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Business Development Consultant - Sacramento

Cox Automotive

Sacramento, CA
Job Code:
Cox Automotive
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Job Details

Company Cox Automotive
Title: Business Development Consultant - Sacramento
JobID: 1711238
Category: Sales
Industry: Cox Automotive
Job Type: Full-time


The Business Development Consultant (BDC) is responsible for driving strategic dealer acquisition and growth within a defined geographic territory. The BDC will:

• Develop and execute strategic plans to drive growth across digital media solutions

• Identify and qualify prospects and current customer opportunities to sell comprehensive solutions

• Effectively understand dealer needs to communicate the full value proposition of CAMSG

• Lead sales opportunities and collaborate with Business Development Engineers and Dealer Success Consultants to sell complex digital media solutions

Key Responsibilities:

1. Prioritize accounts and opportunities for investment and expansion.

2. Work directly with field sales employees (DSC/BDE) to identify prospects and develop market-specific strategies for clients. Capture largest in-market opportunities and prospects through a combination of solo direct selling and team presentations via four-legged calls. Target clients will include non-paying dealers and prospects within assigned territory.

3. Assess the effectiveness of dealer marketing and advertising spend in order to identify gaps and opportunities. 

4. Collaborate and deliver a pre-determined number of product presentations to prospective and current customers to align with or exceed goals set by sales leadership.

5. Meet or exceed assigned monthly, quarterly, and annual revenue and growth goals as set by sales leadership.

6. Effectively share field/product successes, opportunities, and challenges with Business Development and field sales teams as well as corporate support and enablement teams via strong written and verbal communications.

7. Develop and manage a pipeline of opportunities to meet and exceed sales targets by being an industry expert and highly skilled closer.

8. Minimum of 80% field time developing, re-establishing and growing client relationships and business, with a significant focus on communicating value to new customers.

9. Leverage additional resources (e.g. BDE, Marketing, etc.) to close business requiring expertise beyond the BDC role.

10. Coach and influence Dealer Success Consultants & Business Development Engineers, as needed.

11. Utilize Salesforce as the tool of record to capture all dealer sales calls, information, and opportunities.

12. Lead dealer product training and delivery, as needed, and ensure smooth account transitions to Dealer Success Consultants for ongoing account management.

13. Successfully complete all required training while seeking a superior level of industry knowledge and an expertise in all Cox Automotive solutions.

14. All other duties as assigned.


  • 5+ years proven experience in a sales revenue generation role
  • Previous experience and a proven high level of success presenting/selling solutions to clients
  • Ability to travel up to 100% of the time within regional geography, with occasional overnight stays
  • Ability to travel outside of territory for meetings, training, etc.
  • Valid driver’s license
  • Demonstrated proficiency and knowledge in various technologies
  • Exceptional verbal and written communication skills
  • HS Diploma/GED equivalent required

Preferred Qualifications:

  • Strong understanding of the specific market as it relates to automotive and digital media
  • Demonstrated and complete understanding of Cox Automotive Media solutions; general understanding of all other Cox Automotive companies
  • Highly proficient level of computer skills including MS Word, PowerPoint, Excel and Outlook.
  • Previous experience using
  • Bachelor’s degree in a related field is preferred (e.g. Marketing, Communications)

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-CA-Sacramento-Sacramento Remote

Employee Status: Regular

Job Level: Individual Contributor

Shift: Day Job

Travel: Yes, 75 % of the Time

Schedule: Full-time

Unposting Date: Ongoing
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