Senior Director, Head of Sales, FleetNet America by Cox Automotive

The Senior Director is responsible for driving revenue and market share growth with new and existing FleetNet America by Cox Automotive accounts. This position requires knowledge of the trucking Fleet industry and our competitive advantages with national and regional customers. In this role, there is direct accountability for the current and future growth for FleetNet America by Cox Automotive. The Senior Director will lead all of Sales for FleetNet America by Cox Automotive including the National Account team, Inside Sales team and Sales Operations. This leader is responsible for forecasting future revenue opportunities, developing the sales plan, and utilizing all necessary resources to execute the plan. The successful candidate is expected to collaborate with all cross functional leaders across Cox Automotive. The Senior Director will implement and execute the company's plan to protect and grow current market share while introducing and selling products and services to clients to increase annual revenue. This position is responsible for delivering $500M+ in revenue for 2025. Additional responsibilities include:

• Manage sales team revenue goals
• Responsible for developing and implementing the strategic sales plan for FleetNet America by Cox Automotive.
• Direct the sales growth and goal attainment from new and existing accounts.
• Identify, prioritize, and implement, with the assistance of various functional leaders, opportunities and projects aimed at improving sales.
• Direct the development of solutions to existing areas for improvement.
• Lead management meetings and provides input for all projects under discussion.
• Responsible for forecasting events and revenue for Fleet Operations.
• Recruiting, hiring, and leading a high performance, consultative Sales team.
• Report monthly sales revenue and strategic account opportunities to Leadership.
• Work with functional leaders to develop a departmental budget, ensure adherence to the budget, and takes corrective action, as required.
• Directly supervise all employees in the FleetNet America by Cox Automotive Sales Department. Carry out supervisory responsibilities in accordance with the organization's policies and applicable laws.
• Interview, hire, and train employees; plan, assign, and direct work; appraise performance; reward and discipline employees; address complaints and resolve problems. Develop, implement, and continuously improve staff to ensure accurate and efficient operations.
• Maintain a robust sales opportunity pipeline using a combination of strategic and tactical client opportunities, balancing shorter and longer sales cycles to maintain sales revenue achievement by quarter and exceed annual objectives.
• Work with the National Account team and lead the strategic planning activities for their assigned client accounts - specifically, understanding the client's business objectives.
• Build and maintain client relationships at the executive C-Suite and national director level while ensuring exceptional client service.
• Work with the National Account and Sales Operations Manager to evaluate growth opportunities identified by client needs and market trends; lead the formulation of specific sales plans to address those needs.
• Lead the development and continual update of strategic account plans.
• Present strategic Sales plan to Executive Partner and develop enhancements as needed.
• Proactively share client, market and competitor activity and provide feedback to the executive team on key changes and business needs.
• Monitor sales performance on a weekly basis using financial reporting.
• Work closely with client value strategy team to ensure deal/fee structures are aligned with client goals and support company revenue goals.
• Promote the coordination of information sharing between the FleetNet America by Cox Automotive Sales team and all other internal corporate departments, including other Cox Automotive businesses.
• Facilitate change by anticipating, identifying, and adapting to new market conditions.
• Familiar with Dynamics and other CRM tools designed to track, measure, and monitor weekly performance activities, opportunity pipeline management, strategic account plans and risks/opportunities.

Knowledge, Skills and Experience

• Bachelor's degree in a related field and 12+ years of progressive experience in sales with a strategic focus. The right candidate could also have a different combination, such as a master's degree and 10 years' experience; a Ph.D. and up to 7 years of experience; or 16 years' experience in a related field.
• 7+ years of progressive leadership experience
• Demonstrated business understanding and working knowledge of best practices.
• Financial literacy skills, ability to analyze client P&L, 10k, and other financial documents and interpret revenue, cost, and margin trends effectively.
• Strategic thinker with passion for the customer and an ability to think creatively and analytically.
• Product development and brand management experience strongly preferred.
• Strong knowledge of the trucking/fleet industry required.
• Entrepreneurial, self-starter with strong point of view and ability to deliver and execute vision is required.
• Strong written and verbal presentation, communication, interpersonal, and problem-solving skills required.
• Demonstrated ability to work across a broad range of internal and external constituents and cultures.
• Ability to travel up to 50% (day and overnight) as needed is required.

USD 133,700.00 - 222,800.00 per year
Compensation:
Compensation includes a base salary of $133,700.00 - $222,800.00. The salary rate may vary within the anticipated range based on factors such as the ultimate location of the position and the selected candidate's experience. In addition to the salary range identified herein, this role is also eligible for an annual incentive/commission target of $75,000.00.
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.
Applicants must currently be authorized to work in the United States for any employer without current or future sponsorship.
In California, we will consider non-driving candidates who use alternate means of transportation in accordance with applicable law.
Application Deadline: 03/13/2025
About Cox Automotive
At Cox Automotive, people of every background are driven by their passion for mobility, innovation and community. We transform the way the world buys, sells, owns and uses cars, accelerating the industry with global powerhouse brands like Autotrader, Kelley Blue Book, Manheim and more. What's more, we do it all with an emphasis on employee growth and happiness. Drive your future forward and join Cox Automotive today!
About Cox
Cox empowers employees to build a better future and has been doing so for over 120 years. With exciting investments and innovations across transportation, communications, cleantech and healthcare, our family of businesses - which includes Cox Automotive and Cox Communications - is forging a better future for us all. Ready to make your mark? Join us today!
Benefits of working at Cox may include health care insurance (medical, dental, vision), retirement planning (401(k)), and paid days off (sick leave, parental leave, flexible vacation/wellness days, and/or PTO). For more details on what benefits you may be offered, visit our benefits page .
Cox is an Equal Employment Opportunity employer - All qualified applicants/employees will receive consideration for employment without regard to that individual's age, race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender, gender identity, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law. Cox provides reasonable accommodations when requested by a qualified applicant or employee with disability, unless such accommodations would cause an undue hardship.
Statement to ALL Third-Party Agencies and Similar Organizations: Cox accepts resumes only from agencies with which we formally engage their services. Please do not forward resumes to our applicant tracking system, Cox employees, Cox hiring manager, or send to any Cox facility. Cox is not responsible for any fees or charges associated with unsolicited resumes.