The Director, Digital & Segment Marketing Channel Marketing role is the strategic owner of inventory and segment-based buyer marketing for key growth initiatives at Manheim – including Digital Marketplace, Heavy Trucks, Specialty, and EV. It requires close partnership with senior stakeholders across the business to drive incremental results for defined segments.
This role acts as a strategic advisor and partner to the Digital Marketplace and Physical Marketplace operations leadership, bringing deep analysis of marketplace trends, inventory availability, and buyer preferences to shape long-term segment strategy. It owns the national offsite marketing strategy and executes national campaigns to drive buyer demand generation and re-engagement, partnering with Field Marketing to execute the strategy locally when needed.
Responsibilities include buyer segmentation and targeting, marketplace intelligence, demand generation strategy, go-to-market influence, and cross-functional partnership across buyer-facing marketing teams.
What You’ll Do
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.
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 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.
Who You Are
Minimum:
- 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%
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.
Join the Cox family of businesses and make your mark today!
Drug Testing:
To be employed in this role, you'll need to clear a pre-employment drug test. Cox Automotive does not currently administer a pre-employment drug test for marijuana for this position. However, we are a drug-free workplace, so the possession, use or being under the influence of drugs illegal under federal or state law during work hours, on company property and/or in company vehicles is prohibited.
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.
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.
Applicants must currently be authorized to work in the United States for any employer without current or future sponsorship.
EOE, including disability/vets
