Associate Vice President, Manheim Car Auction Commercial Accounts

The Associate Vice President of Manheim Commercial National Accounts has the responsibility of creating and driving the strategic growth plan for the Commercial businesses. This leader is responsible for managing a team of sales professionals, both Senior Directors and Directors of Manheim's largest Commercial Accounts (automotive OEMs and large Lenders). This person will provide leadership and guidance to achieve company volume and revenue targets through relationship building, analytics and a consultative sales approach. This individual will place a heavy emphasis on driving business into all Manheim channels, as well as with any Cox Automotive adjacent businesses.
Success in this role will require being innovative and managing high- level sales/strategy professionals. This individual will provide leadership, direction, and accountability for both internal and external resources to achieve company goals. There is a strong preference that the candidate be located in Atlanta, Georgia, but qualified, non-Atlanta based candidates will be considered with the understanding that they will travel regularly to corporate HQ in Atlanta. Additional responsibilities include:
Leadership

• Drive sales professionals to work closely with pricing to align the Commercial Sales strategy and drive reasonable and fair contract negotiations.
• Provide expertise and leadership to the Commercial team through coaching, setting clear expectations and navigating their teams through change.
• Promote the coordination of information sharing between the Commercial team and all other internal corporate departments, including Cox Automotive businesses, as well as our Regional VP's and auction sites
• Coach team on techniques to provide consistent improvement in their skills and results; this will include day-to-day problem solving and coaching their team members to meet performance goals.
• Establish mission critical policies and procedures.
• Foster a positive business climate which motivates team members and holds them accountable.
• Demonstrate the flexibility necessary to adjust to changing/additional duties and responsibilities as the markets and company change.
• Consistent partnership, collaboration and communication across Inventory Solutions Sales teams.
• Maintain involvement with business/professional organizations in order to build professional relationships

Develop Business Strategy

• Collaborate strategically with Digital, Logistics, Mobility, Marketing and other areas of the business.
• Develop strategic planning activities for the Commercial Sales function and is accountable for the growth of the Commercial sales teams.
• Develop an overall strategy for assigned product(s) and market(s) in partnership with Leadership and direct reports.
• Support sales in developing and integrating automotive insights into advertising and business development activities at all levels of the customer.

Revenue Goals and Relationships

• Maintain and drive new revenue growth and Market Share for all customers.
• Build and maintain customer relationships and drive exceptional customer service
• Evaluate growth opportunities identified by customer needs and market trends; assess business options to address those needs and make recommendations to leadership.
• Participate in key negotiations with Commercial accounts, in coordination with others, to secure business.
• Facilitate change by anticipating, identifying and planning for issues related to achieving the business objectives
• Identify opportunities to leverage current promotional / sponsorship to enhance business.
• Attend select local and national industry events.
• Responsible for annual sales targets and forecasts of $300M+

Sales Management

• Management responsibility for commercial team (hiring/ firing decisions, performance reviews, etc.) as well as oversight for team structures and accountabilities.
• Responsible for the training and development of the team
• Advocate and ensure the promotion of sales goals and objectives.
• Develop regular action plans with direct reports to improve sales performance.
• Establish success metrics and evaluate performance of all initiatives and programs.
• Collaborate with business partners to continuously review and improve compensation, training, and sales incentive programs.

Required Experience & Specialized Knowledge and skills

• Bachelor's degree in a related field and 14 years of progressive experience sales management and customer experience. The right candidate could also have a different combination, such as a master's degree and 12 years' experience; a Ph.D. and up to 9 years of experience; or 18 years' experience in a related field.
• Experience the automobile or auction industry strongly preferred.
• A strong track record of effectively managing people at a senior level, P&L and sales programs.
• 7+ years' experience in building and managing sales teams
• Demonstrated business understanding and working knowledge of best practices.
• Strategic thinker with passion for the customer and an ability to think creatively and analytically.
• Collaborative mindset
• Minimum of 10 years in the automotive industry is required
• Entrepreneurial, self-starter with strong point of view and ability to deliver and execute vision is required.
• Strong written and verbal presentation, communication, interpersonal, and problem-solving skills required.
• Demonstrated ability to work across a broad range of internal and external constituents and cultures.
• Ability to travel up to 50% (day and overnight) as needed is required.

USD 195,700.00 - 326,100.00
Compensation:
Compensation includes a base salary of $195,700.00 - $326,100.00. The salary rate may vary within the anticipated range based on factors such as the ultimate location of the position and the selected candidate's experience. In addition to the salary range identified herein, this role is also eligible for an annual incentive/commission target of $100,000.00.
Benefits:
The Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company's needs, and its obligations; seven paid holidays throughout the calendar year; and up to 160 hours of paid wellness annually for their own wellness or that of family members. Employees are also eligible for additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, and parental leave.
Applicants must currently be authorized to work in the United States for any employer without current or future sponsorship.
Application Deadline: 01/26/2025
About Cox Automotive
At Cox Automotive, people of every background are driven by their passion for mobility, innovation and community. We transform the way the world buys, sells, owns and uses cars, accelerating the industry with global powerhouse brands like Autotrader, Kelley Blue Book, Manheim and more. What's more, we do it all with an emphasis on employee growth and happiness. Drive your future forward and join Cox Automotive today!
About Cox
Cox empowers employees to build a better future and has been doing so for over 120 years. With exciting investments and innovations across transportation, communications, cleantech and healthcare, our family of businesses - which includes Cox Automotive and Cox Communications - is forging a better future for us all. Ready to make your mark? Join us today!
Benefits of working at Cox may include health care insurance (medical, dental, vision), retirement planning (401(k)), and paid days off (sick leave, parental leave, flexible vacation/wellness days, and/or PTO). For more details on what benefits you may be offered, visit our benefits page .
Cox is an Equal Employment Opportunity employer - All qualified applicants/employees will receive consideration for employment without regard to that individual's age, race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender, gender identity, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law. Cox provides reasonable accommodations when requested by a qualified applicant or employee with disability, unless such accommodations would cause an undue hardship.
Statement to ALL Third-Party Agencies and Similar Organizations: Cox accepts resumes only from agencies with which we formally engage their services. Please do not forward resumes to our applicant tracking system, Cox employees, Cox hiring manager, or send to any Cox facility. Cox is not responsible for any fees or charges associated with unsolicited resumes.