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Inside Regional Sales Manager

Cox Automotive


Location:
Kansas City, MO
Date:
12/11/2017
2017-12-112018-01-09
Job Code:
1717826
Cox Automotive
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Job Details

Company Cox Automotive
Title: Inside Regional Sales Manager
JobID: 1717826
Category: Sales
Industry: Cox Automotive
Job Type: Full-time

Description

Inside Regional Sales Manager, Xtime - the leading provider of fixed operations software

Position Summary:
Are you a self-starter, a go-getter, and a deal maker? At Xtime, a Cox Automotive Retail Solutions brand, you will find a culture that rewards such entrepreneurial spirit. We empower our team members to make their own decisions for growing our business. We are looking for like-minded people who can share our passion for success.

Xtime’s Spectrum is the automotive industry’s leading fixed operations and service experience solution.  The Inside Regional Sales Manager (IRSM) will partner with Regional Sales Managers (RSM) to generate revenue within the RSM’s assigned territories by offering various product solutions to customers that enhance their fixed operations functions, thus increasing their revenue.  The ISM will work closely with automotive dealers to provide sound advice as to how they can improve their business by utilizing Xtime products and services.  A successful ISK 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 Sales Manager will advise and educate the customer, presenting the best solution and negotiate pricing.  The IRSM is responsible for directly closing sales opportunities for new and upgrade business for Xtime products and services while also assisting Regional Sales Managers in similar efforts. 

Position Responsibilities:
  • Learn and use the Challenger based selling approach to manage and successfully close complex sales opportunities.
  • Use insight and consultative selling techniques to provide feedback to clients on industry trends, strategies and challenges.
  • Partner with client stakeholders to build consensus for Xtime products within their organization.
  • Independently and collaboratively strategize for solving deal-level challenges.
  • Manage relationships through entire sales process for each prospect by fact finding, follow up, identifying customers’ needs, presenting and demonstrating the software solutions, overcoming objections
  • Personally develop and qualify new leads and opportunities in assigned territories.
  • Deliver impactful sales presentations remotely, via web meetings and conference calls. 
  • Assist Regional Sales Managers in completing simple and complex proposals to dealers
  • Act as advisor to customers to build market share, increase revenue, and retain business
  • Help Regional Sales Managers maintain accurate CRM system data 
  • Interact with decision makers such as fixed operation directors, general managers and owners, cultivating a lasting business relationship with these contacts
  • Ensure weekly, monthly, and yearly sales goals are met or exceeded
  • Work on new business development, maintaining customer relationships and troubleshooting specific customer problems to drive new and upgrade sales. 
  • Prepare sales plans and corresponding product packages for customer
  • Provide accurate forecasting and develop weekly and monthly sales plans to manage the sales funnel.

Qualifications

Qualifications:
  • A willingness to learn or demonstrated knowledge of Challenger sales skills 
  • Ability to tailor communication to the client’s needs
  • Ability to systematically solve problems and hypothesize possible client pain points, expectations, and needs
  • 4 year degree or combination of education and experience. 
  • Dealership fixed operations experience or software sales and a strong plus
  • Previous use of Xtime products a strong plus
  • Deep understanding of automotive business, especially dealerships 
  • Outstanding communication and consultation skills, both verbal and written, with strong telephone and presentation skills 
  • Must be comfortable navigating various computer systems with ease
  • Experience effectively building relationships as well as doing needs assessment and qualifying and closing business over the telephone 
  • Ability to use and interpret research and data for the purpose of helping 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 
  • Travel approximately 0-10%


About Cox Automotive

 

Cox Automotive is transforming the way the world buys, sells and owns cars with industry-leading digital marketing, retail, financial and wholesale solutions for consumers, dealers, manufacturers and the overall automotive ecosystem worldwide. The Cox Automotive family includes Autotrader®, Dealer.com®, Dealertrack®, Kelley Blue Book®, Manheim®, NextGear Capital®, vAuto®, VinSolutions®, Xtime®, incadea® and a host of other brands. With a complete and connected view of the automotive ecosystem, Cox Automotive is a global company connecting people, cars and capabilities with services that link the automotive value chain. Cox Automotive is a subsidiary of Cox Enterprises. For more information about Cox Automotive, visit www.coxautoinc.com.


Cox Enterprises and its subsidiary companies are Equal Opportunity employers – M/F/Vets/Disabled.  Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.



Organization: Cox Automotive

Primary Location: US-MO-Lees Summit-777 NW Blue Parkway

Other Locations: Kansas City,US,KS,,66101|Kansas City,US,MO,,64101|5700 Broadmoor St,US,KS,Mission,66202|6405 Metcalf Ave,US,KS,Overland Park,66202

Employee Status: Regular

Job Level: Team Lead/Supervisor

Shift: Day Job

Travel: Yes, 5 % of the Time

Schedule: Full-time

Unposting Date: Ongoing
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