Sales Strategy & Enablement Director

Job description

Company Cox Automotive - USA Job Family Group Sales Operations Group Job Profile Sales Strategy & Enablement Director Management Level Director Flexible Work Option Can work remotely anywhere in the specified countryTravel % Yes, 25% of the time Work Shift Day Compensation Compensation includes a base salary in the range of $134,900.00 - $224,900.00. The base salary may vary within the anticipated base pay range based on factors such as the ultimate location of the position and the selected candidate’s knowledge, skills, and abilities. Position may be eligible for additional compensation that may include an incentive program. Job Description ** Candidates located within 25 miles of a Cox Automotive location will be required to come in 3 days/wk. Candidates outside of this radius will be considered remote. ** The Director, Sales Strategy & Enablement serves as the “chief of staff” to a senior Cox Automotive Sales leader — their trusted strategic partner and right hand in setting direction and getting things done. In this capacity, the Director helps the sales leader define and prioritize the organization’s most important annual goals, then mobilizes the people, plans, and cross-functional partners needed to deliver them. The Director translates sales/performance management team needs and strategic direction into actionable, scalable initiatives that grow revenue, improve sales productivity, and strengthen the organization’s competitive position. Operating with a bias for action and minimal oversight, the Director personally drives the most complex, highly cross-functional work — from executing go-to-market strategies for new products, teams, and operating models, to responding to competitive threats and closing gaps in sales process and performance. The Director keeps the sales leader’s priorities on course by reinforcing key initiatives, shaping the content and agendas for team meetings, and producing executive-ready materials presented at the highest levels of Cox Automotive. The Director also leads a small team of Managers, providing direction, guidance, oversight, and mentorship to ensure the Managers successfully deliver their own initiatives with quality, ultimately amplifying the full impact of his/her team. The Director’s success depends on building trusted relationships across a multi-layered organization, driving alignment among boundary partners, consistently self-charting a path from ambiguity to measurable outcomes, and leading a team to deliver on a variety of strategic initiatives. Position Responsibilities • Serve as chief of staff to a senior Sales leader — act as their strategic right hand in setting direction and driving execution: help identify and frame the sales/PM team’s top annual priorities, translate them into an executable roadmap, and see the work through to completion. • Keep priorities on course. Plan and shape the content, agendas, and narrative for the sales leader’s team meetings and leadership forums, and reinforce key initiatives between milestones so the organization stays aligned to plan. • Prepare executive-ready materials. Build presentations on behalf of the sales leader that are presented at the highest levels of Cox Automotive, including the President and ELT that distill complex challenges, clarify and secure decisions, and provide context. • Lead highly cross-functional programs end to end, partnering closely with SBO/Sales Operations, Marketing, Product, Finance, and Business leaders to align on approach, resolve dependencies, and deliver measurable results. • Optimize sales and PM performance. Improve results across Sales and PM teams by defining new processes, streamlining existing ones, and reinforcing consistent adoption of best practices and playbooks. • Own a diverse initiative portfolio spanning sales process improvement, productivity, competitive threats, and organizational change — sizing the opportunity, making data-driven recommendations, and building the case for action. • Make quantifiable recommendations grounded in the analysis of data assets, industry insights, and best practices, using tools such as Salesforce, AI, Excel, and PowerPoint. • Drive alignment across business lines and boundary partners, resolving ambiguity in roles, responsibilities, and ways of working so initiatives can move quickly and stick. • Lead and develop a team. Provide leadership, coaching, and development to a pod of Senior Managers and Managers, creating role clarity, stretch opportunities, and consistent standards of execution. • Sustain scalable ways of working by maintaining documentation related to sales processes, playbooks, and operating models. Essential Skills, Knowledge & Abilities • Experience/Education: Bachelor’s degree in a related discipline and 10 years experience as a high-performing contributor in a strategy, sales strategy, sales operations, or management consulting role. The right candidate could also have a different combination, such as a master’s degree and 8 years experience; a Ph.D. and 5 years experience in the above areas; or 14 years experience in the same. • People leadership: Proven experience leading people and operating within a matrixed team structure, including developing and scaling managers. • Executive partnership: Demonstrated ability to cultivate exceptional partnerships across a multi-layered organization and to influence executives at every level. • Transformation track record: History of planning, designing, deploying, and supporting sales transformation, reorganization, and optimization initiatives end to end. • Business acumen: Broad, business-oriented understanding of Sales and PM issues, opportunities, and competitive dynamics. • Analytical & technical skills: Ability to turn data into clear, quantifiable, executive-ready recommendations; advanced Microsoft Office (Excel, PowerPoint, Outlook, Word) and Salesforce skills. Working familiarity of Salesforce Enterprise Territory Management and data in Snowflake