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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 Us

Our aviation solutions ensure that corporate jet owners have the latest and best information on safety and maintenance. Our automotive repair guidance is relied upon to manage vehicle inventories and profitably charge and reimburse for repairs. Our vehicle valuations are used by car dealers and financial institutions for trade-ins and financing. Hearst Transportation includes CAMP Systems,the premier Aircraft Health Management and Enterprise Information Systems provider in business aviation; MOTOR Information Systems, the world's premier supplier of automotive data; and Black Book, whose data powers the automotive industry’s most trusted insights.

CAMP Systems is the industry leader in Aircraft Health Management Solutions and shop floor Enterprise Information Systems. We set the bar. At CAMP, talented individuals collaborate to build innovative solutions that delight and empower our customers. CAMP culture celebrates diversity, embraces challenge, supports growth and fosters well-being. Whether your calling is software engineering/developing, IT, data analysis, sales/account management, customer/employee experience, marketing, finance or operations – propel your career forward at CAMP.

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MOTOR Information Systems is the world’s premier supplier of automotive data. Since 1903 MOTOR Information Systems' mission has been to provide customers with accurate, thorough and timely information to help run their businesses more efficiently, effectively and profitably.

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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. Having been a leading provider of marketplace insight since 1955, Black Book continues to evolve, embrace technological advances and deliver quality products and services to multiple automotive industry segments.

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Hearst has a tradition of innovation and forward thinking.

Kyle Luck, Senior Product Manager, Black Book

We have a very open culture where we exchange ideas.

Anil Goyal, Senior Vice President-Operations, Black Book

The biggest difference between us and our competition is the people.

Kyle Fender, Software Architect, MOTOR Information Systems

We have a lot of people here who have worked 20 to 30 years in the industry.

Stefanie Vario, Database Architect, MOTOR Information Systems

What's it like to work at Hearst Transportation?

What's it like to work at Hearst Transportation?


We Support Our Employees:

• An environment that rewards exceptional and extraordinary performance through financial and career advancement • A well balanced work-life schedule • Exceptional benefits including health and wellness, 401k with company match, tuition reimbursement, and professional development • An environment of acceptance and collaboration

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