, business, and the Sales Business Office.

Required Experience & Skills

• Bachelor’s degree in a related field and 10+ years of progressive experience in defining and executing sales strategy in an evolving and often volatile marketplace.  The right candidate could also have a different combination, such as a master’s degree and 8+ years’ experience; a Ph.D. and up to 5+ years of experience; or 14 years’ experience in a related field. 
• At least 5 years of experience in a leadership role required.
• Autonomous leaders, with the keen ability to assess a situation, determine course of action and direct resources as necessary.
• Proven track record of success in driving incremental revenue and protecting existing revenue streams in multiple Senior Sales and Operational Leadership Roles – at a Director, Senior Director, Business Unit General Manager, AVP and/or Vice President role.
• Well respected people leader with a history of recruiting and developing talent who has been promoted to senior leadership roles within an organization.
• Previous experience in new business start-up, change management and operational leadership…. All critical to providing the broad perspective required for this role.
• Established positive relationships with Senior Cox Automotive leadership (i.e., AVPs, VPs, and SVPs).
• Established positive industry relationships (competitors, clients, and vendors).
• Requires physical ability and mental acuity to execute the duties of the position successfully within required timeframes to meet business requirements.

Drug Testing:

To be employed in this role, you'll need to clear a pre-employment drug test. Cox Automotive does not currently administer a pre-employment drug test for marijuana for this position. However, we are a drug-free workplace, so the possession, use or being under the influence of drugs illegal under federal or state law during work hours, on company property and/or in company vehicles is prohibited.

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! 

About Cox

Cox empowers employees to build a better future and has been doing so for over 120 years. With exciting investments and innovations across transportation, communications, cleantech and healthcare, our family of businesses – which includes Cox Automotive and Cox Communications – is forging a better future for us all. Ready to make your mark? Join us today! 

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Benefits of working at Cox may include health care insurance (medical, dental, vision), retirement planning (401(k)), and paid days off (sick leave, parental leave, flexible vacation/wellness days, and/or PTO). For more details on what benefits you may be offered, visit our benefits page.

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. Cox provides reasonable accommodations when requested by a qualified applicant or employee with disability, unless such accommodations would cause an undue hardship.

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.