Senior Director, Sales Strategy & Analytics

Senior Director, Sales Strategy & Analytics

Join to apply for the Senior Director, Sales Strategy & Analytics role at Cox Automotive Inc.

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.

• 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

• 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

• 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…