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OEM Account Director

Cox Automotive

Herndon, VA
Job Code:
Cox Automotive
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Job Details

Company Cox Automotive
Title: OEM Account Director
JobID: 1711534
Category: Marketing
Industry: Cox Automotive
Job Type: Full-time


The OEM Account Director ensures the ongoing success of Cox Automotive by identifying new opportunities for revenue growth within their regions as well as maintaining/protecting the current revenue for the their accounts.
Provides account oversight and direction, client relationship management, and is the single escalation point for all Cox Automotive clients. 
The Account Director, will report to the Regional Director, and will support all Retail Solutions businesses (DT-DMS, XTime, VIN Soultions, vAuto, homeNet)

Identify, qualify, and close new business opportunities by:

  • Understanding the different departments, the  dynamics between them, and identify the different types of stakeholders, decision makers, influencers, proponents, and opponents
  • Creating and facilitate sales presentations
  • For larger opportunities/RFP’s, manage entire response process, assign and follow-up on deliverables from each internal department, as well as perform final edits
  • Knowing all assigned Cox Automotive offerings and Retail Solutions and how Cox Automotive’ s data and services benefit different departments within an Automotive OEM
  • Understanding Automotive marketing strategies
  • Develop account ownership by networking diligently, creating and fostering relationships, and promote Retail Solutions
  • Develop formal account plans and coordinate strategies to meet targets within the context of the overall corporate plan
Gather requirements and probes for details on specific needs from new clients, as well as collaborates with the internal team members on responding to existing client needs and prioritizations while helping set both internal and client expectation. Act as a liaison between the client Cox Automotive

Track revenue potential for internal sales, product, and executive leadership in terms of which products and services match client needs in order to help Cox Automotive forecast revenue. Tracking includes:

  • The stage of the opportunity
  • The product/service
  • New or current client
  • The client contact info
  • The probability of the client to purchase
  • The potential revenue (One-time + Recurring)
  • The expected sign date
  • The result – Won or Lost
  • Manage all financial and billing aspects with the client:
  • Compose and present final estimates/proposals
  • Obtain PO detail and communicate to internal Accounting
  • Approve/verify invoicing for internal Accounting
  • Follow-up on any invoicing discrepancies
  • Follow-up on any outstanding invoices
  • Communicate with clients on a daily basis via email, phone, and face-to-face. 
  • Meet regularly with client business and IT owners, directors, and executives.
  • Develop and effectively manage your relationships to support company revenue targets. 
  • This position is responsible for the entire cycle:  identifying a prospect, building the relationship, closing a sale, providing client relationship support during an implementation, and setting the stage for selling the next solution. 


  • Minimum 5-7 years of Business Development experience with a successful track record of sales experience
  • Demonstrated history of achievement and discipline to manage the sale of intangible software solutions to large corporations
  • Experience in the automotive industry at various levels
  • Excellent phone, written and oral communication skills required
  • Polished presentation skills required
  • Computer proficiency in Microsoft Office
  • College degree required

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®,®, 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

Organization: Cox Automotive

Primary Location: US-VA-Herndon-13900 Lincoln Park Drive

Employee Status: Regular

Job Level: Director

Shift: Day Job

Travel: Yes, 50 % of the Time

Schedule: Full-time

Unposting Date: Ongoing
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