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Departments Benefits Company Culture Commitment to Community Service Testimonials
Account Management & Client Services
National Auto Research
1803251 Requisition #

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


· 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

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About Black Book

Black Book is best known in the automotive industry for providing timely, independent and accurate vehicle pricing information, and is available to industry qualified users through subscriptions to our website, mobile applications and licensing agreements. Black Book has provided innovative products and services including new and used vehicle value services, custom data licensing solutions, and lender origination and risk analysis since 1955.


Find a job that fits your background.


Black Book offers its employees a variety of health, fitness and savings benefits.


Comprehensive options for medical, dental, vision, disability, and life insurances for you and your family, including domestic partners.


An annual $300 reimbursement for fitness equipment, gym memberships, and more.


Immediate access to 401(k) plan with generous employee match and HSA with yearly employer contribution.

Paid Time Off

Vacation, personal, volunteer, holiday, and sick days available to each employee.

Work Hard, Play Hard

Employees are provided with a variety of snacks, fresh fruits, and drinks each and every day.

Employee Recognition

Every year, the Pinnacle Award and Extra Mile Awards are given to employees who go above and beyond.


Black Book is an equal opportunity employer.

Commitment to Community Service

We believe in giving back to our communities and to help encourage our employees to do so, we provide two days off each year for people to spend with the organization of their choice.

Play Now

One of the many things I love about Black Book is how we all strive for a strong supportive culture. We are a sincere culture promoting trust and mutual support from a diverse group of employees possessing a genuine sense of integrity as individuals.

Lee Brewer

Great people attract great people. The quality of your team can play a big role in employee happiness. At all levels, people working at Black Book are great and fun to be around. I get to meet new people from all walks of life and build a lasting relationship with familiar faces. I love the way my team and I are able to interact and encourage each other to help us grow better at our jobs. My co-workers are amazing, hard workers that I'm proud to work alongside. After 5 years, I can call Black Book my second home.

Carrie Jones

What I love about Black Book is the small family atmosphere. The employees here trust one another and I believe that that has helped to establish us as the industry leader we are today, as well as helping me grow personally and professionally.

Josh Giles