Autotrader

We have 5 openings in Baltimore, Birmingham, Boston, LA, St. Louis/KC, and Dallas

Description

The Major Account sales and service team is responsible for maintaining and expanding relationships with Autotrader's highest profile, most complex Automotive Dealer Group customers. The sales and service roles will be responsible for effectively managing the largest books of business by identifying and understanding the client's needs and providing solutions. They will evaluate and adapt new strategies to keep up with current business trends and plan with the customer so that their needs and expectation are met by the company.

The Performance Consultant will be responsible for customer retention through optimization of Autotrader products; customers include multiple dealership locations belonging to dealer groups. The Performance Consultant will spend the majority of time in the field partnering with current customers providing ongoing analytics, consultation, and support in order to maximize the customer's return on investment from core digital media products and coordinating Cox Automotive expertise related to specific digital media products or software as-needed. With a primary focus on service and consultation, the Performance Consultant will also work with Managers and Directors, Sales and Business Development to identify potential opportunities for revenue growth and to execute a defined account strategy. Success and sales performance for this role will be measured on a team basis.

Build and grow long-term, trusting relationships with a range of contacts at assigned dealerships (buyer/signer, implementer, stakeholder, etc.), including the highest level in each organization (e.g., General Manager).
Consult with customers to maintain up-to-date understanding of their business needs, goals, and objectives.
Ability to articulate and communicate full suite of Cox Automotive products.
Monitor and analyze product performance and customer business and performance trends to determine adjustments needed to optimize product utilization (according to the customer's business goals/objectives).
Interpret AT reporting and analytics to explain product performance, optimization issues, and best practices to the customer in the context of their business goals and market trends.
Train customers to use core AT products; involve Product Specialists and other business unit specialists for advanced product training when needed.
Compile and share relevant reports or documentation related to the customers business and performance of AT products as it relates to their business for the benefit of customers and sales and business development leadership.
Prepare customer locations to implement corporate-level product purchases.
Serve as a first point-of-contact for dealer issues; diagnose and resolve customer concerns and technical issues in a timely manner.
Contribute to strategic account planning, identifying opportunities and risks for each account.
Effectively manage the progress and results of customers assigned and work with sales and business development leadership to contribute and manage actions according to account strategy.
Minimize churn on new and existing products while maintaining media solutions across assigned Dealer Group(s).
Within any established parameters, determine the right frequency to meet with all assigned customers based on account plan(s), each customer's individual needs, as well as prioritization across all customers.
Escalate risks or roadblocks for a customer; work with sales and business development leadership and product specialists to resolve.
Provide accurate and complete documentation in SalesForce.
Consistently meet goals and objectives; foster high standards within the team.
Collaborate with team members, Product Specialists, customer support, and other partners to solve customer problems and continuously improve.
Participate in the exchange of best practices across the team.
Continuously learn and incorporate new and changing product offerings.
Identify the need for product workshops or in-store training to ensure product optimization; coordinate such events and ensure customer attendance.
Maintain professional written, verbal and presentation communication.
Communicate with customer contacts via text, phone, email, verbal, and presentation; tailor communications based on customer's individual style and preference.
Prepare and conduct effective presentations and training sessions.
Budget time spent on each customer: preparation, visit, follow-up, as pertains to customer's needs and expectations.
Budget time to plan activities for each week: schedule visits to customers, conduct research, enter account records in SalesForce, etc.

Qualifications

HS Diploma or GED required
Ability to travel up to 80% (day and overnight)
Valid drivers license
College Degree or equivalent preferred
2+ years proven experience in a consultative sales, business analyst, performance consulting or similar capacity
Has completed relevant training requirements
Previous experience working independently
Previous experience in the automotive industry
Previous experience in media, advertising (preferably digital); knowledge of competitive landscape, rates and selling points
Previous experience using a Customer Relationship Management system
Previous experience meeting face-to-face with customers

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Performance Consultants -Autotrader (5 openings)