Director, Automotive Licensing

At Black Book, we’re proud to announce that we are adding a Director, Automotive Licensing, to focus on the expansion and utilization of our suite of data and analytics-oriented products and services utilized by dealer groups, insurance companies, rental and fleet management companies, auctions, data and software companies, and value-added resellers (VAR’s) serving the industry.

Reporting to the VP, Sales and based in our suburban Atlanta corporate headquarters, this rare opportunity to join an industry leader, in a high-profile role, 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 professional that exhibits confidence, clear communication, positive results, and the ability to influence key decision makers. At the same time, this role is designed for an individual that has an expansive industry network, is well versed in all things automotive data related, and preferably has practical experience in licensing data in competitive B2B environments.

This is not an entry level role, nor a role for someone that does not have an extensive background successfully calling on verticals within the automotive space.

What You’ll Be Doing

Utilizing your knowledge of the automotive industry, companies that serve the space, and data needed to power the industry, our candidate will work to identify and qualify new prospects, while cementing and expanding relationships with current customers and key industry leaders

Specific areas of focus will include vehicle vin decoding, valuations, market level retail data, EV data and other Black Book data, products, and services

Establish and maintain relationships with industry 'influencers' and key strategic partners

Introduce, educate, and promote Black Book products, data, and capabilities to a variety of segments, organizations, and stakeholders within the automotive industry including: Dealer Groups

Auctions

Remarketers

Digital Retailing

Equity Mining

Lead Generation

CRM

DMS

Insurance Carriers

Fleet Management and Rental Car Companies

Marketing and Advertising Agencies

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

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

Work closely with Black Book analytics teams to collaborate with business stakeholders on custom analytical solutions

Conduct market and competitor analysis and report findings

Work closely with sales leadership to develop and implement new sales initiatives, and provide input to Black Book Leadership Team regarding sales strategies and future planning

Prospect, build and maintain an 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.

REQUIRED SKILLS/EXPERIENCE:

15+ years or greater experience in a sales role within the automotive/automotive finance industry, with a preference for a strong automotive data and analytics background

Deep understanding of how automotive data is utilized within the automotive space, especially by the organizations who power the different verticals within

Extensive, well-established network within the industry

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 relationship management skills

Exceptional critical and analytical thinking skills

High degree of comfort with technology, data, and analytics

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 when needed