1+ months

Senior Director SAOR/NEND eCommerce

Cox Automotive
Irvine, CA 92606
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*Primary Location: *195 Technology Dr, Irvine, CA, USA
*Division: *Cox Automotive
*Job Level: *Director/Senior Director
*Travel: *Yes, 50 % of the Time
*Schedule: *Full-time
*Shift: *Day Job
*Requisition Number: *216470
The Senior Director, SAOR/NEND eCommerce is a client facing role that owns the strategy for monetization and execution of advertising, websites, Digital Retailing, leads, and Ecommerce across Cox Automotive Media properties. The Senior Director will have revenue accountability and will forecast and create revenue budgets in line with the value delivered to the clients as well as manage the relationship and sales strategy for Secondary Agencies of Record (SAOR - Shift Digital and Internet Brands). The Director manages a sales team that works to deliver media and lead solutions to NEND (Finance, Insurance, Parts & Service, Etc.), Affinity Partners, and OEM agencies. The team will develop and execute on the sales strategy for NEND Affinity Partnerships, and T3 media products across Cox Automotive, partnering across the organization as needed.

COX SAOR Strategy and Enterprise Relationship Management

* The Senior Director will maintain an executive level relationship with SAORs (Shift Digital & Internet Brands) to monitor DDC business within that enterprise
* The Senior Director will negotiate new program contracts for websites and advertising programs in collaboration with Deals Desk and their OEM account director counterpart
* The Senior Director will monitor and forecasting revenue and expenditures for the organization and finance teams and OEM sales team
* The Senior Director will organize and hold internal stakeholder meetings for Shift accounts to ensure alignment and accountability for program performance, revenue and opportunity
* The Senior Director will be an escalation point contact for programs
* The Senior Director will work across the organization on the long-term strategy for Cox Automotive approach to these sales channels.

Leads & Affinity Partnerships

* The Senior Director will provide an overall monetization strategy and execution plan in the lead space
* Responsibility for hitting lead volume and/or revenue numbers in partnership with the product team
* Forecasting revenue and expenditures for the organization and finance teams
* Report out to the lead product team data that impacts revenue (Traffic, Conversion rate, rejection rate, leads per acquisition) on a daily/weekly basis to help optimize the lead monetization
* Contract with lead provider clients and monitor performance of the lead program with monthly/weekly meetings with clients
* Work with the product team to find new areas of lead monetization (Used Car leads, finance leads, Insurance leads, parts & service leads) as well as ways to further monetize consumers after the lead submission.
* Work to execute partnerships that align with the broader Cox Automotive strategy and be able to pivot as needed as to accommodate shifts in strategy.
* Manage the client relationship for existing partners and work to cultivate new clients for future partnerships execution
* Work with value strategy on pricing and packaging for products and service.
* Negotiate complex contracts for affinity partnerships managing current and future state of Cox Automotive partnership vision to ensure a successful partnership, and create consensus and alignment across the organization on terms of the partnership
* Collaborate with the product team to innovate around consumer needs on the site to deliver value to the client.
Sasles Execution and Client Management (NEND ADVERTISING)

* Own responsibility for agreed upon forecasted revenue.
* Create a sales strategy and execution plan for NEND clients that focuses on long terms growth and provides value to the clients using existing Cox Automotive media assets.
* Oversees the teams communications with the client on the value of the program with results on the program reviewed on a weekly/monthly basis.
* Report back to the Cox Organization the plans and product roadmaps of the clients in order to the organization to be prepared to support
* Collaborate with product to Value Strategy and Product for category specific pricing (Finance, Insurance, Parts & Service) in-line with the value delivered.
Additional Activities

