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Dealer Account Representative

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POST DATE 9/18/2016
END DATE 10/27/2016

Cox Corporate Services, Inc. West Palm Beach, FL

West Palm Beach, FL
AJE Ref #
Job Classification
Full Time
Job Type
Company Ref #
Mid-Career (2 - 15 years)
High School Diploma or GED



Role Requirements:

Sales and Customer Service professional.

Knowledge and understanding of auction top performers and under performers.

Expertise in all Manheim products and services.

Expertise and general knowledge in Manheim operating locations.

Expertise and knowledge of all Cox Automotive wholesale solutions.

Knowledge of Salesforce utilization as a selling tool and as informational resource.

Ability to consult and provide solutions for all Manheim and Cox Automotive customers (i.e. Franchise, Wholesale, Independent etc )

Auction location facilitator of Dealer Training and Education

Awareness and implementation of the Manheim Sales Cycle

Key Partners (Communication):

Field Sales Reps

Dealer Services Manager

Dealer Services Coordinator

General Managers, Assistant General Sales Managers

Cox Automotive Umbrella (Next Gear, Deal Shield, Auction Genius, etc )

Daily Responsibilities Day in the Life :

Clock In Hourly Employee

Open Salesforce and complete all open items/tasks

Review e-mails and telephone messages for follow up and completion

Pull daily reports to include, (but not limited to)

o VCF monitor inventory status

o Pre-sale inventory report - marketing opportunities

o Missing Floors reports Dealer education promote Best Practices

Follow up with specific dealers on number requests and dealer performance.

o Attain Qualified Floor prices

Pre-sale Walk the Inventory

o Staging vehicles prior to sale to maximize exposure

o Sale ready Selling Frontline Services

Post-sale Walk the Inventory

o Sales opportunities Frontline services CR s, etc

o Listing no sales

o Dealer education and Best Practices discussions

Pre-planned targeting of accounts for auction day conversations

focused on improving conversion rate and improved customer experience, collaboration with account owner may be necessary.

Monitor lane activity and view select vehicles runs, noting and identifying Best

Practice opportunities and products and service up-sales

Utilizing the offer management tool Negotiate conditional sales IF s

Up-sell CR s to those that did not sell -load onto OVE

Attend Webinars/group calls as part of further education

Continuing education and review of Manheim products/services to prepare demo s as needed.

Utilize Salesforce data to create targeted marketing plans that drive results

Territory Overview:

Home operating location - location customer focus including all dealer customers.

Geography as far reaching as operating location customer place of business.

Compensation Overview:

Hourly Wage

Compensated on auction goal attainment



* Must have a valid driver s license.

* Effective communication (written and verbal) and interpersonal skills required.

* Ability to engage customers in a consultative manner and effectively recommend additional products and services.

* Ability to work in a high performance, fast-paced team environment.

* Solid computer skills, including ability to use Internet and MS Office effectively.

* Ability to adapt to and work effectively within a constantly changing environment.

* Excellent customer service and problem solving skills required.

* Ability to sit or stand for prolonged periods of time.

* Ability to perform repetitive tasks; manual dexterity.

* Vision abilities required include close, distance and depth perception.


* High School, GED or Vocational School Diploma required, Bachelor s degree preferred.


* 2 - 4 years Auction experience or 3 - 5 years dealership experience strongly preferred.

* Previous experience in sales or sales support.

Cox Automotive is a leader in vehicle remarketing services, digital marketing and software solutions for automotive dealers, manufacturers and consumers. Cox Automotive includes, Kelley Blue Book, Manheim and a host of other global businesses and brands. Headquartered in Atlanta, Cox Automotive employs nearly 24,000 employees in over 150 locations worldwide. We partner with more than 40,000 dealers and touch more than 67 percent of all car buyers in the U.S. with the most recognized brands in the industry. We unite more than 20 brands in this space, providing an end-to-end solution to transform the way the world buys, sells and owns cars.

Organization:Cox Automotive
Primary Location:US-FL-West Palm Beach-600 Sansburys Way

Employee Status:Regular
Job Level:Individual Contributor
Shift:Day Job-
Travel:Yes, 25 % of the Time

Unposting Date:Ongoing


Cox Enterprises is a leading communications, media and automotive services company. With revenues of $18 billion and approximately 60,000 employees, the company's major operating subsidiaries include Cox Communications (cable television distribution, high-speed Internet access, telephone, home security and automation, commercial telecommunications and advertising solutions); Cox Automotive (automotive-related auctions, financial services, media and software solutions); and Cox Media Group (television and radio stations, digital media, newspapers and advertising sales rep firms).

The company's major national brands include Autotrader, Kelley Blue Book and Manheim. Through Cox Automotive, the company's international operations stretch across Asia, Australia, Europe and Latin America. To learn more about Cox's commitment to people, sustainability and our communities, please visit

Company Size:
5,001-10,000 Employees
Social Media:
6305 Peachtree Dunwoody Rd
Atlanta, GA 30328

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