Director, Retail Sales Enablement
About the role
The Director, Retail Sales Enablement is a newly created role responsible for leading the marketing strategy and content execution that powers Cox Automotive's enterprise sales motion across dealer groups, OEM partners, and performance manager channels. This is a dual-facing role - equally focused on equipping internal sales teams with the tools, content, and training they need to sell effectively, and on developing external-facing content and programs that directly engage enterprise dealer customers and OEM partners.
Responsibilities
- Own the enterprise sales enablement marketing strategy across Cox Automotive's retail portfolio, with specific focus on dealer groups, OEM partners, and performance manager channels
- Develop and maintain a comprehensive library of sales enablement content - including pitch decks, solution briefs, ROI calculators, battle cards, executive presentations, and case studies - optimized for enterprise selling conversations
- Lead the strategy and governance for enterprise sales content within Axle and Seismic, ensuring content is current, findable, and aligned to sales team workflows
- Partner with Enterprise Sales leadership and the Sales Business Office to embed marketing content and messaging into seller training, onboarding, and ongoing enablement programs
- Develop OEM-specific marketing programs and materials that support Cox Automotive's partnerships and co-marketing opportunities with automotive manufacturers
- Create performance manager enablement tools and content that support their role as a primary relationship owner with enterprise dealer customers
- Create external-facing marketing content for enterprise dealer audiences - including thought leadership, event materials, executive briefing frameworks, and account-based marketing assets
- Lead GTM planning for enterprise-focused product launches and capability releases, ensuring sales teams are equipped to have informed conversations from day one
- Leverage AI tools to scale content production, personalize enterprise marketing outreach, and build smarter sales enablement workflows (including AI-assisted content tagging, search, and recommendation within Seismic/Axle)
- Help enterprise customers understand and articulate the value of AI-powered capabilities within the retail portfolio
- Define and track KPIs that measure sales enablement effectiveness - including content usage, seller engagement, and contribution to pipeline and win rates
- Manage and develop product marketing team members supporting enterprise sales enablement
Requirements
Bachelor's degree in related discipline and 10 years' experience in product marketing, sales enablement, or B2B enterprise marketing. 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 of experience; or 14 years' experience in a related field.
5+ years in a senior marketing leadership role with direct ownership of enterprise or channel sales enablement programs
5+ years of people management experience
Demonstrated experience building and managing sales content ecosystems (Seismic, Highspot, or similar platforms preferred)
Strong track record of developing content and programs that measurably improve seller effectiveness and enterprise pipeline performance
Active and strategic user of AI tools - including AI-assisted content creation, personalization, and enablement workflow optimization
Strong cross-functional collaboration skills; experience partnering with Enterprise Sales, Sales Business Office, and senior business stakeholders
Excellent communication skills - written, verbal, and visual - with an ability to build executive-level materials
Travel: Up to 30% (enterprise customer events, NADA, OEM partner meetings)
Qualifications
PREFERRED
- Prior experience marketing to or through OEM or dealer group audiences preferred; automotive industry knowledge a plus
- Master's degree or MBA preferred
Benefits
The Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company's needs, and its obligations; seven paid holidays throughout the calendar year; and up to 160 hours of paid wellness annually for their own wellness or that of family members.
Employees are also eligible for additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, and parental leave.
Compensation
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.
Benefits
The Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company's needs, and its obligations; seven paid holidays throughout the calendar year; and up to 160 hours of paid wellness annually for their own wellness or that of family members.
Employees are also eligible for additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, and parental leave.
Application Deadline: Wednesday, July 22nd