Director of OEM Retail and Digital Strategies at HEARST BUSINESS MEDIA CORP in Lawrenceville, Georgia

Job Description:

At Black Book, we’re proud to announce that we are adding a Director, OEM Retail and Digital Strategies, reporting to the SVP, Sales within our Automotive Licensing team. This role will focus on the expansion and utilization of our suite of data and analytics-oriented products and services utilized by OEM’s in support of Tier 1 retail strategies and Tier 3 dealership initiatives.  Based in our suburban Atlanta corporate headquarters, this rare opportunity to join an industry leader will focus on driving incremental revenue for Black Book by leveraging existing relationships and forging new, strategic partnerships.  Our candidate will be a proven sales and industry leader that exhibits confident leadership, clear communication, positive results, and the ability to influence.  At the same time, this role is designed for an individual that has an expansive industry network within the OEM Retail and Digital Marketing vertical and is well versed in all things automotive data related, while being comfortable in a quota carrying role. 

What You’ll Be Doing

• Utilize your knowledge of the Automotive Tier 1, 2, and 3 channels, in addition to the large vendors that serve them, while also focusing on Affinity and Digital Media verticals to develop new customer relationships with key industry leaders


• Specific areas of focus will include Tier 1, Affinity, and Digital Media properties along with providing solutions to support OEM Brand Loyalty, CPO Programs and Digital Retailing.  Establish and maintain relationships with industry 'influencers' and key strategic partners 


• Introduce and promote Black Book products, services, and capabilities to a variety of segments and stakeholders within specific OEM’s and including
  
  
  
  • Digital Lead Managers
  
  
  • Digital Marketing
  
  
  • Sales Operations
  
  
  • Digital Operations
  
  
  • Tier 1 Marketing
  
  
  • Brand Loyalty
  
  
  • CPO Programs
  
  
  • Customer Experience
  
  
  • Product Management
  
  
  • OEM supported franchise dealer network
  
  
  
  


• Perform needs analysis on existing accounts and potential new clients to match the best solution with the customer needs


• Assist the company in achieving annual revenue goals through development of new and existing accounts


• Responsible for developing marketing, sales, and budget strategies to maximize revenue while maintaining the highest levels of service standards and values in support of organizational strategy and objectives


• Prospect, build and maintain and 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.


• Strategically partner and collaborate with Marketing, Product Development, and other internal teams to determine the best approach to promoting Black Book data, products, and services


• Conduct market and competitor analysis and report findings

REQUIRED SKILLS/EXPERIENCE:

• 15+ years or greater experience in a senior sales/leadership role within the OEM vertical of the automotive industry, with a preference for a strong automotive data background and knowledge of digital retailing products.


• Proven, extensive knowledge of the automotive industry at large.


• Previous experience and extensive knowledge of working with OEM’s Retail Operations and Strategies. 


• 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 leadership skills


• Exceptional critical and analytical thinking skills


• High degree of comfort with technology


• 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