8 - 10 years
Posted 35 days ago
The Sr. Business Development Manager is responsible for leading sales, revenue (direct & indirect) and business development efforts through team members (IBDC) within the CAR&I organization for achieving revenue, rooftop enrollments, corporate EBITDA and strategic growth (US & Canada).
This role works with cross functional groups through leadership teams, Implementation and Performance Specialists, Product and Client Support for meeting industry and client needs (Cox internal BU’s and external clients). Strategically, this role will use our data services to create and build new applications and analytic tools used within CAI, OEM’s, Media and large data integrators. Responsibilities include managing and developing key business relationships for growing the 72,000 rooftops monthly which use CAR&I incentive data.
Financial and rooftop growth is achieved through new business hunting and harvesting existing client relationships. Maintaining market share leadership (over MarketScan & Chrome) is critical for securing profitability of CAI products and OEM endorsements for use of incentive data across all industry verticals. This position will have a direct report (IBDC) for managing less strategic accounts, handling inbound leads and developing Challenger sales positioning for the education and differentiation of CAR&I solutions. Key success criteria for this role include thought leadership, analytic data interpretation, client relationship building, speaker engagements and advocating best practices within the industry.
The Director of Sales & BD will work closely with cross functional CAI leadership teams (Retail Solutions & Media) for enhancement of data and development of analytical services that maximize market share, EBITDA for CAI, grow revenue and provide differentiators within the industry (OEM’s, digital advertisers, FinTech providers and DSP’s) adoption of all incentive data through the BU’s while supporting enhancements and new offerings throughout the product organization.
Senior level executive responsible for growing the use cases and market share of CAR&I data through CAI and 3rd party partners
Continue development of analytic forecasting products and services which deliver insights for OEM and GES accounts and provide added value to the data and services currently provided through CAR&I
Hunt, identify, prioritize and close strategic partnerships with 3rd party Dealer Service providers (DSP), DigitalRetailing (DR) and FinTech technology partners which grow the Cox brand and revenues across the industry
Negotiate business and financial terms for DSP, DR and FinTech opportunities
Develop business cases, ROI calculations and new partner opportunities through the DSP, DR and FinTech industry segments and maintain relationships with clients
Track industry trends within the DSP, DR and FinTech segments (market share and competitive offerings) whichimpact Cox and reduce risk of lost revenue and EBITDA
Understand industry trends for identifying opportunities within DSP, DR and FinTech prospects
Package and bundle current offerings for creating and delivering value through CAR&I deliverables
Build and maintain business relationships with DSP, DR, FinTech, Desking, Equity and Advertising/Marketing segments for growth with new and existing clients
Escalation point for senior executives and decision makers at partner organizations
Manage and oversee partner relationships from initial introduction through onboarding and project managing integration and delivery of solutions/revenue
Lead all team members within the partnership needs from business development, sales, marketing accounts receivable, operations and client services
Continue to develop the account deliverables and deliver value for ongoing growth and revenue for CAI
Manage special projects and new idea concepts through Product Planning and development while maintaining focus on revenue and profit goals
Delegate contacts with clients and prospects within all industry segments for value propositions to: digital advertising/marketing, vehicle listing/classified sites, DSP, fintech providers and 3rd party integrators of digitalretailing solutions
Work with direct reports to develop and maintain account plans and relationships with assigned clients
Collaborate and execute the CAR&I marketing plan through the matrix marketing organization and FARM agency
Research industry players, potential data use, and categorize by client segmentation (review website, products, etc.)
Strategically expand, secure and integrate OEM/Lender data and sourcing
Requires BS/BA in related discipline
Requires 7+ years of experience in a related field
Experience managing analytic data base tools and building data subscription offerings (i.e. – Access, Tableau, DOMO, etc.)
Regularly scheduled office days and presentation training for team members.