Senior Director, Sales Strategy & Analytics

Cox Automotive•Atlanta, GA

23d•Hybrid

About The Position

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.

Requirements

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
Drug Testing 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.

Responsibilities

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

Benefits

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.
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).

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