Director National Accounts (Dealer Groups)

Position Summary

At Black Book, we’re proud to announce that we are adding a Director of National Accounts, who will work alongside our Automotive and Lender licensing teams to focus on the expansion and utilization of our suite of data and analytics-oriented products and services utilized by dealer groups across the United States.  Based in our suburban Atlanta corporate headquarters, this rare opportunity to join an industry leader will focus on driving incremental revenue for Black Book.  In the Director of National Accounts capacity, the Director will be tasked with strengthening our dealer group partnerships, while utilizing their deep relationships and knowledge of the automotive industry to develop new and add to the existing Black Book customer base.  Our candidate will be a proven sales and industry leader that exhibits confident leadership, clear communication, positive results and the ability to influence.

What You’ll Be Doing

·     Utilize your knowledge of the automotive industry as well as your network of dealer group relationships to develop new customer relationships with medium and large dealer groups, while growing and solidifying existing Black Book partnerships to increase our customer base and utilization of Black Book data and analytics

·     This will include, but not be limited to, representing Black Book at automotive industry events including conventions, conferences and other engagements

·     Establish and maintain relationships with industry 'influencers' and key strategic partners

·     Introduce and promote Black Book products, services and capabilities to a variety of segments and stakeholders within defined dealer groups including

o    Chief Marketing Officers

o    Corporate/Regional Platform Heads

o    Corporate/Regional eCommerce and Digital stakeholders

o    Corporate/Regional UCM’s and Remarketing Heads

·     Responsible for developing marketing, sales and budget strategies to maximize revenue while maintaining the highest levels of service standards and values in support of organizational strategy and objectives

·     Participate in budget meetings and produce sales roadmaps that will outline how department will meet budgeted forecasts

•   Meet with prospects and strategize with licensing sales managers while negotiating and closing  opportunities

·     Conduct market and competitor analysis and report findings

·     Develop and implement new sales initiatives, and provide input to the Leadership Team regarding sales strategies and future planning

·     Emphasis on active pipeline management, including proper vetting of opportunities, accuracy in forecasting, probability to close, etc

 REQUIRED SKILLS/EXPERIENCE:

·     15+ years or greater experience in a senior sales/leadership role within the automotive or automotive finance industry, with a preference for a strong automotive data background

·     Proven, extensive knowledge of the automotive and dealership industries and landscape

·     Previous experience and extensive knowledge of working with and calling on medium and large dealer groups

o   Note, this is not an entry level position.  You must show demonstrated success and long-standing relationships with key decision makers at this level

·     Experience with software sales, database licensing and/or related technology sales

·     Demonstrated track recording of meeting/ exceeding sales and financial objectives both within individual and team settings

·     Commission and/or variable based compensation experience

·     Highly developed collaborative sales and leadership skills

·     Exceptional strategic, critical and analytical thinking skills

·     High degree of comfort with technology

·     Up to date on current sales and marketing trends, including social media, whitepapers, blogs, etc

·     Assertive and motivated

·     Strong verbal and written communication skills

·     Excellent presentation and demonstration skills

·     Excellent interpersonal communication skills

·     Ability to travel, with frequency as much as 2-3 nights per week