Sr. Manager, B2B Marketing, Marketplace

The Sr. Manager, B2B Marketing is a key leader for the foundational component of our Cars Commerce platform—the Cars.com marketplace. In this role, you will oversee B2B marketing for our marketplace listing solutions, ensuring they deliver exceptional value to our Dealer and OEM customers. Your focus will be on enhancing customer retention and loyalty while also supporting various sales teams to drive continued growth in our customer base.

You will play an integral role in the ongoing evolution of the Cars.com value proposition, differentiation, and solutions, collaborating closely with Marketplace Product teams to bring new features to market and enable our extensive sales team to better serve our customers. As a strategic leader within Cars.com B2B Marketing, you will actively monitor key metrics such as customer count, revenue growth, and sales satisfaction. You will leverage these insights to determine the necessary resources, tools, and communication strategies to support our sales teams effectively. Additionally, you will develop Sales outreach strategies for both new business and cross-sell opportunities to ensure sustained revenue growth for the marketplace.

Success in this role requires a bold, proactive, and insightful approach, with a strong understanding of B2B sales enablement and product marketing fundamentals. You will embody the Cars Commerce values by taking ownership of the execution of our Cars.com B2B marketing strategy and helping teams rise together to achieve our company Growth Drivers.

Responsibilities

• Oversee the lifecycle of Cars.com commercialized products for a customer base of 19k+ local retailer and manufacturers
• Monitor unit sales and revenue by product, identify roadblocks to success and work cross-functionally to eliminate them
• Understand the end product user and advocate for their needs and a simplified experience through every product we bring to market
• Articulate product value propositions clearly, including metrics that demonstrate customers’ desired business outcomes
• Guide development and distribution of claims, case studies, sales playbooks, testimonials, and other seller tools to best enable our teams 
• Develop a subject matter expertise that positions you to “train the trainer” and help continually level-up both your own reports and other cross-functional Sales support teams 
• Lead the content development and execution of our weekly and monthly sales communication deliverables for our Account Executive and Marketplace Business Development audiences
• Partner closely with B2C product marketing counterpart on the intersections between consumer supply/demand and dealer supply  
• Build strong relationships with partners across Product, Sales, Production, Comms and more to collaborate cross-functionally to drive the go-to-market efforts and feedback loops 
• Proactively identify and address complex issues related to the product lifecycle including feature parity, training gaps, communication breakdowns, and process inefficiencies.
• Coordinate with the Marketing Operations and Creative & Production teams to develop campaigns and collateral that will truly resonate with our Sales, dealer and OEM audiences
• Advocate internal and external customer needs within Cars Commerce internal cross-functional teams, including a thorough understanding of marketplace feature A/B testing and what performance trade-offs may occur with any given site update
• Partner with OEM Sales and Product teams to evolve our suite of New and Certified inventory listing programs to best meet the needs of manufacturer clients
• Support an expanded framework for Sales and Client feedback loops, building on the foundation of our dealer and sales satisfaction surveys to go deeper on addressing the evolving needs of each audience
• Act as subject matter expert on our solutions for both sales audiences and key clients
• Utilize data and feedback to assess sales confidence, the effectiveness of both enablement programs and key sales tools, and then prioritize the ongoing adjustments needed for our strategy

Required Experience/Skills

• Bachelor’s degree or equivalent work experience
• 7+ years of product marketing and sales enablement experience; people management experience strongly preferred
• Experience in supporting marketplace businesses strongly preferred
• Problem solving skills to identify the connective tissue between customers’ business challenges, our products and solutions, and our business goals 
• Understanding of sales enablement and marketing automation tools like Seismic and Outreach
• A collaborative mindset with the ability to sit at the intersection of many departments in our business and leverage that position to mobilize cross-functional teams to take on transformative challenges.
• Analytical thinker, able to create a vision for demonstrating value propositions through a variety of marketing performance and user data, generating a wealth of Sales and Client data through team actions, and then leveraging that data to drive powerful recommendations for the business.
• Excellent communication skills, with the ability to manage up, down and across 
• Strong written and verbal presentation skills with a confidence in speaking to large sales teams, external clients and mid-exec level.
• A balance of organization and consistency with a creative flair for creating internal and external communications campaigns that drive results.

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