Jenifer Eggert, vice president of digital services at Manheim, has been exploring the digital possibilities for car sales since first joining Autotrader.com over a decade ago.

Eggert, who is one of the Remarketing and Used-Car Industry's 40 Under 40, is now responsible for overseeing wholesale digital strategy and execution at Manheim and its parent Cox Automotive. She first entered the auto world back in 2002, coming on as a sales consultant at Autotrader. 

Though this was her first foray into the automotive business, she was no stranger to sales, having held numerous sales and sales management positions, including running her own business outside of the auto industry.

“When it was time to look at something different Autotrader seemed interested so I answered an ad on Monster.com by contacting the local manager directly,” said Eggert. “She is the person who made the opportunity attractive; it wasn't necessarily the car business itself at first. I soon fell in love with it and all the challenges and opportunities that came with it. I love working with car dealers and our customers are passionate and savvy business people.”

Over her 12-year tenure at Autotrader, Eggert served in various positions, ranging from sales manager, to regional manager, regional VP and more.

Describing her years at Autotrader, Eggert said, “An opportunity came up as a regional manager across the country so my husband and I made the move. A year later a larger area of responsibility came up in the Northeast so we went there, and it was hands-down one of the best experiences of my career.

“The team was able to transform the culture for our people and customers positively. Then an opening closer to home came up when the company restructured territories so we moved back. After a couple of years my boss, West VP took on a new area as well allowing me the opportunity to oversee the 13 states in the West Division,” she continued.

After 12 years of ramping up her knowledge of the complex auto industry, Eggert joined the Manheim team. Eggert said it was a tough decision, but the move led to even more opportunities in the digital space.

Now responsible for the wholesale digital strategy for Manheim, which leverages many of the Cox Automotive business units, Eggert said that “pulling from my digital experience from Autotrader it's been an interesting journey thus far, and I've truly enjoyed working with the Manheim team and Cox Auto colleagues. Together we are making some exciting changes to the industry.”

In fact, when asked what she enjoys more about her current position, it's all about the “collaboration,” Eggert said.

“Everyone is very excited about the digital space and are eager to help,” she said. “There is no lack of engagement so it inspires me and my team to get to work and with the organization's help, deliver on behalf of our customers' needs.”

Eggert is now responsible for the growth of digital volume and transactions for Manheim, and she says, that in the end, the company wants customer experience to be at the center of its overall strategy.

“If they want to buy or sell cars in-lane or online, the experience should be the same, regardless,” she added.

In fact, Eggert has played a front-and-center role in the wholesale market adapting to the idea of buying auction vehicles online in the ever-changing remarketing business.

“Over the last 10 years there has been adoption and innovation in digital for the wholesale market although slow moving because we haven't made it easy,” she said. “Trust, confidence and speed is critical, and until we can get that right I don't think we will see much movement.”

Eggert noted she and the company believes physical auction will always be a staple and important to the industry.

“The goal for us is to grow incrementally to in-lane, though we'd rather claim the business if a competitor moves in, so we are mindful of that as well,” she added.

Ultimately, Eggert said the goal is to make things a whole lot easier for buyers and sellers in-lane and online — an effort she is managing at Manheim.

As for what strategies Eggert uses to manage the digital team at Manheim, she said listening is crucial to inspiring and motivating employees.

“I would say exercising listening without judgment has worked for me. Humility is very important; it's not only about getting results, which is expected, it's about how you do it as well that's just as important,” said Eggert. “I also try my best to work from the rule of no surprises. I don't care so much if someone on my team surprises me with something, I just never want to be the person to surprise them with anything.”

And lastly, communication is “key,” she said. Eggert has been in the automotive industry for quite a while now, witnessing evolution in the remarketing industry and growth in the online wholesale market, but the business is still “exciting and growing,” she said.

“If you are looking to work in a fast-paced industry with passionate business people you will not be disappointed,” Eggert said. “Key leaders recognize the need for change and innovation, they understand the next generation of buyers, sellers and employees want a different experience and are ready to deliver.

“We need a fresh perspective to help us get there ever faster,” she concluded.

Editor's Note: This is one of several spotlight features included in Auto Remarketing's inaugural 40 Under 40. Stay tuned for more.