* Oversee the team that manages the relationship and contact for Near Endemic advertising sales and Affinity partnerships across Cox Automotive
* Attain and exceed all advertising and business development sales goals individually as well as through the team she manages
* Develop aggressive forecast for each area for management and allocated revenue responsibility to direct reports
* Implement the Challenger sales approach within all aspects of day-to-day sales and operational functions and ensure Direct reports create challenger proposal for clients.
* Ensure direct reports are trained and following the SalesForce.com process for managing all opportunities in the business including an accurate pipeline of revenue opportunities
* Ensure direct reports are delivering on reporting needs and invoicing process for assigned partners and tracking all programs on a weekly and monthly basis.
* Stay up to date on industry news and trends and ensure the entire team in knowledgeable on important industry news across various NEND industries
* Attend and support Insurance, Finance, automotive related industry events, often with clients, on a monthly basis as available.
* Entertain agency clients at various events in order to build strong relationships in a non-vendor setting, weekly as needed.
* Provide financial reporting to management on all existing partners including revenue forecasting and projection reports.
* Effectively use salesforce to manage and track the teams opportunities.
* Provide Financial report on programs to leadership to measure against target revenue.
* On-going growth and development of direct reports through coaching and personal development plans with weekly coaching sessions.
* Be a champion of and embody Cox Automotives Core Values.

* Compensation includes a base salary of $127,500 - 150,000. Salary may vary outside of the anticipated range based on factors such as the ultimate location of the position and the selected candidates experience.
* Position is eligible for additional compensation that may include commission (annual, monthly, etc.) and/or and incentive program.
* Where permitted by applicable law, must be fully vaccinated against COVID-19 to be considered for this U.S. based job. (Reasonable accommodations for medical and religious objections will be considered.)
* 7-10 year of Executive Sales experience with a successful track record of meeting and exceeding target performance.
* 7-10 Years of progressive leadership experience or similar education
* Strong problem solving and conceptual thinking abilities.
* Excellent relationship and communication skills, with the ability to effectively navigate and mediate conflict and foster honest dialog.
* Experience managing large, complex accounts at the most senior business levels (C-Suite) and other major dealer groups.
* Experience with Account Portfolio Management, Planning and Opportunity Prioritization
* Knowledge of Cox Automotive retail product suites, business benefits and monetization strategies.
* Deep understanding of the automotive industry and digital strategies across Tier 1, Tier 2 and Tier 3
* Must work out of the client offices 10% of the time.
* Up to 50% travel
Education Required:
Bachelors degree (B.A.) from four-year college or university

Preferred Education:
Graduate Degree strongly preferred

Who We Are
*About Cox Automotive*
Theres nothing ordinary about Cox Automotive. We are people of every background driven by our passion for mobility, innovation, client success and community outreach. We make buying, selling and owning (or simply using) cars easier for everyone. Touching more than 40,000 clients across five continents, we bring together the best brands and the best teams to propel the automotive industry forward. Some of those team members work for our iconic consumer brands like Autotrader and Kelley Blue Book, while others are creating the future of automotive at industry-facing brands like Dealer.com, Manheim and vAuto.

*About Cox *
We are the Cox family of businesses. Weve been making our mark since 1898 by building and evolving world-class businesses, staying true to our values, and encouraging top talent to always look for growth and impact while building a career with us. Our primary divisions - Cox Communications and Cox Automotive - are driving a new wave of innovation, powering smart cities with powerhouse broadband communications and pioneering greener, more progressive transportation alternatives for individuals and fleet operators. Were also expanding into new spaces like cleantech and healthcare to rev up our momentum toward building a better future for the next generation. Were looking for the talent today who will be our leaders tomorrow. Sound intriguing? Learn more about where we are today, where we hope youll be going with us, and the common purpose that unites us at coxenterprises.com.
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](http://jobs.coxenterprises.com/life-at-cox/benefits/).
Cox is an Equal Employment Opportunity employer - All qualified applicants/employees will receive consideration for employment without regard to that individuals 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.
Posted: 2021-08-13 Expires: 2021-11-15
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Senior Director SAOR/NEND eCommerce

Cox Automotive
Irvine, CA 92606

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