Role Description The Director of Sales Strategy & Analytics is responsible for leading the analytics, business insights, competitive intelligence, and Sales technology strategy that supports data-informed decision-making across the Sales organization. This position will work from home; occasional planned travel to our Southfield, Michigan office may be required. However, this position is permitted to work at our Southfield, Michigan office if requested by the team member. Outcomes and Activities: - Lead the Sales analytics function, including a team of Sales Analysts supporting regional and enterprise Sales leadership. - Develop and execute the Sales Strategy & Analytics roadmap in alignment with organizational priorities, Sales objectives, and business needs. - Provide strategic insights and recommendations to improve Sales performance, productivity, profitability, and field execution. - Support strategic planning by identifying performance opportunities, risks, trends, and growth levers across the Sales organization. - Deliver executive-level insights and recommendations that support organizational priorities, Sales initiatives, and growth objectives. Performance Reporting and KPI Management: - Monitor regional performance, business trends, and key Sales metrics to evaluate progress against goals and priorities. - Oversee the development and management of Sales dashboards, reports, scorecards, and performance views. - Ensure Sales leaders have access to timely, accurate, and actionable reporting that supports business reviews, market reviews, coaching conversations, and performance decisions. - Partner with Sales Leadership to define, track, and refine key performance indicators that align to business objectives. - Use KPI reporting to identify performance gaps, highlight trends, and support leadership action. - Improve reporting consistency, usability, and adoption across the Sales organization. Profitability and Business Performance Analysis: - Lead analysis that supports improved profitability, resource allocation, market performance, and business outcomes. - Evaluate performance by region, market, dealer segment, product, initiative, or other relevant business dimensions. - Partner with Finance, Sales Leadership, and other stakeholders to connect Sales activity, market performance, and financial outcomes. - Provide insights that help leaders balance growth, productivity, profitability, and execution priorities. - Analyze performance patterns to support decisions in priority markets, underperforming markets, and high-growth markets. Competitive Intelligence and Market Analysis: - Lead competitive intelligence and market analysis efforts to identify opportunities, risks, trends, and business implications. - Partner closely with Product, Marketing, Sales Leadership, and other business partners to ensure market insights are incorporated into planning and decision-making. - Analyze competitive trends, market dynamics, dealer feedback, and business performance to support Sales strategies and field execution. - Translate competitive and market insights into practical recommendations for Sales leaders and cross-functional partners. - Support prioritization of sales plays, market actions, and performance improvement opportunities. Sales Technology Optimization and Enablement Platforms: - Serve as the business owner for Sales enablement technologies and platforms that support Sales execution, reporting, productivity, and field effectiveness. - Drive adoption, optimization, vendor management, and continuous improvement of Sales tools and platforms. - Partner with Sales Enablement, Sales Leadership, Product, Technology, Training & Development, and other stakeholders to ensure tools are aligned to Sales needs and business priorities. - Identify opportunities to improve Sales technology, reporting capabilities, data access, workflow efficiency, and user experience. - Use feedback, usage data, and performance insights to evaluate platform effectiveness and recommend improvements. - Support change management, communication, and readiness efforts related to new or enhanced Sales technologies. Cross-Functional Partnership and Strategic Planning: - Build strong partnerships across Sales, Sales Enablement, Product, Marketing, Finance, Training & Development, Technology, People, and other key stakeholders. - Serve as a trusted partner to Sales leaders by helping translate business needs into analytical insights, strategic recommendations, and execution support. - Support planning processes, business reviews, initiative prioritization, and performance management routines through data and insights. - Partner with cross-functional teams to align reporting, analytics, market intelligence, and technology priorities with broader business objectives. - Communicate complex information clearly and effectively to executive, regional, and field audiences. - Balance immediate business needs with long-term analytics capability, Sales effectiveness, and organizational growth. Organizational Health and Sales Strategy & Analytics Effectiveness: - Continuously evaluate and improve the Sales Strategy & Analytics function using the company’s Organizational Health framework. - Ensure the right team members are in the right roles and are performing at the expected level. - Assess team