Director, Retail Sales (West)

Description

Fullpath by Cox Automotive is a fast growing tech company in the automotive space with hubs across the US and Israel. We are disrupting the multi-trillion dollar transportation industry with our advanced Customer Data Platform (CDP) . Our work happens in the fast lane as we bring AI-powered, data-driven solutions to a quickly evolving industry.

Our team at Fullpath is made up of curious and creative individuals who are always looking to achieve the impossible. We are bold, collaborative, and goal driven, and, at our core, we believe every voice has value and can impact our bottom line.

If you are a creative, solutions oriented individual who is ready to put your career in drive, Fullpath is the place for you!

We are seeking a dynamic Director, Retail Sales to work side by side with our Regional Sales Managers (RSMs) in their territories to drive pipeline growth and ensure consistent quota attainment. This is a hands-on field leadership role: you will develop and mentor RSMs and their teams, coach them through every stage of the sales cycle, and ensure all revenue KPIs and metrics are met. You will also recruit and train new RSMs and collaborate cross-functionally to enhance market awareness and achieve revenue goals. 

The ideal candidate brings a strong background of progressively responsible experience, a proven record of consistent quota attainment, strong management of sales performance metrics, a vast network in the automotive industry, and exceptional communication and leadership skills. They excel in data-driven decision-making, cross-functional collaboration, and SaaS sales, with a proven ability to teach and execute all stages of the sales process. A high level of accountability, ethical standards, and professionalism is essential for success in this role. 

This is a remote role reporting to the Head of National Sales with significant travel across the US required.

The salary range listed reflects total on-target earnings (base + variable/commission). Please refer to the compensation details at the bottom of the posting for the full breakdown of base salary and variable structure.

What you will be responsible for

• Partnering with Regional Sales Managers in their territories, in person and on site, to drive pipeline growth and ensure consistent quota attainment. 
• Developing and mentoring RSMs and their teams, equipping them with both tactical and strategic sales approaches through field coaching, joint prospect meetings, and ongoing feedback. 
• Owning the delivery of all revenue KPIs and metrics, ensuring targets are met and holding teams accountable to them. 
• Driving the achievement of annual financial performance targets by providing strategic sales leadership and clear vision. 
• Leading and supporting all aspects of the sales cycle, including lead generation, prospect cultivation, territory management, and prospect meetings.
• Conducting weekly pipeline and forecasting reviews, providing coaching on effective sales strategies to ensure deal closure. 
• Recruiting, onboarding, and training new Regional Sales Managers to build a high-performing sales team. 
• Collaborating with cross-functional teams, including Customer Support and Customer Success to ensure client satisfaction, build pipeline, and support revenue goals. 
• Tracking and optimizing all individual performance goals, ensuring accountability and alignment with organizational objectives. 
• Traveling significantly into the territories to work directly with RSMs, Cox Automotive team members, and key dealer partners.

Requirements

• 7+ years of progressively responsible work experience, with management experience preferred.
• Proven track record of consistent quota attainment, effective pipeline management, and completion of sales-related activities, with the ability to coach and develop individual contributors to achieve the same. 
• Exceptional communication skills and the ability to effectively manage multiple priorities simultaneously. 
• Extensive network and established relationships within the automotive industry. • Dynamic and energetic leader who employs a data-driven approach to drive business growth and team development. 
• Proven ability to collaborate cross-functionally with multiple business units to achieve organizational objectives. 
• Demonstrated expertise in articulating and teaching all stages of the sales process, including prospecting, demonstrations, and negotiations.
• Strong sense of accountability and unwavering commitment to ethical standards and professional excellence. 
• Willingness and ability to travel significantly into the territories, including domestic travel by plane; valid driver’s license.
• Legal authorization to work in the United States without the need for employer sponsorship now or in the future.
• Ability to sit for extended periods and perform extensive computer work, both of which are key aspects of this role.
• Ability to perform job duties from a home office, when applicable, utilizing necessary technology and maintaining productivity.
• Regular, reliable attendance and punctuality are essential functions of the job to ensure consistent workflow and communication.
• Drug Testing: To be employed in this role, you'll need to clear a pre-employment drug test. Cox Automotive does not currently administer a pre-employment drug test for marijuana for this position. However, we are a drug-free workplace, so the possession, use or being under the influence of drugs illegal under federal or state law during work hours, on company property and/or in company vehicles is prohibited.

The top candidate will also have

Why you should join us

• Competitive compensation and benefits
• Learning and growth opportunities within a fast-paced tech startup environment
• An awesome team of forward-thinking, innovative go-getters
• A family-friendly atmosphere
• An opportunity to represent top-notch AI technology that solves our customers' challenges

Annual base starting salary: $100,000 - $120,000, depending on experience and other qualifications of the successful candidate. On target earnings (base + variable) up to $260,000, with overachievement possible.

Benefits Options: Medical, Dental, Vision, Disability, Life/AD&D, EAP, flexible time off (take as much paid vacation as you deem consistent with your duties and company needs), 7 paid holidays, up to 160 hours of paid wellness annually, additional paid time off for bereavement, voting, jury duty, volunteering, military leave, and parental leave, & 401k with company match.

In the meantime, you can get to know us a little better by checking out @lifeatfullpath on Instagram and Facebook.