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Company:
Cox Automotive – Canada
Job Family Group:
Sales
Job Profile:
Director-Regional (Canada)
Management Level:
Individual Contributor
Travel %:
Yes, 75% of the time
Work Shift:
Day (Canada)
Job Description:
Job Responsibilities and Expectations
Regional Sales Director, Financial Services and Inventory Solutions (RSD) uses his/her past successes in sales and customer service to develop and maintain relationships with existing Cox Automotive Canada (CAC) customers. More specifically, the person in this role is responsible for management and oversight of all aspects of District Manager business in a defined region. This includes all aspects of managing a portfolio from a vehicle consignment, risk mitigation standpoint including delinquency, collateral audits and dealer compliance. The RD is also responsible for growing the portfolio through increased penetration from existing customers and the development of new customers on a monthly basis. The RSD must achieve target levels of delinquency, consignment; write off, active dealer growth and revenue generation
This position will report into the National Sales Director Digital and Remarketing Solutions.
As part of their job responsibilities, RSD is expected to:
- Hire, train, develop and retain District Managers within their assigned region.
- Create a team environment in the field to leverage the company’s field teams (Operations and Sales) to achieve the market specific and regional targets.
- Responsible for successful deployment of new initiatives / product offerings through field teams to exceed budgeted revenue / volume goals.
- Create a goal oriented / volume reporting environment for all direct reports to ensure that goals are achieved.
- Spend time in market on the road with all direct reports (DMs) for the purposes of employee development and coaching. Minimum 2-3 visits per market per month.
- Ensure that District Managers are maintaining and developing key relationships within each market with current and future partners / vendors.
- Develop DMs Mission, Vision and Principal (MVP) culture and philosophy within their respective region.
- Participate and be involved with other miscellaneous projects and assignments as requested for the company.
- Generate new business and revenue growth across multiple channels within assigned in Ontario, while obtaining relevant market intelligence needed to support development of business, identifying trends and providing accurate short, mid and long-term forecasts while delivering superior customer experience and cooperating closely with Dealer Services, Inside Sales personnel & Business Development Center
- Develop and execute plan to grow assigned Accounts, including promoting special incentives as needed to drive desired business results and negotiating volume rebate plans as part of growth strategy
- Collaborate and assist in delivering a pre-determined number of product presentations to prospective and current customers to achieve or exceed volume and revenue goals (monthly, quarterly and annual), as established by CAC leadership
- Routinely deal with multiple management levels within automotive (CAC Accounts) dealerships, automobile associations, automotive dealer groups and other entities identified as potential business clients
- Assess customers wholesale inventory needs and offers solutions that increase their business with CAC across all platforms (physical, digital and financial)
- Know the competition and how to sell against it. Adhere to and strictly follow all Company policies, procedures and guidelines in relation to field operations
- Lead assigned market in preventative maintenance: review reports and trends for exposure areas, identify markers for potential future delinquencies, proactively analyze dealer portfolio and performance for signs of instability and report to relevant departments in a timely manner
- Manage service issues through multiple channels on behalf of customer and CAC until a satisfactory resolution is found, including assisting in audits and collection activities, as required
- Utilize all available CRM & reporting platforms regularly, on daily basis
- Additional duties as assigned
Required qualifications:
- Minimum of 5 years of Sales Management or relevant B2B experience, preferably in automotive or finance industry with proven track record of growing accounts from existing customer base
- Bachelor’s degree or equivalent combination of education, training and experience
- Understanding of automotive retail/wholesale marketplace in an operational context to best position the CAC Value Proposition
- Must be collaborative, creative, entrepreneurial and passionate about the automotive industry with respect to remarketing, e-commerce & cutting-edge technology
- Self-starter with excellent time management, organizational, problem solving and negotiation skills
- Strong analytical skills and data driven thinking combined with excellent written and verbal communication skills
- Ability to work in a high performance, fast-paced and result driven team environment, as well as independently with minimal or no supervision, under tight deadlines
- Well versed in MS Office (Word, Excel, PowerPoint and Outlook) and SalesForce applications
- Ability to travel 75% – 100% of time, primarily locally in the assigned geographical territory, with occasional overnight and long-distance travel (including national and international flights)
- Valid driver’s license with clean abstract required
About Us:
Cox Automotive is transforming the way the world buys, sells, owns and uses cars with industry-leading digital marketing, software, financial, wholesale and e-commerce solutions for consumers, dealers, manufacturers and the overall automotive ecosystem worldwide. In Canada, the Cox Automotive family includes Clutch®, Dealertrack®, Dealer.com®, HomeNet®, Kelley Blue Book®, Manheim®, Modix®, NextGear Capital®, Ready Logistics®, RMS Automotive®, vAuto®, VinSolutions® and Xtime®, along with a host of other brands in other countries. The global company has 34,000 team members in more than 220 locations and is a partner to more than 50,000 auto dealers, as well as most major automobile manufacturers. Cox Automotive is a subsidiary of 120-year-old Cox Enterprises, Inc., and serving the automotive industry since 1926, which has revenues exceeding $20 billion and approximately 55,000 employees. Cox Enterprises’ other major operating subsidiaries include Cox Communications and Cox Media Group. For more information about Cox Automotive Canada, visit coxautoinc.ca. 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.
