Description
Vice President (Sales) Fleet Services & Fleet Net America (FNA) has the overall responsibility of creating and driving the strategic growth plan for the Fleet Services and Fleet Net America businesses ($1.3bl combined). This role is responsible for managing a team of executive leaders responsible for AVP of Business Development, Directors and Regional Sales Executives of Fleet Services Regional/National Accounts, Client Sales, NE Great Dane, and Fleet Net America Sales. This person will provide leadership and guidance to achieve company volume and revenue targets through relationship building, analytics and a consultative sales approach. This individual will place heavy emphasis on driving business into the Fleet Services channel.
The success of this role is the experience of being innovative and managing high- level sales/strategy professionals. This individual will provide leadership, direction, and accountability for both internal and external resources to achieve company goals. The VP of Fleet Services & FNA Sales has prior experience and success, creating a results-driven sales culture and developing a World Class Sales Organization.
PRIMARY DUTIES/KEY RESPONSIBILITES
Leadership
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Works closely with SVP, Fleet Services to align Sales strategy with the overall strategy for Fleet Services.
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Drive team leaders to work closely with Pricing to align the Sales Strategy and drive reasonable and fair contract negotiations.
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Provide expertise and leadership to the business development and regional team through coaching, setting clear expectations and navigating their teams through change.
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Promote the coordination of information sharing between the business development and regional team and all other internal corporate departments, including Fleet Net America, as well as our AVP’s and fleet services sites.
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Coach AVP and other upper leadership techniques to provide consistent improvement in their skills and results; this will include day-to-day problem solving and coaching their own team members to meet performance goals.
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Establish mission critical policies and procedures.
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Foster a positive business climate which motivates team members and holds them accountable.
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Demonstrate the flexibility necessary to adjust to changing/additional duties and responsibilities such as markets and business change.
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Consistent partnership, collaboration and communication across Fleet Services Sales teams.
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Maintain involvement with business/professional organizations to build professional relationships
Develop Business Strategy
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Collaborate strategically with field AVPs, Fleet Net America, Marketing and other areas of the business.
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Develop strategic planning activities for the National Sales function and is accountable for the growth of the sales teams.
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Develop an overall strategy for assigned product(s) and market(s) in partnership with Leadership and direct reports.
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Support sales in developing and integrating diesel insights into advertising and business development activities at all levels of the customer.
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Collaborate closely with leadership to bring diesel insights to their accounts, agencies, and prospects.
Revenue Goals and Relationships
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Maintain and drive new revenue growth and Market Share for all customers.
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Build and maintain customer relationships and drive exceptional customer service
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Evaluate growth opportunities identified by customer needs and market trends; assess business options to address those needs and make recommendations to team leaders.
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Participate in key negotiations with Regional/National accounts, in coordination with others, to secure business.
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Responsible for annual sales targets and forecasts of $1.3bl.
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Monitor customer, market and competitor activity and provide feedback to the executive team on key changes and business needs.
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Facilitate change by anticipating, identifying and planning issues related to achieving the business objectives.
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Identify opportunities to leverage current promotional / sponsorship to enhance business.
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Attend select local and national industry events.
Sales Management
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Management responsibility for sales team (hiring/ firing decisions, performance reviews, etc.) as well as oversight for team structures and accountabilities.
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Responsible for the training and development of the team
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Advocate and ensure the promotion of sales goals and objectives.
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Develop regular action plans with direct reports to improve sales performance. • Establish success metrics and evaluate performance of all initiatives and programs.
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Collaborate with business partners to continuously review and improve compensation, training, and sales incentive programs.
REQUIRED EXPERIENCE & SPECIALIZED KNOWLEDGE AND SKILLS
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BA/BS degree required + 16 or more years of relevant work experience required in related field
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OR MS degree + 14 years of experience
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OR Ph.D. degree + 11 years of experience
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OR 18 + years of experience with no degree
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A strong track record of effectively managing people at a senior level, P&L and sales programs.
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10+ years’ experience in building and managing sales teams
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Demonstrated business understanding and working knowledge of best practices.
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Strategic thinker with passion for the customer and an ability to think creatively and analytically.
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Collaborative mindset
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Strong knowledge of diesel industry required.
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Entrepreneurial, self-starter with strong point of view and ability to deliver and execute vision is required.
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Strong written and verbal presentation, communication, interpersonal, and problem-solving skills required.
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Demonstrated ability to work across a broad range of internal and external constituents and cultures.
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Ability to travel up to 75% (day and overnight) as needed is required.
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.
Applicants must currently be authorized to work in the United States for any employer without current or future sponsorship.
In California, we will consider non-driving candidates who use alternate means of transportation in accordance with applicable law.
Application Deadline: 04/23/2025
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.
