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Role Description

Are you a self-starter, a go-getter, and a dealmaker? At Cox Automotive Retail Solutions, you will find a culture that rewards such entrepreneurial spirit. We empower our team members to make their own decisions for growing our business. We are looking for like-minded people who can share our passion for success.

The Inside Regional Sales Manager generates revenue within an assigned territory by offering various product solutions to customers that will enhance their sales and operations functions, thus increasing their revenue. Work closely with automotive dealers to provide consultative services to best bundle and use Dealer.com products. Determines customers’ needs via consultation, then reviews and analyzes options of what is best suited for the customer. Once the optimum product or product package has been determined, the Inside Regional Sales Manager will advise and educate the customer on the best solution and negotiate pricing. Close sales opportunities for new business for Dealer.com products and services.

This is a remote opportunity, and the incoming candidate can live and work from anywhere; however, the territory supported will consist of Virginia, West Virginia, Maryland, Delaware, and a small portion of North Carolina. Candidates must be comfortable calling into this region if they do not already reside there. The ideal candidate will reside in the EST/CST Time Zone with preference given to candidates who live in the Greater Kansas City / Burlington, VT Areas.

Here’s more of what you can expect when you step up to the plate:

• Share a territory goal and work in partnership with Outside Regional Sales Managers to coordinate prospective clients and up-sell opportunities.
• Use the Cox Auto selling approach to manage and successfully close complex sales opportunities.
• Engage your cross-business unit partners to drive mutual productivity.
• Promote Dealer.com and its core products with the end goal of creating value for customers and thus, collecting new recurring revenue.
• Act as advisor to customers to build market share, increase revenue, and retain business.
• Leverage your managers and sales tools to gain a competitive edge.
• Maintain accurate customer and sales activity information in Salesforce.
• Manage relationships through to sales for each prospect by fact-finding, follow-up, identifying customers’ needs, presenting, and demonstrating the software solutions, and overcoming objections.
• Interact with decision makers such as Sr. management and owners, cultivating a lasting business relationship with these contacts.
• Ensure that monthly, weekly, and yearly sales goals are met or exceeded.
• Focus on new business development, maintaining customer relationships, and troubleshooting specific customer problems.
• Prepare sales plans and corresponding product packages for the customer.
• Provide accurate forecasting and develop weekly and monthly sales plans to manage the sales funnel.

Qualifications

• Bachelor’s degree in a related discipline and 6+ years of experience in a related field.
• Master’s degree and 4+ years of experience; a Ph.D. and 1 or more years of experience; or 10+ years of experience in a related field without an advanced degree.

Requirements

• 5+ years of knowledge in automotive software, advertising, or automotive software sales experience including comparable dealership software packages (CDK, Reynolds and Reynolds, DealerSocket, etc.) and finance software (RouteOne and others).
• Strong knowledge of the automotive industry, especially automotive dealerships, and the Fixed Ops processes.
• Excellent interpersonal, presentation, relationship-building, collaboration, sales, and territory management skills to work effectively with teams throughout the organization.
• Ability to use and interpret research and data to help customers find opportunities for improvement.
• Excellent database management and customer service skills, strong organizational, problem-solving, and multi-tasking skills.
• Self-motivated and disciplined with an energetic, engaging personality.

Benefits

• A competitive salary and top-notch bonus/incentive plans.
• A pro-sales culture that honors what salespeople contribute to our success.
• Exceptional work-life balance, flexible time-off policies and accommodating work schedules.
• Comprehensive healthcare benefits, with multiple options for individuals and families.
• Generous 401(k) retirement plans with company match.
• Inclusive parental leave policies, plus comprehensive fertility coverage and adoption assistance.
• Professional development and continuing education opportunities.
• Access to financial wellness/planning resources.