Commercial Accounts Manager

Cox Enterprises Houston, TX
Job Scope

This position leads the overall operation and administration of factory sales and fleet lease operations of the auction and acts as a liaison between the auction and commercial accounts in regards to accuracy and quality of vehicle preparation. Key responsibilities include maintaining positive relationship with commercial accounts clients, account compliance, developing new business, and providing quality service.

Key Responsibilities

* Maintain accurate account records and a positive client relationship by monitoring

* arbitrations and ensuring efficient and accurate handling and resolution of account

* problems

* Ensure the review and verification of block summary dealer handouts and expense

* summary and recap reports. Verify pre-sale and after-sale audit

* Maintain compliance according to corporate and account guidelines.

* Submit weekly account reports to the sales, operations and the general manager,

* such as inventory status reports of aged, rejected and repurchased units

* Provide weekly inbound volume expectations to the vehicle entry manager based on

* transportation data and sale lineup/client mix

* Provide schedule of sale line-up to lot and recon managers for proper routing of

* vehicles, coordinating aged units first

* Partner with HR Business Partner to maintain and develop staff by recruiting,

* selecting, orienting, and training employees, and by providing educational

* opportunities

* Counsel and discipline employees as necessary

* Plan, monitor and evaluate job performance, and conduct performance appraisals

* Establish and maintain close working relationships and good rapport with major

* commercial accounts

* Develop new accounts through personal and telephone contact with potential clients

* and increase level of consignment with existing clients.

* Lead LDM (Lean Daily Management) by updating metrics and holding daily meetings.

* Maintain awareness of market and industry trends.

* Provide progress reports to sales staff and other managers as necessary to increase

* commercial business

* Review work volumes, plan and continuously monitor staffing levels to ensure

* efficiency, quality work product, and effective client service; review departmental

* performance against key performance indicators and metrics and develop and

* execute strategies for improvement.

* Effectively leads the team at the location by setting an example in behavior,

* championing Cox/Manheim values and ensuring that all team members are treated

* with respect.

* Enforce all company policies and procedures related to team member and client

* conduct

* Partner with various market level support teams (i.e. Finance, HR, Recon, Safety,

* Security, and Sales) to ensure effective and efficient operational processes that align

* with company objectives and strategies and high quality client service and support

* Keep all contracts and auction manuals updated and available for team member use

* Act as AutoIMS administrator; understand and utilize system; assist team members

* and customers as needed.

* Manage and direct the efficient movement, pick-up and delivery of commercial and

* consignment vehicles to and from the auction as requested by clients

* Coordinate and review client files and account records with appropriate managers to

* efficiently monitor aged inventory and title delays

* Walk/Audit sale line with clients to ensure quality standards are met

* Visibly demonstrate safety commitment by following all safety and health procedures

* and modeling the behaviors related to such. Work in cooperation with safety

* leadership in support of all safety activities aligned with Safety Excellence.

* Perform other duties as assigned by management

Competencies

* Build Relationships Building, leveraging and maintaining relationships within and across work groups.

* Proactively build effective working relationships with those who have the knowledge, experience, resources, or influence to advance work goals.

* Exchange information about the situation/task to determine mutually beneficial goals and outcomes; identify issues and concerns; summarize to check understanding.

* Gain commitment from partners to support ideas or take action; use sound rationale to explain value of actions; confirm agreements, next steps (who will do what by when), needed resources and support, and how to track progress.

* Offer valuable information, resources, and/or time to accomplish win/win outcomes; place higher priority on group goals than on own goals.

* Show others that they are valued by acknowledging their specific contributions, successes, and skills.

* Champion Change Actively engaging and supporting change and innovation by communicating the future state, trying new approaches and collaborating with others to make the change successful.

* Explain the business need for change and the anticipated benefits; emphasize the impact of change on performance expectation and individual, team and organizational results.

* Ask questions to uncover others' opinions and feelings about change; respond with empathy to those who experience loss or fear as a result of change by acknowledging both the situation and the emotions they express.

* Seek and use others' ideas when implementing changes to increase collaboration, leverage their expertise, and ensure commitment to a successful implementation.

