Home Careers Manager, Go-To-Market (Commercial & Recreational) – Auto Trader
Careers - February 5, 2019

Manager, Go-To-Market (Commercial & Recreational) – Auto Trader

The Manager, Go-To-Market (GTM) is responsible for managing, organizing, planning and monitoring all commercial activities for TRADER’s Commercial and Recreational (C&R) Business. This includes the creation and implementation of commercial strategy, day-to-day sales support, acquisition/deactivation strategy, OEM engagement, and product development. The Senior Manager will work closely with the sales channel to lead the profitability and growth of C&R. He/she provides expertise in relation to Marketing strategy and collaboration with all cross-functional teams related to the C&R verticals including consumer and B2B marketing, product, FP&A, pricing and marketing intelligence. This role reports directly to the National Director of Sales.

Responsible for supporting Director of Sales on commercial execution of commercial strategy

Acquisition

  • Customer lists (vetting, loading, verifying, removing)
  • Reporting requirements including dashboards and tracking of pacing/closing
  • Promotional offers including pricing, collateral and Salesforce management
  • Source new opportunities using third-party mediums, vet against current list and ensure accurate and up-to-date data – grow and right-size prospect list

Upsells

  • Oversee the end-to-end campaign flow
  • Develop required customer lists
  • Reporting requirements (setup dashboard and opps, execution, conversion, tracking, pacing, engagement with sales team)
  • Perform data clean on campaigns
  • Ensure learning is conducted, full-cycle management and improvements for next campaign

Sales Team

  • Create, and support creation of, quotes sent, custom terms + contracts and promo creation in Salesforce
  • Support training sales team on utilizing Salesforce
  • Create, maintain and update territory mapping
  • Support sales team for Dealergroup initiatives; manage Dealergroup prospect list, campaign and opportunity loading/tracking

Responsible for supporting development of commercial strategy and plan:

  • Yearly and quarterly commercial plan creation, forecasting and training
  • Understanding size of opportunity and aligning to business objectives
  • Creating pacing and capacity model for sales team
  • Short and long-term strategic planning and adjustment
  • Reporting on progress to management on weekly and monthly basis

Responsible for management of Deactivation and Downgrade process:

  • Reporting requirements, dashboard, tracking of opportunity movement
  • Retention offers (custom contracts, tracking and approvals)
  • Retention process (cases, opportunities, assignment)
  • Interdepartmental engagement as necessary for retention

Responsible to support OEM engagement

  • Collateral + campaign initiatives
  • Data clean-up and monthly reporting

Contribute to product development roadmap through Go To Market lens; support AB testing, product vetting, pricing, mapping requirements and sales training

Ad-hoc:

  • Support training with ongoing creation of onboarding documents, playbook, product training updates
  • Support marketing on client-facing marketing material to support new products or promotional offers
  • Support SEM/Vertical engagement strategy
  • Support FP&A on territory and capacity planning, QBUs, Salesforce, and analysis
  • Passionate, self-motivated with ability to work with minimal supervision
  • Strong analytical and problem solving skills
  • Exceptional organizational skills with the ability to multi-task and prioritize
  • Strong interpersonal skills; excellent verbal, written communication and presentation skills
  • High level of customer focus, relationship management with customers and business partners
  • Minimum of 5 years in Marketing, Sales or Analyst experience preferably working with sales teams
  • Excellent Microsoft Office skills, with advanced knowledge of MS Excel (macros not required)
  • Master’s Degree in Business, Marketing or similar discipline
  • Experience in supporting sales teams and working in fast-paced environments
  • Experience with Salesforce
  • Experience with Online Marketplace/recurring revenue business

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