Commercial Analytics Director

Overview

This role leads the organization’s commercial analytics function, converting data into decisions that drive revenue, strengthen customer relationships, and improve operational performance across physical and digital channels.

A major part of the position is customer-facing, working with Commercial Solutions and Sales to create custom, account-level analyses showing existing and prospective commercial customers how remarketing vehicles upstream or downstream with the organization support their key performance indicators (KPIs). Familiarity with the automotive wholesale and remarketing industry is a plus.

Responsibilities

Analytics Leadership & BI Strategy

• Define and own the commercial analytics and business-intelligence strategy, aligning the analytics and BI roadmap with growth objectives.
• Establish best practices for analytics, reporting, data visualization, and data governance across commercial functions.
• Partner with executive leadership to define KPIs and executive dashboards that guide strategic decisions.
• Drive automation and scalability in reporting to reduce manual effort and improve time-to-insight.
• Manage departmental priorities, budgets, and vendor relationships; foster a culture of curiosity and continuous improvement.

Commercial Account Reporting & Business Development Analytics

• Own recurring performance reporting for commercial accounts across dealer, fleet, financial-institution, rental, OEM, and commercial-consignor segments.
• Partner with Commercial Solutions and Sales to run custom, account-level analyses that quantify the value delivered to each customer.
• Present to existing and prospective commercial customers how remarketing vehicles upstream or downstream support their KPIs, including:
  • Days-to-sale and net proceeds/price retention
  • Transportation and reconditioning costs
  • Channel mix
• Translate findings into executive-ready and customer-ready materials supporting business development, renewals, and account expansion.
• Develop customer segmentation and lifetime-value views to identify high-value accounts and growth opportunities.

Remarketing Center Operations — KPIs & Dashboards

• Establish and own KPI dashboards for Remarketing Center Operations, providing leadership visibility into throughput, cycle time, inspection and condition quality, inventory flow, and cost-to-process.
• Partner with operations leadership to define metrics, targets, and reporting cadences.
• Identify bottlenecks and improvement opportunities that increase operational efficiency and vehicle liquidity.

Revenue, Pricing & Margin Analytics

• Analyze auction pricing, buyer demand, conversion rates, and vehicle performance to support revenue growth.
• Support pricing analytics across auction fees, digital services, transportation, reconditioning, and ancillary products, including elasticity and profitability considerations.
• Monitor gross margin, revenue mix, and profitability across customer segments.

Advanced Analytics & Statistical Modeling

• Apply statistical methods and, where appropriate, machine learning to improve commercial performance.
• Develop predictive and segmentation models including:
  • Customer retention and churn
  • Revenue and demand forecasting
  • Vehicle pricing optimization
  • Inventory and buyer-propensity modeling
  • Sales opportunity scoring
• Ensure models are built, validated, and communicated with quantitative rigor and clear judgment.

Cross-Functional Partnership

• Finance: support budgeting, forecasting, and profitability analysis.
• Sales & Commercial Solutions: measure territory and pipeline performance, acquisition, retention, and account growth.
• Marketing: evaluate campaign performance and customer-acquisition costs.
• Operations & Digital Product: improve auction efficiency, inventory flow, and marketplace optimization.

Requirements

Required

• Bachelor’s degree in a quantitative discipline (Statistics, Mathematics, Economics, Data Analytics, Finance, or a related field).
• 10+ years in commercial analytics, business intelligence, revenue/strategy analytics, or a closely related field.
• 5+ years leading and developing analytics teams.
• Strong foundation in applied statistics and quantitative methods (e.g., regression, forecasting, segmentation, experimentation, and statistical inference).
• Advanced SQL experience working directly in relational and/or cloud databases and data models.
• Proven ability to design and build executive-grade KPI dashboards in BI platforms such as Power BI, Tableau, or Looker.
• Director-level experience leveraging large language model (LLM) tools (such as Claude) to develop an industry-leading suite of analytics and business-intelligence tools.
• