Sr. Director, Pricing Strategy; Retail

A critical leadership role on the Cox Automotive Strategic Pricing & Deal Management team, the Sr. Director of Pricing Strategy (Retail) leads pricing, packaging, and monetization strategy for Retail Solutions, spanning Retail Consumer Solutions (e.g., Autotrader, Kelley Blue Book) and Retail Dealer & Lender Solutions (e.g., vAuto, Vin Solutions, , Dealer track). This leader heads the Retail Pricing Strategy team and partners closely with Product, Sales, Sales Strategy/SBO, Marketing, Finance, and Retail operations leaders to align pricing and packaging thought leadership, strategy, and modeling that drive revenue and EBITDA growth for Cox Automotive.

The role owns pricing and packaging strategy for Retail products, including list pricing, modular packaging and bundles, promotions and discounting, OEM program pricing, and advises on how to maintain current pricing methods while devising new strategies as the Retail portfolio evolves.

• Partner with leaders in Sales, SBO, Retail Solution Set Leaders, and Product to develop executable pricing strategies aligned to the Retail Solution Group’s GTM strategy.
• Requires strong knowledge of the Retail business, dealer and consumer marketplace dynamics, sales team structure, and the tools / technology that support price execution (e.g., CPQ, billing, and deal desk processes).
• Provides thought leadership in pricing science, expert knowledge of pricing models, techniques, and strategies to guide business Operations Leaders, Sales, Marketing, and Product partners in developing sustainable pricing that will help enable the business to meet its revenue and profitability objectives.
• Develops strategies, processes, and tools that are executable and informed by existing system limitations, restrictions, and marketplace realities.
• Drives pricing analytics, discounting, promotion, and rebate strategies, and new product monetization approaches through thoughtful analysis, modeling, and market testing where appropriate.
• Drive a strong partnership between the Pricing Strategy team and Retail Operations Leaders, Sales Leaders, Marketing, and Product teams throughout the organization.
• Provide subject matter expertise to guide transformational initiatives within the business that require pricing.
• Drives pricing discussions with VP, SVP, and ELT-level executives in the Retail business. Develops relationships as a trusted advisor with key Retail VP/SVPs.
• Drives to find common links in pricing strategies across Retail Consumer and Dealer Solutions (e.g., cross-product bundles spanning Autotrader, KBB, vAuto, and Vin Solutions); aligns strategies where possible.
• Owns Retail modular packaging strategy, including product tiering, bundling, and the MRR/EBITDA impact of packaging and price changes.
• Partners with Sales Strategy to design and operationalize quarterly promotions, and with Analytics/Data teams to maintain pricing data and performance reporting (e.g., cost-to-value and price realization analyses).
• Governs Retail pricing approvals and exceptions in partnership with Deal Management.
• Leadership Responsibilities
  • Develop a world-class team; lead an organization that spans the Retail Solution Set (Consumer Solutions and Dealer Solutions)
  • Provide oversight, direction, coaching, management, and leadership for the team
• Mentors, motivates, and develops staff and serves as a resource to them to facilitate their professional development
• Maintains peer relationships across the business to facilitate effective knowledge sharing and avoid duplication of effort

• Experience in Pricing, Sales, Operations, Consulting, or a related field driving product management, strategy, or revenue…