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AVP, DMS Sales

Cox Automotive

Salt Lake City, UT
Job Code:
Cox Automotive
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Job Details

Company Cox Automotive
Title: AVP, DMS Sales
JobID: 178374
Category: Sales
Industry: Cox Automotive
Job Type: Full-time


The Associate Vice President, DMS Sales is responsible for the leadership of the sales team and attainment of the sales quotas for the Business Unit.  The AVP will drive and champion the vision, mission and strategy to align with the BU goals and overall Sales goals and objectives.

Key activities for this position include: strategic planning, direct and indirect sales execution and sales strategy.  The AVP must have strong development and management skills coupled with strong strategic planning, organizational and implementation skills. The AVP will need to possess a creative problem solving mindset, an entrepreneurial spirit, excellent people skills and prior experience leading a sales oriented business.  The AVP will partner with cross functional business teams to ensure sales embraces pragmatic analytic solutions.


  • Work to build a team environment with strong morale, positive energy and a goal-oriented culture.
  • Actively provide development opportunities for staff; provide specific and objective feedback to maximize performance.
  • Coach Directors on techniques to provide consistent improvement in their skills and results; this will include day-to-day problem solving and coaching their own team members to meet performance goals.
  • Foster open communication with team members, and clearly communicate importance of team's vision, direction, and priorities.
  • 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 Sales teams.

Develop Business Strategy

  • Develop an overall strategy for assigned product(s) and market(s) in partnership with Leadership and direct reports. The strategy will be developed through an understanding of key market trends and an appreciation for the joint assets of the business. 
  • Contribute and provide insight into the direction for pricing/packaging, product, customer service, marketing, sales channels, and dealer strategy. 
  • Support sales in developing and integrating automotive insights into advertising and business development activities at all levels of the customer.
  • Collaborate closely with leadership to bring automotive insights to their accounts, agencies and prospects.

Develop and Deliver Sales Goals

  • Develop and apply a thorough knowledge of the industry and competitive activity, both nationally and at the local level, translating this knowledge into appropriate plans and programs.  
  • Work closely across Dealer Sales’ teams, Product Management, Marketing and Finance groups, and identify top revenue/share producing opportunities.
  • Facilitate and execute plans to leverage business opportunities.  
  • Budget and forecast sales goals for the Business Unit and identify how to best utilize all resources to achieve sales goals.

Manage Metrics, Budget, and Reporting

  • Define the business requirements needed to develop the operational infrastructure required to deliver against goal. 
  • Facilitate and deliver appropriate business and financial metric reporting. 
  • Build and execute an annual business plan and manage divisional expense budget effectively.
  • Measure and communicate progress to goal and performance to standards.

Sales Management

  • Lead, manage, coach and develop Directors/direct reports.
  • Oversee hiring, training and development of teams.
  • Advocate and ensure the promotion of sales goals and objectives.
  • Develop regular action plans with Directors/direct reports to improve sales performance.
  • Establish success metrics and evaluate performance of all initiatives and programs.
  • Identify opportunities to leverage current promotional / sponsorship to enhance business.
  • Attend select local and national industry events.
  • Maintain ongoing awareness of market conditions and trends to ensure effective reaction to market changes.
  • Propose and execute policies and programs to achieve maximum sales potential for products and/or services.
  • Collaborate with business partners to continuously review and improve compensation, training and sales incentive programs.
  • Maintain involvement with business/professional organizations in order to build professional relationships


  • 10+ years strategic marketing and general management experience, with a strong track record of effectively managing people at a senior level, P&L and sales programs.
  • 10+ years experience 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.
  • Product development and brand management experience strongly preferred.
  • Strong knowledge of auto industry 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. 

About Cox Automotive


Cox Automotive Inc. is transforming the way the world buys, sells and owns cars with industry-leading digital marketing, software, financial, wholesale and e-commerce solutions for consumers, dealers, manufacturers and the overall automotive ecosystem worldwide. Committed to open choice and dedicated to strong partnerships, the Cox Automotive family includes Autotrader®, Dealer dot com®, Dealertrack®, Kelley Blue Book®, Manheim®, NextGear Capital®, vAuto®, Xtime® and a host of other brands. The global company has 33,000 team members in more than 200 locations and is partner to more than 40,000 auto dealers, as well as most major automobile manufacturers, while engaging U.S. consumer car buyers with the most recognized media brands in the industry. Cox Automotive is a subsidiary of Cox Enterprises Inc., an Atlanta-based company with revenues of $18 billion and approximately 60,000 employees. Cox Enterprises’ other major operating subsidiaries include Cox Communications and Cox Media Group. For more information about Cox Automotive, visit

Organization: Cox Automotive

Primary Location: US-UT-Salt Lake City-Salt Lake City Remote

Employee Status: Regular

Job Level: Executive

Shift: Day Job

Travel: Yes, 50 % of the Time

Schedule: Full-time

Unposting Date: Ongoing
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