Description of key responsibilities of the Dealer Success Consultant role at Cox Automotive.

1. Dealer Success Consultant
The Dealer Success Consultant is responsible for retaining, advocating and growing a
portfolio of franchise and large independent automotive dealers. They will offer creative
solutions to help dealers reach their business objectives and provide insights to the Cox
Automotive Media Solutions Group (CAMSG) partners regarding key dealer business
challenges. They will also reinforce the value of existing CAMSG Solutions and serve as
the primary point of contact for CAMGS; this position owns, deepens and continually
builds the relationship with the dealers they are responsible for.
KEY RESPONSIBLITIES:
RESPONSIBILITY
1. Ensure CAMSG solutions are meeting and exceeding dealer expectations
2. Expand relationships with dealer partners to maximize revenue & minimize cancellations; Work closely
with assigned dealers to provide a consultative sales-assessment of their Internet advertising needs;
own, deepen and continually build the relationship with their dealers.
3. Reinforce value proposition with content
4. Leverage qualitative and quantitative data to provide dealer insights
5. Conduct quarterly business reviews
6. Identify cross-sell and upsell opportunities within portfolio of assigned accounts via Salesforce Customer
Relationship Management system; Support Business Development Consultants and Engineers to
discover, design and propose solutions to meet dealer objectives
7. Advocate for assigned dealers during the implementation and onboarding of solutions
8. Respond and route customer issues to the appropriate point of contact
9. All other duties as assigned.
REQUIRED QUALIFICATIONS:
 3-5+ years proven experience in a revenue retention and account growth role
 Has completed relevant training requirements
 Previous experience working independently
 Ability to travel for meetings, training, etc.
 Valid driver license
 Demonstrated proficiency and knowledge in various technologies
 Exceptional verbal and written communication skills
EDUCATION REQUIRED:
 HS Diploma/GED equivalent required
PREFERRED QUALIFICATIONS:
 Previous experience in the automotive industry

2.  Previous experience in media, advertising (preferably digital)
 Previous experience using a Customer Relationship Management system
 Previous experience meeting face-to-face with customers
PREFERRED EDUCA TION:
 A bachelor’s degree in a related field is preferred (e.g. Marketing, Communications)
COMPETENCIES FOR SUCCESS:
Functional Competencies
Customer Relationships:
• Trusted Advisor: Consistently shares market insights to help dealers navigate current business challenges;
demonstrates comfort with some tension in the market conversations. Majority of assigned dealers seek input
from representative. Matches insights to Cox Automotive Media Group (CAMG) market strengths and
customer objectives. Comfortable with a variety of critical stakeholders
• Customer Management: Customizes messaging for customer needs to ensure mutually understood
customer expectations. Readily resolves any issues with exceptional speed and care, and avoiding any
impact to perception of CAMSG as trusted advisor. Demonstrates exemplary issue resolution and teaches
team members effective client management skills. Effectively resolves issues resulting in deeper customer
loyalty
• Customer Loyalty: Proactively manages customer needs and adapts to different stakeholders. Dealers have
excellent customer satisfaction scores. Exceptional awareness of customer needs and current level of
satisfaction
Business Development:
• Opportunity Management: Proactively manages customer needs and adapts to different stakeholders.
Dealers have excellent customer satisfaction scores. Exceptional awareness of customer needs and current
level of satisfaction
• Prospecting: Consistently pursues prospective buyers in assigned territory. Deep understanding of customer
needs, customer profiles and readiness within territory. Builds consensus at prospective customers through
effective engagement key customer stakeholders. Enables stakeholders to drive change and decisions
between touchpoints
• Closing: Collaborates with customer through the buying process to closing. Utilizes quantifiable value of
solving a known or unknown problem, challenge and the impact of ignoring the problem or challenge.
Customers are able to effectively communicate the CAMG value proposition compared to competitors.
Effectively negotiates win-win solutions
Teamwork & Communication:
• Teamwork: Proactively delivers additional customer value through internal collaboration. Acts as an example
of company culture; consistently embodies company values. Becomes a natural “go-to” for sales resources

3. • Customer Communication: Pro-actively manages customer conversations to create healthy tensions and
guide the customer to new learnings. Delivers value to customer through eye-opening insight.
Communication style is persuasive and effectively influences customers
• Internal Resources: Utilizes available resources effectively and efficiently to assist in sales efforts.
Encourages others to use internal resources
Continuous Learning:
• Product Knowledge: Proactively develops broad and deep product knowledge and understands the value
proposition for the solutions. Proactively engages in providing feedback and new ideas to solution owners.
Arms customers with knowledge about CAMSG products to increase comfort level
• Customer Knowledge: Demonstrates a deep knowledge of customer’s business. Understands customer
financial and performance metrics and utilizes to articulate CAMG impact on a customer level. Draws
implications for customer’s positioning in the market towards future growth or differentiation
• Market Knowledge: Understands the industry within the context of current market factors and trends.
Understands media and advertising landscape. Proactively manages the conversation to demonstrate
knowledge and build customer trust and perception as an expert
Business Management:
• Recruting & Talent Management: Coaches and encourages others in development. Consistently seeks
development opportunities
• Administrative Activities: Provides timely detailed updates to CRM systems regarding customer
interactives. Internal tasks and reporting are completed proactively and provides feedback. Revenue is
collected in a timely manner, above average from what is typically expected. Works directly with account
manager and customer to facilitate billing processes
KEY CUSTOMER INTERFACES:
Franchise and Large Independent Automotive Dealers