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Sr Dir Client Value Strategy

Cox Automotive

Atlanta, GA
Job Code:
Cox Automotive
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Job Details

Company Cox Automotive
Title: Sr Dir Client Value Strategy
JobID: 1714295
Category: Analytics
Industry: Cox Automotive
Job Type: Full-time


Sr. Director, Client Value Strategy-GES

This position is responsible for leading the Client Value Strategy team that’s aligned with Global Enterprise Solutions (GES) sales team. The GES Value Strategy team is accountable for the GES value proposition, opportunity identification, pricing strategy, solutions packages and deal designs, both within Solution Groups and across Cox Automotive. This leader will partner with the GES sales teams and the Solution Groups to maximize the growth potential for this client segment. This role is accountable for understanding OEM and Captive Finance Client strategies with respect to inventory, media, and retail solutions; proactively identify strategic growth opportunities; create cross-CAI solution packages and initiatives to meet client needs; utilize data and analysis to quantify opportunity and prioritize solution development; test and pilot with select clients; and support the performance tracking of delivered “green-light” solutions into the market. This leader will also provide oversight and manage the evaluation and analysis of all client deals, proposals and RFPs for this client segment. This leader will require a high-level of visibility and interaction with GES sales leaders, client strategists, and client partners and establish strong working relationships.  The position reports to VP, Value Strategy and has 3 Direct Reports.

Job Responsibilities:

  • Understand the latest OEM ecosystem changes including business drivers, go-to-market strategies, and industry relationships that will help in formulating and selling OEM solutions
  • Utilize industry and economic data to identify market trends to drive innovative solutions that create value for OEMs
  • Lead the development of proactive cross-CAI solution strategies and initiatives for OEM and Captive Finance (GES) entities including overall solution packages and creative deal strategies
  • Lead the development of RFP responses, in conjunction with the Sales counterpart, for GES Clients and multi-Group requests
  • Foster and cultivate excellent working relationships between the Value Strategy and GES sales teams, ensuring fluid communications between both groups
  • Lead the development of a revenue management framework that will identify the growth opportunities, and available levers for the sales team to capitalize on the opportunity (e.g. market share incentives, cross-sell/up-sell strategies, solution packaging)
  • Build a frameworks, tools, and cross-group relationships to design, test, and launch Solution packages for GES
  • Define requirements for, and build out, tools and reports to track and measure success of GES solutions sold into the market, showcase results within CAI
  • Cultivate the Value Strategy GES team, building team members’ leadership skills, leveraging team members’ areas of strength, developing team members’ areas of deficiencies, and holding team members accountable to team and personal goals – ensuring team members receive the appropriate support



  • A minimum of 10 years experience in strategic consulting, business strategy or finance required, with quantitative and analytical experience preferred
  • 8+ years experience within automotive industry with an OEM or captive finance in the area of  sales, marketing, retail operations, captive finance or leasing strongly preferred
  • MBA required with Bachelor's Degree in Finance, Economics, Marketing, Business Administration or equivalent
  • Management experience in a complex organization, able to execute parallel assignments, with a proven track record of positive results required.
  • Demonstrated ability to understand and influence field and sales organizations.
  • Outstanding interpersonal and communication skills required, demonstrated ability to bridge and work with dissimilar teams and influence change.



Organization: Cox Automotive

Primary Location: US-GA-Atlanta-3003 Summit Blvd

Other Locations: Atlanta,US,GA,,30301|Georgia,US,GA,,

Employee Status: Regular

Job Level: Director/Senior Director

Shift: Day Job

Travel: Yes, 25 % of the Time

Schedule: Full-time

Unposting Date: 2017-11-19
Apply on the Company Site
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