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Vice President Sales, Data Licensing

National Auto Research
1901454 Requisition #

Due to continued growth, introduction and adoption of our industry leading data and analytics products and services, Black Book, one of the most recognized brands in the automotive and automotive finance industry, is adding a new role to our management team to help spearhead future growth as we continue to add significant investment to drive future business.

Position Summary

Based in our suburban Atlanta corporate office and reporting to the Executive Vice President, Revenue, the Vice President, Data Licensing will be responsible for leading a team of industry sales professionals focused on driving incremental revenue for the Automotive Licensing and Lender Solutions divisions of Black Book.  In this role, the Vice President will focus on expansion and utilization of our suite of industry leading data and analytics-oriented products and services to customers within the automotive, automotive finance, insurance and other verticals.  The Vice President will be measured on successful attainment of objectives as well as the ability to instill a culture of training, best practices and accountability to our sales divisions. Our candidate will be an assertive, proven sales leader that exhibits confident leadership, clear communication, positive results and the ability to lead by example.  We are looking for the very best.

What You’ll Be Doing

  • Utilize your knowledge of the automotive and automotive finance industries to develop new customer relationships, while growing and solidifying existing Black Book partnerships to increase our customer base and market share
  • This will include, but not be limited to representing Black Book at automotive and finance industry events including conventions, conferences and other engagements

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

  • Develop and mentor our sales teams by providing accountability, ongoing training and coaching on best practices related to data licensing, customer retention and product utilization

  • 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 each team will meet and achieve budgeted forecasts

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

  • Conduct market and competitor analysis and report findings

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

  • Develop strategic pricing strategies to drive margin improvement throughout the sales team

  • Direct sales forecasting activities and set performance goals accordingly

  • Direct staffing, training, and performance evaluations to develop and promote sales effort and performance

  • Prepare weekly/monthly sales report showing sales volume, opportunity pipeline, activities, and areas of proposed client base expansion

  • 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/or finance industry

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

  • Demonstrated/documented 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 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 when needed


 Company Background:

A wholly-owned subsidiary of HEARST (one of the nations’ largest diversified media companies), and part of the HEARST Transportation Division, Black Book is one of the most recognizable brands in the industry and is a leading provider of vehicle pricing and automotive data and analytics to the automotive and finance industries.  With a focus on innovative solutions, world class data and analytics and a goal of delivering our customers the most precise data to help them reduce risk and increase profitability, we publish and deliver our data on a daily, weekly, and monthly basis in various electronic formats which include, but are not limited to: data feeds; web-services; Internet-based applications; smart phone resident applications; online trade appraisal service software; traditionally printed guidebooks.


We are guided by our core values of Own It, Continuously Improve, Be Agile and Celebrate Success, while focusing on our unique offerings that include our Data, our Approach, and our Flexibility.

To learn more about our products and company history, please visit our website at www.BlackBook.com


HEARST (www.hearst.com) is one of the nation’s largest diversified media companies. Its major interests include ownership of 15 daily and 38 weekly newspapers, including the Houston Chronicle, San Francisco Chronicle, San Antonio Express-News and Albany Times Union; nearly 200 magazines around the world, including Good Housekeeping, Cosmopolitan and O, The Oprah Magazine; 29 television stations, which reach a combined 18% of U.S. viewers; ownership in leading cable networks, including Lifetime, A&E, History and ESPN; as well as business publishing, including a minority joint venture interest in Fitch Ratings; Internet and marketing services businesses, television production, newspaper features distribution and real estate.



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