Director, Digital & Segment Marketing Channel Marketing

Responsibilities

• Marketplace Intelligence & Buyer Strategy - Maintain an ongoing pulse on marketplace inventory, (what’s available to sell today, what’s projected ahead) and translates into targeted buyer outreach, incentives, and campaign timing. - Serve as strategic advisor and partner to Digital Marketplace and Physical Marketplace operations leaders, bringing independent analysis of marketplace trends and buyer behavior to inform business strategy. - Partner with Digital Marketplace leadership to inform go-to-market strategy and segment prioritization, translating buyer and marketplace intelligence into decisions that shape the roadmap. - Build and maintain a deep understanding of the digital buyer base, such as behavior, franchise vs. independent profile, churn and win-back patterns, to inform targeting, messaging, and segmentation decisions. - Monitor the competitive wholesale digital landscape and the broader industry, including buyer volumes, share shifts, regional concentration, and competitor positioning, to surface potential challenges and opportunities. - Through deep buyer analysis, identify potential gaps in buyer acquisition and coverage, including net-new buyer opportunities in emerging segments such as EV and Heavy Truck. Partner with stakeholders to scope solutions. - Maintain a long-term perspective on segment strategy formulation as the digital marketplace evolves, leading the development of new buyer-segmentation and demand-generation approaches with potential for broader application across the business. - Serve as a recognized expert on Manheim’s digital buyers, the industry, and the competitive landscape, advising leadership on how to outperform competitors and capture demand. Cross-Functional Partnership - Partner with Product Marketing, Field Marketing, and Key Account Marketing to align buyer-facing outreach under one coherent strategic point of view. - Act as primary point of contact for internal stakeholders, including senior and executive leadership, on digital buyer and segment marketing strategy. Data-Driven Recommendations & Performance - Translate marketplace and buyer data into strategic recommendations for business unit leaders. - Establish and monitor KPIs tied to buyer engagement, conversion, and re-engagement, connecting outcomes back to inventory and revenue impact. - Develop business cases for new segment investment (e.g., EV, Heavy Truck) based on marketplace and buyer data trends. Offsite Strategy and National Campaign Execution - Own the national offsite marketing strategy for the digital buyer marketplace and execute national campaigns to drive demand generation and re-engagement. - Align national campaign timing, messaging, and incentive strategy with anticipated inventory flow, ensuring the right buyers are reached when supply is available. - Partner with Product Marketing to develop campaigns to bring new buyers into the marketplace, including potential campaigns to re-engage lapsed or at-risk buyers. - Define an “outside-the-gate” strategy that equips field marketing teams to execute buyer engagement locally, as needed.

Requirements

• Bachelor’s degree in related discipline and 10 years’ of progressive experience in B2B or marketplace marketing, with a focus on demand generation, buyer/customer segmentation, or digital marketing strategy . 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.
• Demonstrated ownership of strategy, budgeting, and accountability toward KPIs.
• Demonstrated experience acting as a strategic advisor to senior business stakeholders — translating marketplace and buyer data into long-term strategic recommendations, not only campaign plans.
• Strong analytical mindset with proven ability to interpret marketplace and buyer behavior data and translate it into segmentation and targeting strategy.
• Experience designing and running demand generation, lifecycle, and win-back campaigns.
• Excellent presentation and communication skills for executive-level stakeholder interactions.
• Experience effectively partnering cross-functionally without direct authority.
• Travel: 15%
• - Travel 15%

Preferred

• MBA preferred.
• Automotive, auction, wholesale marketplace, or B2B marketplace experience.
• Experience in or exposure to EV, specialty vehicle, or heavy truck market segments.
• Experience partnering with regional/field teams to localize national strategy.

Benefits

• Here’s a sneak peek at the benefits you could experience as a Cox employee: - A competitive salary and top-notch bonus/incentive plans. - Exceptional work-life balance, flexible time-off policies and accommodating work schedules. - Comprehensive healthcare, with multiple options for individuals and families. - Generous 401(k) retirement plans with company match. - Professional development and continuing education opportunities. - Inclusive parental leave policies, plus comprehensive fertility coverage and adoption assistance. - Extra perks like pet insurance, employee discounts and much more.