Job Description
The Director, Data Licensing represents Canadian Black Book’s products and services, starting with a deep and comprehensive understanding of our customers and how our solutions meet their needs. The fundamentals and core tenants of the role are to build long-term relationships with our customers, acquire new business and perform strategic planning to grow existing revenue, while building your personal brand within the industry to focus on expansion and utilization of our suite of data and analytics-oriented products and services. Our candidate will be a proven sales and industry leader that exhibits confident leadership, clear communication, positive results, and the ability to influence leaders within the automotive and automotive finance communities. RESPONSIBILITIES Utilize your knowledge of the automotive and automotive finance industries to develop new customer relationships, while growing and solidifying existing Canadian Black Book relationships to increase our customer base, market share and share of wallet Represent Canadian Black Book at automotive industry events including conventions, conferences, and other engagements to expand Canadian Black Book’s footprint within the automotive vertical Establish and maintain relationships with industry 'influencers' and key strategic partners Generate new leads to grow your pipeline and existing book of business Understand and promote Canadian Black Book’s company’s products and services Perform needs analysis on existing accounts and potential new clients to match the best solution with the customer needs Assist the company in achieving annual revenue goals through development of new and existing accounts Responsible for developing marketing, sales, and budget strategies to maximize revenue while maintaining the highest levels of service standards and values in support of organizational strategy and objectives Participate in pipeline and budget meetings, while producing sales roadmaps that will outline how you will meet and achieve budgeted forecasts Conduct market and competitor analysis and report findings 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: ~10+ years or greater experience in a sales or sales leadership role within the automotive and/or automotive finance industries, with a preference for a strong automotive data background ~ Fully bilingual in French and English, both written and oral ~ Proven, extensive knowledge of the automotive finance industry ~ Previous experience and extensive knowledge working with and calling on companies in and around the automotive industry ~ Experience calling on and working directly with a variety of stakeholders in the automotive industry including risk managers, remarketing and collections personnel, along with C-Level executives ~ 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 leadership skills ~ Exceptional strategic, critical and analytical thinking skills ~ Up to date on current sales and marketing trends, including social media, whitepapers, blogs, etc. ~ Assertive and self-motivated ~ Strong verbal and written communication skills ~ Excellent presentation and demonstration skills ~ Excellent interpersonal communication skills ~ Ability to travel, with frequency as much as 2-3 nights per week at times