Sr Sales Partnerships Executive – Automotive Reconditioning - Dallas - Fort Worth

Cox Enterprises Euless, TX
The Automotive Outside Fleet Sales Executive is responsible for implementing the Sales Strategy for Reconditioning by leveraging various field sales teams' partnerships, with a focus on targeting and closing new customers - ultimately capturing incremental market share from new and existing customers resulting in revenue growth through consultative selling and product value reinforcement. These "partnership" sales teams may be a combination of client facing team members from other Cox Automotive Brands as well as sales professionals via our network of non-Cox Automotive partnerships.

The success of this role will be achieved by driving sales to achieve company goals through a team of in-direct reports and peers through a network of sales partnerships including Manheim, other Cox Automotive and allied companies. Opportunities and leads may come from direct inbound customer interest, targeted outbound customer solicitation, leads from Manheim and other Cox Automotive divisions and customer referrals. In this aspect, performance management and accountability will be critical to success.

This role will also manage the sales relationships within Dallas Fort Worth. The activities include forging partnerships to educate and influence these teams to promote, pre-qualify and in some cases, pre-sell the value of assigned Reconditioning product offerings to their customers. Specifically, in partnership with Manheim Dallas and DFW's Reconditioning Assistant General Manager, this person will provide programs to influence and educate and drive the behavior of these key peer leaders and the customer facing reports. Examples of these reports include but are not limited to General Managers, Assistant General Managers, Dealer Services Managers and teams, Arbitration Managers, Field Sales Managers, Dealer Account Managers and their respective teams. This partnership will be critical for both immediate growth and sustained success for Reconditioning.


* Be an ambassador for Reconditioning product offerings within Cox Automotive; pursue partnerships with sale channel or location to promote awareness within Cox Automotive about the value provided by the product line.

* Seeks out and secures opportunities for Reconditioning to have representation and "Center Stage Presence" at Cox Automotive industry forums

* Partners with Leaders, Direct Manager / Experts to devise sales strategies and maximizes close rates by directing focus on sales and adherence to the sales cycle.

* Works with Reconditioning Operations team to properly hand-off newly acquired customers for ongoing relationship/account management; jointly develops processes and procedures in this regard.

* Partners with other Cox Automotive divisions, including Sales Operations, Sales Effectiveness and Sales Strategy teams for the intelligence and tools needed to support development of business and sales teams within the market.

* Routinely deals with multiple levels within automotive (franchise and independent) dealerships, automobile associations and automotive dealer groups.

* Partners with Manheim Operating locations on a weekly basis – sale day presence, dealer trainings and sales trainings.

* Works closely with all sales strategies, sharing best practices and encouraging results.

* Leverages online tools and resources to encourage their teams to take advantage of self-guided training opportunities which includes product knowledge and sales cycle knowledge information.

* Provide strategic influence and direction to Sales Partners within Cox Automotive and peer Sales Partnership Managers.

* Interprets marketplace intelligence and shares information observed with peers, team members to best position assigned Reconditioning Product Lines for success in an ever-growing competitive environment.

* Utilizes tools daily to monitor sales efforts and results.

* Partners with Director to provide sales data to Reconditioning Product Line monthly along with recommendations for sales growth.

* Exemplifies Cox Values in all aspects of work and working relationship


* Bachelor's degree or equivalent experience required.


* Previous experience in a leadership role with a proven track record of success

* 5 years proven success in outside & inside sales, service, or operations; Automotive, auction, wholesale internet sales/service a plus

* Experience in developing new business from prospects as well as existing customer base preferred.

* Leadership role should include people management (motivation, goal setting, performance accountability)


* Excellent communication (written and verbal) and interpersonal skills required

* Ability to work in a high performance, fast-paced team environment

* Easily able to grasp in-lane and online products and services and how to leverage in a competitive marketplace

* Understanding of the reconditioning marketplace in an operational context to best position the Manheim Value Proposition

* Ability to adapt to and work effectively within a constantly changing environment

* Excellent problem solving and negotiation skills

* Ability to work effectively and collaboratively within a matrixed organization.

* Ability to use MS Office effectively with strong knowledge of Microsoft Excel

Work Environment:

* Ability to sit or stand for prolonged periods of time.

* Travel required: 75%