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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 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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