capacity, workload, and resource allocation to support Sales analytics, reporting, strategy, technology, and business insight priorities. - Ensure work is structured effectively to support Sales priorities, analytical support, strategic planning, technology ownership, and scalable reporting. - Confirm team members understand priorities, deliverables, role expectations, success measures, and execution standards. - Ensure the Sales Strategy & Analytics team has the skills, knowledge, and tools needed to support Sales leaders and business partners effectively. - Provide timely, direct, and consistent feedback; address performance gaps with clear action plans. - Use relevant metrics, stakeholder feedback, reporting adoption, platform usage, and business impact indicators to monitor team effectiveness and analytical value. - Support recognition practices that motivate performance, reinforce desired behaviors, and celebrate impact across the Sales Strategy & Analytics team. - Build trust, engagement, communication, collaboration, and alignment within the team and with key partners. - Identify opportunities to improve analytics tools, reporting processes, data governance, platform usage, technology support, and decision-making capabilities. Leadership and Talent Development: - Lead, develop, and coach a high-performing Sales Strategy & Analytics team. - Set clear expectations for team priorities, deliverables, analytical quality, execution standards, and performance outcomes. - Build team capability in analytics, business intelligence, profitability analysis, competitive intelligence, Sales technology, executive communication, and stakeholder partnership. - Create a culture of ownership, accountability, collaboration, curiosity, and continuous improvement. - Provide timely feedback and ensure team members are positioned to effectively support the Sales organization and cross-functional partners. Measurement and Continuous Improvement: - Establish success measures for Sales analytics, reporting, competitive intelligence, technology adoption, and strategic planning support. - Monitor the effectiveness, usage, and business value of reports, dashboards, insights, tools, and analytical support. - Identify opportunities to improve reporting quality, analytical depth, tool adoption, and decision-making support. - Partner with Sales Leadership and cross-functional teams to evaluate whether insights, tools, and recommendations are driving intended outcomes. - Continuously improve analytics capabilities, reporting processes, technology platforms, and business insight delivery to increase effectiveness, scalability, and measurable value. Qualifications - Bachelor’s degree or equivalent relevant experience. - 8 years of experience in Sales Strategy, Sales Analytics, Revenue Operations, Business Intelligence, Sales Operations, Sales Enablement, Finance, or related disciplines. - Experience leading analytics, reporting, business intelligence, strategy, or performance management functions. - Experience leading, developing, or coaching analytical talent. - Strong analytical, strategic thinking, problem-solving, and business acumen skills. - Demonstrated ability to translate complex data into clear, actionable business recommendations. - Strong understanding of Sales performance, KPI management, reporting, profitability analysis, and business planning. - Experience developing dashboards, scorecards, reporting routines, executive insights, or business review materials. - Ability to use data, reporting, and business insights to identify trends, evaluate performance, and drive action. - Strong communication, executive presentation, influence, and stakeholder management skills. - Experience leading cross-functional initiatives and influencing leaders across the organization. - Ability to manage multiple priorities in a fast-paced, evolving business environment. - Ability to build trust, strengthen partnerships, and influence decisions through data and insights. Requirements - Experience supporting large, distributed, or field-based Sales organizations. - Background in Sales Strategy, Revenue Operations, Sales Operations, Business Intelligence, Sales Enablement, or Sales Effectiveness functions. - Experience supporting complex B2B sales organizations. - Experience with competitive intelligence, market analysis, profitability analysis, or pricing-related business insights. - Familiarity with Sales enablement technologies, CRM platforms, reporting tools, business intelligence platforms, and data visualization tools. - Experience serving as a business owner or key stakeholder for Sales technology platforms, vendor relationships, or tool optimization. - Experience supporting organizational change, sales transformation, go-to-market execution, or strategic planning initiatives. - Strong cross-functional partnership with Sales, Product, Marketing, Finance, Training & Development, Technology, People, or other business partners. - Demonstrated success improving reporting adoption, analytical quality, Sales technology usage, decision-making, or business performance. Benefits - Excellent benefits package that includes 401(K) match, adoption assistance, parental leave, tuition reimbursement, comprehensive medical/dental/vision, and many nonstandard benefits that make us a Great Place to Work.