Director, Automotive Licensing

The Opportunity

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 used by dealer groups, insurance companies, rental and fleet management companies, auctions, data and software companies and value-added resellers (VARs) serving the industry.

Reporting to the VP, Sales, 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 who 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 who has an expansive industry network and is well versed in all things automotive data related.

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

Hybrid: This hybrid role is based in our suburban Atlanta corporate headquarters.

What You’ll Do

• Identify and qualify new prospects while cementing and expanding relationships with current customers and key industry leaders, using your knowledge of the automotive industry, the companies that serve it and the data needed to power it.
• Focus on 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.
• Prospect, build and maintain an annual sales plan in support of organizational strategy and objectives, developing new and existing accounts to meet or exceed revenue goals (monthly, quarterly and annual).
• 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 the Black Book Leadership Team regarding sales strategies and future planning.
• Use tools including Salesforce to place a high emphasis on active pipeline management, including proper vetting of opportunities, accuracy in forecasting and probability to close.

What You’ll Bring

Required Qualifications

• 15+ years’ experience in a sales role within the automotive/automotive finance industry.
• Deep understanding of how automotive data is utilized within the automotive space, especially by the organizations that power the different verticals.
• Extensive, well-established network within the industry.
• Experience with software sales, database licensing and/or related technology sales.
• Demonstrated track record of meeting or exceeding sales and financial objectives in both 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 knowledge of current sales and marketing trends, including social media, whitepapers and blogs.
• Assertive and motivated.
• Strong verbal, written, interpersonal, presentation and demonstration skills.
• Bachelor’s degree in business or related field.
• Ability to travel up to 2–3 nights per week when needed.

Preferred Qualifications

• Strong automotive data and analytics background.
• Practical experience licensing data in competitive B2B environments.

Benefits

As part of Hearst, Black Book offers modern, flexible benefits designed to support you and your family. Benefits include:

• Medical, dental and vision coverage
• 401(k) matching
• Emotional wellness support
• Paid time off
• Paid parental leave
• LGBTQ+ health services
• Additional benefits to meet you and your family’s needs