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About the role
- Director of Automotive Licensing managing relationships and driving revenue growth at Black Book. Leveraging industry expertise and partnership strategies to enhance automotive data services.
Responsibilities
- Utilizing your knowledge of the automotive industry, companies that serve the space, and data needed to power the industry, our candidate will work to identify and qualify new prospects, while cementing and expanding relationships with current customers and key industry leaders
- Specific areas of focus will include vehicle vin decoding, valuations, market level retail data, EV data and other Black Book data, products, and services
- Establish and maintain relationships with industry 'influencers' and key strategic partners
- Introduce, educate, and promote Black Book products, data, and capabilities to a variety of segments, organizations, and stakeholders within the automotive industry including:
- Dealer Groups
- Auctions
- Remarketers
- Digital Retailing
- Equity Mining
- Lead Generation
- CRM
- DMS
- Insurance Carriers
- Fleet Management and Rental Car Companies
- Marketing and Advertising Agencies
- Government
- Perform needs analysis on existing accounts and potential new clients to identify opportunities and match the best solution with customer needs
- Assist the company in achieving annual revenue goals through development of new and existing accounts
- Work closely with Black Book analytics teams to collaborate with business stakeholders on custom analytical solutions
- Conduct market and competitor analysis and report findings
- Work closely with sales leadership to develop and implement new sales initiatives, and provide input to Black Book Leadership Team regarding sales strategies and future planning
- Prospect, build and maintain an annual sales plan in support of organizational strategy and objectives to meet or exceed revenue goals (monthly, quarterly, and annual)
- Through the utilization of tools including SalesForce.com, place a high emphasis on active pipeline management, including proper vetting of opportunities, accuracy in forecasting, probability to close, etc.
Requirements
- 15+ years or greater experience in a sales role within the automotive/automotive finance industry, with a preference for a strong automotive data and analytics background
- Deep understanding of how automotive data is utilized within the automotive space, especially by the organizations who power the different verticals within
- Extensive, well-established network within the industry
- Experience with software sales, database licensing and/or related technology sales
- Demonstrated track recording of meeting/exceeding sales and financial objectives both within individual and team settings
- Commission and/or variable based compensation experience
- Highly developed collaborative sales and relationship management skills
- Exceptional critical and analytical thinking skills
- High degree of comfort with technology, data, and analytics
- Up to date on current sales and marketing trends, including social media, whitepapers, blogs, etc.
- Assertive and motivated
- Strong verbal and written communication skills
- Excellent presentation and demonstration skills
- Excellent interpersonal communication skills
- Bachelor’s degree in business or related field
- Ability to travel, with frequency as much as 2-3 nights per week when needed
Job title
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