Position
Summary
At Black Book, we’re proud to announce that we are adding a Director of
Strategic 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 Strategic 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