Director, Enterprise Sales – Cox Fleet

Role Overview

• Lead sales efforts for FleetNet and Fleet Services, targeting enterprise fleet clients with class 4 to 8 vehicles.
• Manage an average book of business of approximately 6 accounts, with an expected annual revenue responsibility of around $30 million.
• Retain and grow Cox Mobility Clients: Build long-term, trusting relationships with a range of senior contacts at all levels within assigned market fleet segments.
• Develop, maintain, and execute a strategic account plan for each assigned account driving penetration and revenue growth.
• Responsible for managing clients with greater complexity and higher revenue-producing clients, specifically our Enterprise account portfolios.
• Meet regularly with key decision-makers and stakeholders from each account to advise clients of business and industry trends while coordinating group goals, strategy, and multi-year co-solutioning road map.
• Build and sustain long-term, trusted relationships with C-suite and senior stakeholders, positioning FleetNet and Fleet Services as strategic partners.
• Collaborate with the cross-functional partners and operations during new account launches, pilots and projects.
• Serve as the escalation point for issues, ensuring timely resolution and risk mitigation to protect client success.
• Responsible for the financial performance of New Logo Sales or a defined book of business.
• Deliver accurate monthly and quarterly forecasts, leveraging Salesforce and other CRM tools for pipeline management and client engagement.
• Prepare and conduct impactful presentations and meetings with executive and board-level stakeholders.
• Regularly engage with assigned clients, tailoring frequency and approach based on account plans and client needs.
• Perform any other duties assigned.

Requirements

• Minimum Required: Bachelor’s degree in a related field and 10 years of progressive experience in account management sales experience in a multi-platform product environment.
• The right candidate could also have a different combination, such as a master’s degree and 8 years’ experience; a Ph.D. and up to 5 years of experience; or 14 years’ experience in a related field.
• Ability to travel regularly (up to 80% of the time for day and overnight trips) for client meetings.
• Safe drivers needed; valid driver’s license required.
• Preferred: Previous experience in Class 4-8 Fleet Maintenance, Fleet Leasing, automotive, or mobility solutions (preferably fleet services, digital and/or subscription products).
• 10 years of experience in up-selling products and services to medium, large and enterprise level accounts.
• Demonstrated and complete understanding of Cox Automotive Mobility solutions; general understanding of all other Cox Automotive companies.
• Knowledge of automotive, automotive mobility and vehicle fleet operations strongly preferred.
• Experience meeting and exceeding account retention and sales growth objectives.
• Excellent time management, organization, and task prioritization skills.
• Collaborative team-selling experience.
• Strong Executive Presence.
• Highly proficient level of computer skills including MS Word, PowerPoint, Excel and Outlook.
• Strong verbal and written communication skills.
• Executive Presence, experience selling to the C-Suite/Board Room.
• Proven experience partnering with Executives to mutually plan, prepare and execute within a complex sales cycle.
• Experience in SAMA competencies.
• Previous experience using Salesforce.com or other Customer Relationship Management system.

Tech Stack

• SFDC

Benefits

• A competitive salary and top-notch bonus/incentive plans.
• A pro-sales culture that honors what salespeople (like you!) contribute to our success.
• Exceptional work-life balance, flexible time-off policies and accommodating work schedules.
• Comprehensive healthcare benefits, with multiple options for individuals and families.
• Generous 401(k) retirement plans with company match.
• Inclusive parental leave policies, plus comprehensive fertility coverage and adoption assistance.
• Professional development and continuing education opportunities.
• Access to financial wellness/planning resources.