Director, Pricing Strategy

Company

Cox Automotive - USA

Job Family Group

Marketing

Job Profile

Director, Pricing

Management Level

Director

Flexible Work Option

Hybrid - Ability to work remotely part of the week

Travel %

No

Work Shift

Day

Compensation

Compensation includes a base salary in the range of $148,500.00 - $247,500.00. 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

A critical role on the Cox Automotive Pricing Strategy team within the Sales Business Office, the Director of Pricing Strategy develops pricing, packaging, and monetization strategy for the Consumer Solutions portfolio. This portfolio is anchored in Autotrader and Kelley Blue Book listings, with accountability extending to Dealer.com (DDC) and KBB Instant Cash Offer (ICO).

Operating at the intersection of commercial strategy, product economics, and competitive positioning, this leader develops and refines pricing architectures that are both strategically sound and operationally executable. Working in close partnership with leaders across Operations, Finance, Sales, and Product, the Director navigates market realities, technical constraints, and process limitations to translate pricing thought leadership into revenue and EBITDA outcomes. This role serves as a trusted commercial advisor to Business Unit GMs and VP/SVP-level leaders and is a people leader over a team of two.

What You’ll Do 

Pricing Strategy & Monetization

• Own end-to-end monetization and commercial strategy for the Consumer Solutions portfolio: Autotrader/KBB listings, Dealer.com website products, and KBB Instant Cash Offer.
• Develop and maintain pricing architectures – including rate cards, tier structures, discount frameworks, promotion strategies and rebate approaches – that align to each BU’s go-to-market strategy and market position.
• Drive new product monetization for AI-native capabilities, outcome-based pricing models, and emerging product categories as they enter the portfolio.
• Lead pricing analytics, scenario modeling, and market testing to validate pricing hypotheses before full-scale implementation.

Competitive Intelligence & Market Positioning

• Maintain deep fluency in competitive pricing dynamics across the dealer technology ecosystem – including marketplace competitors, website platform competitors and emerging AI/CDP vendors.
• Translate competitive intelligence into actionable pricing responses; counter-positioning strategies, value-based re-pricing and defensive packaging adjustments as required.
• Monitor and interpret OEM program pricing structures and co-op frameworks as they affect Consumer Solutions monetization
• Contribute to enterprise-level commercial strategy initiatives – including cross-BU bundling, ecosystem discount architectures, and “Better Together” packaging constructs in partnership with the broader Pricing Strategy team.

Executive Advisory & Cross-Functional Partnership

• Serve as trusted advisor to VP and SVP-level business unit leaders, developing relationships that position pricing as a strategic capability rather than back-office function
• Drive pricing discussions in executive forums – business reviews, SteerCos, and strategic planning sessions – with data-grounded recommendations and clear ROI/trade-off frameworks
• Proactively surface pricing risks and opportunities to leadership including margin erosion trends, competitive pricing pressure, and monetization gaps in the product portfolio
• Partner with Sales, SBO, Finance, and Product to develop executable pricing strategies aligned to the Solution Group’s GTM strategy.

Leadership & Team Development

• Build and develop a high-performing pricing team spanning the Consumer Solutions portfolio
• Provide direction, coaching, and professional development for direct reports – cultivating pricing talent and analytical capabilities within the organization
• Maintain peer relationships across the business to facilitate effective knowledge sharing and avoid duplication of effort.

What’s in It for You? 

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