Senior Director, Sales Strategy & Analytics

Company

Cox Automotive - USA

Data Intelligence & Science

Sr Director, Business Intelligence

Sr DirectorHybrid - Ability to work remotely part of the week

Yes, 25% of the time

Day

Compensation

Compensation includes a base salary of $175,300.00 - $292,100.00. The base salary may vary within the anticipated base pay range based on factors such as the ultimate location of the position and the selected candidate’s knowledge, skills, and abilities. Position may be eligible for additional compensation that may include an incentive program.

The Sales Strategy & Analytics organization drives data-informed decision-making and AI-enabled transformation across 22+ sales teams managing billions in revenue for Cox Automotive. This role owns the long-term analytics vision and AI transformation roadmap for Sales, Performance Management, and SBO organizations while partnering with analytics teams enterprise-wide to establish Cox Automotive as a data-driven, AI-first sales organization. Combining advanced analytics, machine learning, and strategic business acumen, the Senior Director is responsible for: (1) leading the development and execution of Cox Automotive's sales analytics strategy, (2) driving AI/ML transformation initiatives that fundamentally change how sales teams target, engage, and convert clients, (3) establishing the multi-year analytics roadmap in partnership with enterprise analytics organizations, and (4) enabling client-facing teams with propensity models, targeting intelligence, dashboards, and predictive insights that optimize sales performance.This role serves as both a strategic architect and hands-on analytics leader, working cross-functionally with Sales Leadership, ELT, Marketing, Product, Finance, IT, and enterprise analytics teams to embed AI-driven insights into every stage of the sales lifecycle.

Analytics Leadership & Organization Management

• Lead the Sales Strategy & Analytics organization with capabilities including data organization/cleansing, strategic dashboard development, propensity modeling, client segmentation, campaign analytics, and AI/ML model deployment

• Build and manage high-performing teams fostering a collaborative, innovative environment that encourages continuous learning, experimentation, and knowledge sharing on emerging analytics and AI techniques

• Develop the organization's technical capabilities in advanced analytics, ensuring team members stay current with AI/ML developments, statistical methods, and analytics tools (Python, R, Snowflake, Tableau, etc.)

• Create and maintain the enterprise sales analytics infrastructure including data pipelines, model deployment frameworks, reporting systems, and self-service analytics platforms that scale across 22+ sales teams

• Own the Sales Analytics Team Space in Snowflake, establishing best practices for data management, model versioning, and analytics governance

AI Transformation & Strategic Vision

• Contribute to the 3-5 year AI transformation roadmap for Sales, Performance Management, and SBO organizations, defining how artificial intelligence and machine learning will fundamentally reshape sales operations, client targeting, and revenue optimization

• Partner with Cox Automotive's enterprise analytics organizations (Data & Analytics, Business Intelligence, Product Analytics) to align on platform strategies, data governance, tool selection, and capability development while avoiding duplication and maximizing enterprise leverage

• Drive adoption of generative AI, predictive modeling, and prescriptive analytics across sales workflows - from lead scoring and next-best-action recommendations to automated insight generation and conversational analytics

• Lead the evaluation, selection, and implementation of AI/ML platforms and tools that accelerate analytics delivery and democratize insights access for non-technical stakeholders

Strategic Sales Analytics & Market Intelligence

• Lead development and refinement of the overall sales analytics strategy aligned with organizational goals, market dynamics, and competitive landscape

• Create, drive EVP/SVP/VP-level alignment on, and implement the Cox Automotive enterprise client segmentation strategy, leveraging AI to inform personalized client treatment across all enterprise functions

• Analyze market dynamics, customer behavior patterns, and competitive positioning using advanced analytics to identify growth opportunities and formulate actionable strategies

• Build and continuously refine white space analysis and propensity-to-buy models using machine learning techniques, enabling sales teams to prioritize high-value opportunities

• Develop statistical models and predictive frameworks to inform annual financial planning, defending Sales revenue, bookings, and EBITDA budgets with data-driven scenarios and confidence intervals

Cross-Functional Partnership & Influence

• Partner with enterprise analytics organizations (Data & Analytics, IT, Business Intelligence) to establish shared data standards, eliminate redundant efforts, and leverage platform investments across Cox Automotive

• Work closely with Sales Leadership Team and ELT to translate strategic priorities into analytics requirements and AI transformation initiatives