* Clarify direction, specify next incremental steps, and offer resources while holding others responsible for implementing change; confirm how to track progress and measure impact of the change.

* Recognize and reward team members who make contributions and take specific actions that support change; communicate confidence in others' ability to make successful changes.

* Develop Self and/or Others Planning and supporting the development of knowledge, skills and abilities to fulfill current or future job responsibilities more effectively.

* Seek and share information from a variety of sources to identify strengths as well as growth areas; help others set specific, challenging, and high-payoff development goals.

* Collaboratively identify development activities that include a variety of learning methods (e.g. formal learning, learning from others, and learning from experience); define measures of successful skill and knowledge acquisition.

* Provide opportunities and secure resources needed to support development efforts; identify barriers to learning and offer assistance to overcome obstacles.

* Offer own time and leverage existing network to create progressively more challenging opportunities for others to try out new knowledge and skills on the job.

* Agree on outcome measures for applying new skills/ offer specific positive feedback and suggestions for improvement on performance related to established goals; adjust plans to ensure development.

* Drive for Results Setting high standards of performance for self and others; assuming responsibility and sense of urgency for successfully completing assignments or tasks; self-imposing standards of excellence rather than having standards imposed.

* Identify and emphasize critical priorities to ensure time (team and own) and

* energy are aligned with important organizational goals despite daily distractions.

* Identify objective, actionable, and quantifiable progress and outcome measures;

* track and communicate progress and accomplishments.

* Assign priorities and reinforce individual responsibility for each progress measure; communicate the consequences for meeting or not meeting expectations; identify measures that are on track and those that are most at risk; address skill gaps.

* Focus on Customers Promoting and living customer service as a value. Ensuring that the (internal or external) customer's needs are a driving force behind priorities, decisions, processes and activities.

* Actively gather and leverage information to understand current and emerging client business priorities, problems, expectations, and needs; seek client feedback and suggestions for improving products and services.

* Identify barriers that impact client service and retention.

* Use understanding of client needs to institute processes, procedures, partnerships, expectations, and development that will improve the client experience and prevent service issues from occurring.

* Set priorities and make decisions that consider client impact; measure the client experience and retention to ensure that client solutions, practices and procedures are carried out and achieve their objectives.

Value Others Gaining other people's trust by "doing the right thing," demonstrating openness and honesty, behaving consistently, supporting an inclusive work environment and acting in accordance with legal, moral, ethical, professional and organizational guidelines in support of our Values.

* Set an example for "doing the right thing" with others by being honest, keeping

* commitments, and behaving consistently; keep sensitive information confidential;

* adhere to moral, ethical, and professional standards, regulations, and

* organizational policies.

* Share feelings, intentions, rationale, and experiences so that others understand

* personal positions; feel comfortable expressing different opinions; admit

* mistakes; create a safe environment for disclosure by asking for others' thoughts

* and feelings, empathizing with their concerns, and rewarding them for sharing;

* confront negative reactions to others' disclosures that jeopardize open

* communication.

* Listen and objectively consider others' ideas and perspectives while encouraging

* others to do the same; reward others for contributing ideas and building on

* others' ideas; confront negative reactions to others' ideas that jeopardize this

* open exchange.

* Communicate confidence in others' ability to succeed; give proper credit for

* others' contributions; stand up for deserving others and their ideas even in the

* face of resistance or challenge; express empathy and offer reassurance in

* response to others' concerns; treat people with dignity, respect, and fairness.

Education & Specialized Knowledge

* High School Diploma or equivalent required; some college preferred.

* Excellent leadership and supervisory skills.

* Strong client service orientation.

* Knowledge of local and state titling laws preferred.

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

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

* Solid computer skills, including ability to use Internet and MS Office effectively.

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

* Excellent client service and problem solving skills.

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

tasks. Manual dexterity.

* Vision abilities required include close, distance and depth perception.

Experience

* 3-5 years of previous management/supervisory experience required.

* Experience in the automotive and/or auction industry preferred.

* AS400/Oracle experience preferred.

* Ability to drive multiple vehicle types, including: standard shift, automatic, 5th

wheel, semi, RV and boats preferred.

* Position includes occasional exposure to weather conditions, fumes, and noise.