Director, Captive and Lender Licensing (Sales)

At Black Book, we're proud to announce that we are adding a Director, Captive and Lender Licensing, to focus on the expansion and utilization of our suite of data and analytics-oriented products and services utilized by Captive Finance companies, National Lenders and other strategic, enterprise level automotive finance opportunities.

Reporting to the VP, Sales and based in our suburban Atlanta corporate headquarters, this rare opportunity to join an industry leader 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 residual pricing and/or forecasting, remarketing, and/or risk management. This is not an entry level role, nor a role for someone that does not have an extensive background calling on National Lenders and Captive Finance Companies.  Diverse and minority candidates are encouraged to apply.

What You'll Be Doing

• Utilize your network of contacts within OEM Captive Finance and National Automotive Retail Lenders to develop new customer relationships with key industry leaders
• Leverage your understanding of residual value forecasting, lender risk and portfolio management, development of OEM and Captive lease programs and remarketing best practices to drive the implementation of Black Book valuation data into customer solutions
• 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 and stakeholders within OEM, Captive Finance and National Lenders including:
  • Lease & Loan Originations
  • Lease program development
  • Risk management
  • Custom Analytics
  • Strategic Product Strategy & Pricing
  • Remarketing and remarketing pricing/analytics
  • Electric Vehicles
  • Brand Value Optimization
• 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 in tandem with Black Book Vice President, Product-Automotive Finance, to identify and coordinate meetings with prospects, while also aligning on product offerings, solutions, pricing and future opportunities
• Work closely with Black Book data science and analytics teams to collaborate with Lender stakeholders on custom analytical solutions
• Introduce and promote Black Book products, services, and capabilities to a variety of segments and stakeholders within the Captive Finance and National Lender verticals
• 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 an enterprise sales role within the automotive finance industry, with a preference for a strong automotive data and analytics background
• Deep understanding of how automotive data is utilized by automotive finance companies, including how to reduce risk, maximize vehicle retention at time of remarketing, identify pockets of opportunity and accuracy at the time of loan originations, etc 
• Previous experience and extensive knowledge of working with captive finance companies, national lenders and banks
• 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