Senior Director, Pricing Strategy (Retail)

Cox Communications • Atlanta, GA

7d • Hybrid

About The Position

The Senior Director of Pricing Strategy (Retail) is a critical leadership role on Cox Automotive’s Strategic Pricing & Deal Management team. The position leads pricing, packaging, and monetization strategy across Retail Consumer Solutions and Retail Dealer & Lender Solutions, including products such as Autotrader, Kelley Blue Book, vAuto, VinSolutions, Dealer.com, and Dealertrack. The role heads the Retail Pricing Strategy team and partners with Product, Sales, Sales Strategy/SBO, Marketing, Finance, and Retail operations leaders to develop pricing thought leadership, strategy, and modeling that support revenue and EBITDA growth.

The role owns Retail product pricing and packaging strategy, including list pricing, modular packaging and bundles, promotions and discounting, and OEM program pricing. It advises on maintaining existing pricing methods while developing new approaches as the Retail portfolio evolves. The leader provides pricing expertise to business and executive stakeholders, drives analytical and operational improvements, and leads a team spanning Consumer and Dealer Solutions.

This is a hybrid position with the ability to work remotely part of the week. Travel is approximately 5% of the time, and the work shift is day. The position requires successfully clearing a pre-employment drug test. Cox does not currently test for marijuana before employment for this position, but prohibits possession, use, or being under the influence of drugs illegal under federal or state law during work hours, on company property, or in company vehicles. Applicants must already be authorized to work in the United States for any employer without current or future sponsorship.

Requirements

• Experience in Pricing, Sales, Operations, Consulting, or a related field, driving product management, strategy, or revenue management disciplines.
• One of the following education and experience pathways: bachelor’s degree and 12 or more years of relevant experience, including at least 7 years in a leadership role; master’s degree and 10 or more years of relevant experience, including leadership experience; Ph.D. and 7 or more years of relevant experience, including leadership experience; or, in lieu of a degree, 16 or more years of relevant experience, including leadership experience.
• Strong proficiency in AI tools such as Claude, ChatGPT, and AWS Quick to accelerate contributions and scale deliverables.
• Hands-on experience developing advanced pricing models, proofs of concept, and business cases to support pricing strategy decisions.
• Ability to collaborate across functional teams and organizational levels to deliver results.
• Ability to organize and prioritize workflow effectively and work independently.
• Ability to work effectively within complex decision-making and organizational structures.
• Ability to lead parallel assignments at a high quality while meeting deadlines.
• Demonstrated ability to manage, coach, and develop high-performing individuals with data science, analytical, and/or operations research skill sets.

Nice To Haves

• B2B SaaS/subscription or digital marketplace pricing experience.
• Automotive retail, dealer software, or digital marketplace experience.
• Concentration in Business, Finance, Data Science, or a related field.
• MBA.

Responsibilities

• Partner with Sales, SBO, Retail Solution Set Leaders, and Product to develop executable pricing strategies aligned with the Retail Solution Group’s go-to-market strategy.
• Provide pricing-science thought leadership and expert guidance on pricing models, techniques, and strategies to Operations, Sales, Marketing, and Product partners.
• Develop pricing strategies, processes, and tools that account for system limitations, restrictions, and marketplace realities.
• Drive pricing analytics, discounting, promotion, rebate strategies, and new-product monetization through analysis, modeling, and market testing where appropriate.
• Build strong partnerships between Pricing Strategy and Retail Operations, Sales, Marketing, and Product teams.
• Provide subject-matter expertise for business transformation initiatives involving pricing.
• Lead pricing discussions with Retail VP-, SVP-, and ELT-level executives and serve as a trusted advisor to key Retail leaders.
• Identify common pricing opportunities across Retail Consumer and Dealer Solutions, including cross-product bundles, and align strategies where possible.
• Own Retail modular packaging strategy, including product tiering, bundling, and assessment of MRR and EBITDA impacts from packaging and price changes.
• Partner with Sales Strategy to design and operationalize quarterly promotions.
• Partner with Analytics and Data teams to maintain pricing data and performance reporting, including cost-to-value and price-realization analyses.
• Govern Retail pricing approvals and exceptions in partnership with Deal Management.
• Build and lead a high-performing team across Consumer Solutions and Dealer Solutions; provide oversight, direction, coaching, and management.
• Mentor, motivate, and develop staff, supporting their professional development.
• Maintain peer relationships across the business to support knowledge sharing and avoid duplicated effort.

Benefits

• Flexible paid vacation, consistent with job duties, company needs, and obligations.
• Seven paid holidays per calendar year.
• Up to 160 hours of paid wellness annually for the employee’s or family members’ wellness.
• Bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, and parental leave.
• Potential health care insurance, including medical, dental, and vision coverage.
• Potential retirement planning benefits, including a 401(k).
• Paid days off, including sick leave, parental leave, flexible vacation/wellness days, and/or PTO.

What This Job Offers

• Job Type: Full-time
• Career Level: Director