Senior Director, Pricing Strategy (Retail)

Job Summary:

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, VinSolutions, Dealer.com, Dealertrack). 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 VinSolutions); 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 

o   Develop a world-class team; lead an organization that spans the Retail Solution Set (Consumer Solutions and Dealer Solutions)

o   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 management disciplines; B2B SaaS/subscription or digital marketplace pricing experience preferred.

·       Automotive retail, dealer software, or digital marketplace experience strongly preferred

·       Minimum education and experience – one of the following pathways: Bachelor’s degree (BA/BS) and 12+ years of relevant experience, including at least 7 years in a leadership role; OR

·       Master’s degree and 10+ years of relevant experience, including leadership experience; OR

·       Ph.D. and 7+ years of relevant experience, including leadership experience; OR

·       In lieu of a degree, 16+ years of relevant experience, including leadership experience. Concentration in Business, Finance, Data Science, or a related field preferred; MBA preferred.

·       Strong proficiency in AI tools like Claude, ChatGPT, AWS Quick to accelerate contributions and scale deliverables

·       Hands-on experience developing advanced pricing models, proofs of concept, business cases to support pricing strategy decision making

·       Proven ability to work collaboratively across functional teams and different organizational levels to deliver results

·       Must be able to effectively organize and prioritize work flow and work independently

·       Proven ability to work effectively within complex decision-making and organizational structures

·       Ability to lead parallel assignments in a high-quality manner while hitting deadlines

·       Demonstrated ability to manage/coach/develop high-performing individuals with data science, analytical, and/or operations research skillset