The Senior Director, Equipment Sales provides strategic and operational leadership for the Equipment Sales and Leasing teams and is accountable for achieving sales, revenue growth, and retention targets. This role leads the development and execution of the sales strategies that drive account growth, retention, renewal, and expansion of new business opportunities with National reach. They drive and champion the vision, mission, and strategy to align with the BU goals and objectives.
Key activities for this position include strategic planning, direct and indirect sales execution, and sales strategy. The Sr Director must have strong development and management skills coupled with strong strategic planning, organizational and implementation skills. The Sr Director will need to possess a creative problem-solving mindset, an entrepreneurial spirit, excellent people skills, and prior experience leading sales. They will partner cross functional business teams to ensure sales embraces pragmatic analytic solutions. This position is responsible for $250.6m+ in revenue.
Leadership
Work to build a team environment with strong morale, positive energy, and a goal-oriented culture.
Actively provide development opportunities for staff; provide specific and objective feedback to maximize performance.
Coach Directors/Managers on 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.
Foster open communication with team members, and clearly communicate importance of team's vision, direction, and priorities.
Establish mission critical policies and procedures.
Foster a positive business climate which motivates team members and holds them accountable.
Demonstrate the flexibility necessary to adjust to changing/additional duties and responsibilities as the markets and company change.
Develop Business Strategy
Develop an overall strategy for assigned product(s) and market(s) in partnership with Leadership, the National and Regional Sales team, and direct reports.
Contribute and provide insight into the direction for pricing/packaging, product, customer service, marketing, sales channels, and strategy.
Develop and Deliver Revenue Goals
Develop and apply a thorough knowledge of the industry and competitive activity, both nationally and at the local level, translating this knowledge into appropriate plans and programs.
Work closely across Sales teams, Product Management, Marketing and Finance groups, and identify top revenue/share producing opportunities.
Facilitate and execute plans to leverage business opportunities.
Budget and forecast sales goals for the Business Unit/s and identify how to best utilize all resources to achieve sales goals. This position is responsible for $250.6m in revenue.
Manage Metrics, Budget, and Reporting
Define the business requirements needed to develop the operational infrastructure required to deliver against goal.
Facilitate and deliver appropriate business and financial metric reporting.
Build and execute an annual business plan and manage divisional expense budget effectively.
Measure and communicate progress to goal and performance to standards.
Sales Management
Lead, manage, coach, and develop Directors/direct reports.
Oversee hiring, training and development of teams.
Advocate and ensure the promotion of sales goals and objectives.
Develop regular action plans with Directors/direct reports to improve sales performance.
Establish success metrics and evaluate performance of all initiatives and programs.
Identify opportunities to leverage current promotional / sponsorship to enhance business.
Attend select local and national industry events.
Maintain ongoing awareness of market conditions and trends to ensure effective reaction to market changes.
Propose and execute policies and programs to achieve maximum sales potential for products and/or services.
Collaborate with business partners to continuously review and improve compensation, training, and sales incentive programs.
Maintain involvement with business/professional organizations in order to build professional relationships.
Required Experience & Specialized Knowledge and skills
BA/BS degree required + 12 or more years of relevant work experience in a related field (sales with a strategic focus
OR MS degree + 10 years of experience
OR Ph.D. degree + 7 years of experience
OR 16 + years of experience with no degree
7+ years of progressive leadership experience
Demonstrated business understanding and working knowledge of best practices.
Financial literacy skills, ability to analyze client P&L, 10k, and other financial documents and interpret revenue, cost, and margin trends effectively.
Strategic thinker with passion for the customer and an ability to think creatively and analytically.
Product development and brand management experience strongly preferred.
Strong knowledge of fleet industry required.
Entrepreneurial, self-starter with strong point of view and ability to deliver and execute vision is required.
Strong written and verbal presentation, communication, interpersonal, and problem-solving skills required.
Demonstrated ability to work across a broad range of internal and external constituents and cultures.
Ability to travel up to 50% (day and overnight) as needed is required.
Other duties as needed or required.
Requires physical ability and mental acuity to execute the duties of the position successfully within required timeframes in order 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.
Compensation:
Compensation includes a base salary in the range of $182,300.00 - $303,900.00. 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 $72,300.00.
Benefits:
The Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company’s needs, and its obligations; seven paid holidays throughout the calendar year; and up to 160 hours of paid wellness annually for their own wellness or that of family members. Employees are also eligible for additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, and parental leave.
Applicants must currently be authorized to work in the United States for any employer without current or future sponsorship.
EOE, including disability/vets