• Collaborate with Marketing, Product, and Business leaders to create unified customer views, align on targeting strategies, and optimize cross-functional go-to-market approaches

• Support Finance partnership on ROI analysis, EBITDA optimization, and financial modeling for transformational initiatives

• Champion change across Sales organization and with executive partners, using data storytelling and AI-powered insights to drive adoption of new approaches

Insights Delivery & Decision Support

• Create and deliver insightful reports, dashboards, and presentations providing actionable intelligence to EVP, SVP, VP, and AVP leadership

• Utilize advanced statistical methods, predictive modeling, machine learning, and increasingly generative AI to analyze sales data, identify patterns, forecast trends, and recommend optimal approaches to market

• Generate regular performance analysis and present findings to executive team with clear recommendations backed by data

• Provide client-specific performance analysis and assist sales team members with data-driven client engagement strategies

• Develop campaigns and targeting strategies leveraging AI insights to maximize conversion rates and customer lifetime value

Thought Leadership & Culture Development

• Provide thought leadership as Cox Automotive Sales develops world-class talent, AI-enabled processes, and approaches to market that drive business performance

• Instigate and champion change across Sales organization, using analytics and AI to embed a data-driven culture that informs every decision

• Support efforts to maximize EBITDA and ROI for transformational go-to-market initiatives through rigorous analytics and financial modeling

• Establish Sales organization as a showcase for how AI transforms B2B sales operations, creating replicable models for enterprise-wide adoption

Required Experience & Specialized Knowledge and skills

• BS/BA degree required + 12 or more years experience in sales analytics, sales strategy, data science, or similar disciplines with progressive responsibility with at least 7 years experience in a leadership role

• OR MS degree + 10 years experience

• OR Ph.D. degree + 7 years experience

• OR 16 + years of experience with no degree

• Demonstrated experience leading AI/ML transformation initiatives in commercial/sales organizations, including model development, deployment, and change management

• Proven track record partnering with enterprise analytics organizations to align on strategy, avoid duplication, and leverage platform investments

• Experience developing and communicating multi-year analytics roadmaps and AI transformation strategies to executive stakeholders

• Strong analytics, financial modeling, and critical thinking experience enabling financial performance and EBITDA maximization for large, complex enterprise businesses

• Expert-level proficiency with modern analytics tools and platforms: SQL, Python/R, Snowflake, Tableau/PowerBI, machine learning frameworks

• Deep understanding of AI/ML techniques including predictive modeling, propensity scoring, clustering/segmentation, and emerging generative AI applications for analytics

• Ability to operate independently, navigate tight deadlines, manage competing priorities, and maintain sharp attention to detail in dynamic environments

• Business-oriented understanding of B2B sales issues, opportunities, and transformation challenges

• Excellent executive communication, business writing, and presentation skills with ability to translate complex analytics into compelling business narratives

• Proven ability to build strong cross-functional relationships and collaborate seamlessly in matrix environments

• Demonstrated competency in MS Office Suite and modern collaboration tools

• Ability to travel up to 25% (day and overnight trips)

• Proven leadership and motivational skills with track record of developing team members' technical and strategic capabilities

• Experience gathering feedback and translating it into actionable initiatives that address needs across departments and business units

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 Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company’s needs, and its obligations; seven paid holidays throughout the calendar year; and up to 160 hours of paid wellness annually for their own wellness or that of family members. Employees are also eligible for additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, and parental leave.Through groundbreaking technology and a commitment to stellar experiences for drivers and dealers alike, Cox Automotive employees are transforming the way the world buys, owns, sells – or simply uses – cars. Cox Automotive employees get to work on iconic consumer brands like Autotrader and Kelley Blue Book and industry-leading dealer-facing companies like vAuto and Manheim, all while enjoying the people-centered atmosphere that is central to our life at Cox. Benefits of working at Cox may include health care insurance (medical, dental, vision), retirement planning (401(k)), and paid days off (sick leave, parental leave, flexible vacation/wellness days, and/or PTO). For more details on what benefits you may be offered, visit our benefits page. Cox is an Equal Employment Opportunity employer – All qualified applicants/employees will receive consideration for employment without regard to that individual’s age, race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender, gender identity, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law. Cox provides reasonable accommodations when requested by a qualified applicant or employee with disability, unless such accommodations would cause an undue hardship.

Applicants must currently be authorized to work in the United States for any employer without current or future sponsorship.