VP Sales, Canada

at  Dealer Inspire

BE ESSENTIAL AT CARS COMMERCE CANADA

At Cars Commerce, we’re fanatical about simplifying everything about car buying and selling. We do right by our customers and consumers to better connect the industry with simplified and tierless technology to enhance, measure and drive local automotive retail. Whether through our No.1 most recognized marketplace, Cars.com, our industry-leading digital experience, Dealer Inspire & D2C Media, our trade and appraisal technology, AccuTrade, or our new Cars Commerce Media Network, Cars Commerce is essential for success in the automotive industry.
No one ever travels alone here: at its core, Cars Commerce is collaboration. In fact, it’s built into the very fabric of our shared values. We like to say we Rise Together – putting people at the center of what we do, from consumer to customer to community. Life at Cars Commerce makes it easy when we share the ethos to be Open to All, encouraging open-minded communication because we know diverse thinking yields better outcomes. But critical to our success is Caring to Challenge and Taking Ownership, fueling a competitive spirit in a respectful environment where we think about tomorrow but act today. At our foundation, we have integrity, Doing the Right Thing, even when it’s hard. It’s our shared commitment to these values that makes Cars Commerce a place where growth becomes not only possible, but downright unavoidable.
But don’t take our word for it. Awarded the 2024 Best Places to Work by Built In, we’re obsessive about the employee experience. We are among the top 20% being declared “Best” of our industry based on six critical factors that are important to employee wellbeing, like quality of pay, benefits, work life balance and more.

QUALIFICATIONS:

• Experience: Minimum of 10 years of experience in sales, including at least 5 years in a leadership role in the car marketing industry.
• Education: Marketing, Cars industry experience or a related field.
• Proven Track Record: Demonstrated success in developing and implementing sales strategies that drive revenue growth and market share.
• Technical Skills: Strong technical skills, with a comprehensive understanding of Automotive website, CRM software, VBDC systems, new and used dealership management software, Google analytics and Google adwords. Proficient in using tools such as Google Sheets and Looker Studio.
• Leadership Skills: Strong leadership, mentorship, and team-building skills, with the ability to motivate and manage a diverse sales team.
• Analytical Skills: Ability to analyze market trends, customer needs, and competitor activity to inform strategic decisions.
• Communication: Excellent verbal and written communication skills, with the ability to present information clearly and persuasively.
• Negotiation: Strong negotiation skills, capable of securing favorable deals and partnerships.
• Financial expertise: Ability to understand and manage financial statements, profit and loss statements, and budgets, ensuring sound financial decisions.
• Organizational Skills: Strong organizational and time-management skills, with the ability to prioritize multiple projects simultaneously.
• Adaptability: Ability to adapt to changing market conditions, customer needs, and company goals, making strategic adjustments as necessary.
• Problem-Solving: Strong problem-solving skills, with the ability to identify issues, evaluate options, and implement effective solutions.
• Networking: Ability to network effectively, building relationships with key industry players and partners to expand the company’s reach.
• Public Speaking: Comfortable presenting at industry events, trade shows, and conferences, representing the company and its products.
• Project Management: Ability to manage and oversee multiple projects, ensuring they are completed on time and within budget.
• Digital Marketing: Understanding of digital marketing strategies to align sales and marketing efforts.
• Customer Focus: Strong customer-centric approach, ensuring that client needs are met and satisfaction is maintained.
• Emotional Intelligence: Ability to navigate complex interpersonal dynamics, both within the sales team and with clients, maintaining positive relationships.
• Decision-Making: Ability to make sound, strategic decisions quickly, balancing short-term gains with long-term objectives.
• Creativity: Innovative mindset, capable of developing new sales strategies and approaches to drive business growth.
• Data-Driven: Ability to make data-driven decisions, leveraging analytics to refine sales strategies and identify new opportunities.
• Attention to Detail: Strong attention to detail, ensuring accuracy in reporting, contracts, and communications.
• Results-Oriented: Focused on achieving measurable results, driving revenue growth, and achieving business goals.
• Ethical Standards: Commitment to maintaining high ethical standards in all sales activities, ensuring transparency and integrity.
• Self-Motivation: Highly self-motivated, capable of working independently and driving results without direct supervision.
• Cultural Fit: Ability to work well within the company’s culture, aligning with its values and goals.

ABOUT THIS ROLE:

This position requires a deep understanding of the car marketing industry, a comprehensive grasp of various industry tools, and the ability to drive results through strategic leadership. The VP Sales will lead and manage a high-performing sales team, ensuring successful execution of sales strategies to meet and exceed revenue goals.

KEY RESPONSIBILITIES:

• Sales Strategy: Develop, implement and oversee a comprehensive sales strategy, leveraging industry specific tools and insights to achieve revenue targets and grow market share. This includes setting goals, forecasting revenue and identifying new opportunities.
• Product Knowledge: Demonstrate a deep understanding of key industry products, including CRM software, VBDC systems, new and used dealership management software, Google analytics and Google adwords.
• Team Leadership: Recruit, train, mentor, and manage a team of sales professionals. Foster a culture of collaboration, accountability, and high performance, ensuring that the team consistently meets or exceeds sales targets.
• Market Analysis: Analyze market trends, competitor activity, and customer needs, utilizing tools such as Google Sheets and Looker Studio to generate reports and insights that inform sales strategies.
• Relationship Building: Establish and maintain strong relationships with key clients, industry partners, and stakeholders. Represent the company at industry events, trade shows, and conferences.
• Negotiation Skills: Lead negotiations with clients and partners, demonstrating strong persuasion and negotiation skills to secure favorable deals and partnerships.
• Sales Operations: Oversee the implementation and optimization of sales processes, tools, and systems, ensuring efficient use of CRM software and other sales technology.
• Budget Management: Develop and manage the sales department budget, ensuring resources are allocated effectively to achieve business objectives.
• Collaboration: Work closely with the marketing team, product team and customer support team to align sales strategies with overall business goals. Collaborate with these teams to create integrated new initiatives.
• Reporting: Regularly report on sales performance, market insights, and progress towards targets to the Cars Commerce executive team. Provide actionable recommendations to address challenges and capitalize on opportunities.
• Sales Training: Develop and implement ongoing training programs for the sales team to ensure they have the necessary skills and knowledge to succeed, particularly in using industry-specific tools and technologies.
• Pipeline Management: Monitor and manage the sales pipeline, ensuring a steady flow of leads and prospects to maintain momentum and growth. Implement strategies to optimize conversion rates at each stage of the sales cycle.
• Account Management: Oversee the management of key accounts, ensuring that existing clients are nurtured and that relationships are maintained. Implement strategies to maximize client retention and revenue growth.
• Brand Advocacy: Act as a brand ambassador for the company, promoting its products and services both internally and externally. Ensure consistent messaging and positioning across all sales channels.
• Product Feedback: Provide feedback to the product development team based on market insights and client feedback, helping to refine and improve existing products and inform new product development.
• Sales Tools: Identify and implement new sales tools and technologies to streamline operations and improve efficiency. Ensure that the sales team is fully trained on these tools.
• Contract Negotiation: Lead contract negotiations with key clients and partners, ensuring favorable terms that support the company’s growth objectives.
• Market Expansion: Identify opportunities for market expansion and develop strategies to enter new markets and grow the company’s footprint.
• Competitor Analysis: Continuously monitor competitors’ strategies, pricing, and positioning, adjusting sales tactics as needed to maintain a competitive edge.
• Customer Insights: Gather and analyze customer feedback, using this information to refine sales strategies and improve client satisfaction.
• Event Planning: Coordinate and participate in industry events, trade shows, and conferences to promote the company’s products and services and network with potential clients and partners.
• Incentive Programs: Develop and implement incentive programs to motivate the sales team and reward top performers, ensuring alignment with the company’s goals.
• Revenue Optimization: Identify and implement strategies to maximize revenue from existing clients, including upselling and cross-selling opportunities.
• Compliance: Ensure that all sales activities comply with relevant OEM certifications and company policies, minimizing risk and protecting the company’s reputation.
• Crisis Management: Handle any sales-related crises or issues, addressing them promptly and effectively to minimize negative impact on the company.
• Communication: Maintain clear communication with the executive team, providing regular updates on sales performance and strategies.
• Innovation: Encourage innovation within the sales team, fostering an environment that embraces new ideas and approaches to achieve business objectives.