Hybrid Inside Regional Sales Manager

at Cox Enterprises

• Job title: Inside Regional Sales Manager
• Job type: Full Time
• Experience level: Mid level, Senior
• Salary: $63,200 - $94,800 per year
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, United States

About the role

• Inside Regional Sales Manager generating revenue within an assigned territory for automotive sales solutions. Collaborating with dealers and driving consultative services for Dealer.com products.

Responsibilities

• The Inside Regional Sales Manager generates revenue within an assigned territory by offering various product solutions to customers that will enhance their sales and operations functions, thus increasing their revenue.
• Work closely with automotive dealers to provide consultative services to best bundle and use Dealer.com products.
• Determines customers’ needs via consultation, then reviews and analyzes options of what is best suited for the customer.
• Once the optimum product or product package has been determined, the Inside Regional Sales Manager will advise and educate the customer on the best solution and negotiate pricing.
• Close sales opportunities for new business for Dealer.com products and services.
• Share a territory goal and work in partnership with Outside Regional Sales Managers to coordinate prospective clients and up-sell opportunities.
• Use the Challenger-based selling approach to manage and successfully close complex sales opportunities.
• Engage your cross-business unit partners to drive mutual productivity.
• Promote Dealer.com and its core products with the end goal of creating value for customers and thus, collecting new recurring revenue.
• Act as advisor to customers to build market share, increase revenue, and retain business.
• Maintain accurate customer and sales activity information in Salesforce.
• Manage relationships through to sales for each prospect by fact-finding, follow-up, identifying customers’ needs, presenting, and demonstrating the software solutions, and overcoming objections.
• Interact with decision makers such as Sr. management and owners, cultivating a lasting business relationship with these contacts.
• Ensure that monthly, weekly, and yearly sales goals are met or exceeded.
• Focus on new business development, maintaining customer relationships, and troubleshooting specific customer problems.
• Prepare sales plans and corresponding product packages for the customer.
• Provide accurate forecasting and develop weekly and monthly sales plans to manage the sales funnel.

Requirements

• Bachelor’s degree in a related discipline and 6+ years of experience in a related field.
• The right candidate could also have a different combination of experience, such as a master’s degree and 4+ years of experience; a Ph.D. and 1 or more years of experience; or 10+ years of experience in a related field without an advanced degree.
• 5+ years of knowledge in automotive software, advertising, or automotive software sales experience including comparable dealership software packages (CDK, Reynolds and Reynolds, DealerSocket, etc.) and finance software (RouteOne and others).
• Strong knowledge of the automotive industry, especially automotive dealerships, and the Fixed Ops processes.
• Excellent interpersonal, presentation, relationship-building, collaboration, sales, and territory management skills to work effectively with teams throughout the organization.
• Ability to use and interpret research and data to help customers find opportunities for improvement.
• Excellent database management and customer service skills, strong organizational, problem-solving, and multi-tasking skills.
• Self-motivated and disciplined with an energetic, engaging personality.

Benefits

• A competitive salary and top-notch bonus/incentive plans.
• Exceptional work-life balance, flexible time-off policies and accommodating work schedules.
• Comprehensive healthcare benefits, with multiple options for individuals and families.
• Generous 401(k) retirement plans with company match.
• Inclusive parental leave policies, plus comprehensive fertility coverage and adoption assistance.
• Professional development and continuing education opportunities.
• Access to financial wellness/planning resources.