Enterprise Client Success Manager

Account Manager IV

Company: Cox Automotive - USA

Job Family Group: Sales

Management Level: Manager - Non People Leader

Flexible Work Option: Can work remotely but need to live in the specified city, state, or region

Travel %

Yes, 25% of the time

Work Shift: Day

Compensation includes a base salary in the range of $101,500.00 - $169,100.00. The base salary may vary within the anticipated base pay range based on factors such as the ultimate location of the position and the selected candidate's knowledge, skills, and abilities. Position may be eligible for additional compensation that may include an incentive program.

Job Description

Enterprise Client Success (ECS) operates within the Cox Automotive Enterprise sales model that aims to strengthen and grow existing Enterprise client partnerships. ECS is a client-facing team that serves as a primary resource for Enterprise clients relating to account management, sales enablement, cross-company integrations, program coordination, issue resolution, and assessing/optimizing product performance for our clients. Specifically, ECS will engage with Enterprise clients across all segments (OEM, Lender, Rental, Fleet, Dealer, Mobility, etc.) to support daily internal/external client requests while executing on new selling solutions and coordinating product implementations across our Cox Automotive business units. There are different support models for ECS depending on the client segment. For some clients, both a sr. manager and manager may be assigned to support client initiatives concurrently while other clients may only have one resource responsible for supporting those initiatives.

The Enterprise Client Success Manager is responsible for executing client-related tasks, including opportunities, issue resolution, and account optimization. The ECS Manager will establish relationships with key client personnel and collaborate with the Client Partner, Strategist, and Sales leads to execute the client's account plan. For certain client segments, the ECS Manager will participate in a matrix support model where multiple ECS resources may support client initiatives along with multiple sales leads. The ECS Manager's responsibilities for these segments may be more targeted in working within certain solution groups.

What You'll Do:

• Assigned to support a book of business comprised of Cox Automotive's more complex and active accounts
• Establish and build relationships with assigned clients and Cox Automotive sales lead(s), and for some segments the client partner, to help promote strategic vision for client(s)
• Work with the assigned account director/sales lead to build, optimize, and execute on the client's account plan and strategy
• Optimize current business model for assigned clients by making strategic recommendations in leveraging Cox Automotive to help grow their business and expand product utilization
• Segment and develop engagement strategy for subset of Enterprise accounts
• Gather, utilize, and leverage data from internal or external sources to support strategy decisions
• Assist and participate in any account planning activities to understand client goals and objectives
• Ensure client needs and expectations are met and/or exceeded
• Assist with sales cycle support by working with internal partners/teams within the organization and holding them accountable for executing on client initiatives, resolving client issues
• Speak to technology integration & implementation procedures of a new product or service with a client, or include appropriate resources when needed
• Engage appropriate resources to respond to functional and technical elements of RFI's/RFP's/RFQ's
• Protect and retain existing business by providing pre-sale, execution/post-sale and optimization support
• Where applicable, work with the Sr. ECS Manager assigned to the account(s) to support the following:
• Day-to-day management for the account, including responsive, timely and high-impact communications, issue resolution and other account management duties as deemed necessary
• Cross-Cox opportunities and initiatives
• Serve in a program or project management function that can be used for delivery of solutions to the client
• Be knowledgeable in the Cox Automotive product suite by speaking to benefits and features
• Demonstrate strong presentation skills in front of internal and external stakeholders
• Adhere to team's performance benchmarks, including:
• Client opportunity tracking (weekly reporting, salesforce updates, real-time updates to open item discussion and project logs)
• Continuing education requirements
• Client knowledge resourcing
• Account management activities (meeting schedule adherence, collaboration with business partners, capturing of key meeting topics and takeaways)
• Stay informed of industry current events, and share applicable updates and trends with assigned clients
• Support all outlined strategic goals for Cox Automotive
• Remain informed of the competitive offerings in the marketplace and effectively position Cox Automotive's product suite with our clients
• Work on other team-related initiatives directed by ECS Leadership
• Up to 25% travel possible
• Perform any other duties assigned

What's in It for You?

• A competitive salary and top-notch bonus/incentive plans.
• A pro-sales culture that honors what salespeople (like you!) contribute to our success.
• 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.

Check out all our benefits

Who you are:

Minimum Qualifications:

• Bachelor's degree in a related discipline and 6 years' experience in a related field. The right candidate could also have a different combination, such as a master's degree and 4 years' experience; a Ph.D. and 1 year of experience; or 10 years' experience in a related field.
• Vast knowledge and experience supporting large complex strategic client relationships across multiple business segments; preferably in the automotive industry and/or Cox Automotive

Preferred Qualifications:

• Ability to effectively present in front of multiple stakeholders, including client C-suite personnel
• Foundational understanding and related skills within program management processes and tools such as creating project plans, tracking deliverables and timelines and holding teams accountable.
• Knowledge of Cox Automotive products and services (Inventory Services/Manheim, Dealertrack F&I, Dealer.com, DMS)
• Capable of leveraging data to justify strategy and optimization recommendations
• Demonstrated success building and maintaining client relationships across a broad portfolio through both proactive and responsive engagement
• Experience identifying and segmenting accounts within a broad portfolio
• Experience developing and adapting engagement strategies for targeted client segments
• Work cross-functionally and collaboratively with other teams
• Ability to manage, prioritize, follow-up and follow-through on numerous projects, tasks, requests, and inquiries
• Proficient knowledge of MS Office, SFX Salesforce

Come join the Cox family of businesses and make your mark today!

Drug Testing

To be employed in this role, you'll need to clear a pre-employment drug test. Cox Automotive does not currently administer a pre-employment drug test for marijuana for this position. However, we are a drug-free workplace, so the possession, use or being under the influence of drugs illegal under federal or state law during work hours, on company property and/or in company vehicles is prohibited.

Benefits

The Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company's needs, and its obligations; seven paid holidays throughout the calendar year; and up to 160 hours of paid wellness annually for their own wellness or that of family members. Employees are also eligible for additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, and parental leave.

About Us

Through groundbreaking technology and a commitment to stellar experiences for drivers and dealers alike, Cox Automotive employees are transforming the way the world buys, owns, sells – or simply uses – cars. Cox Automotive employees get to work on iconic consumer brands like Autotrader and Kelley Blue Book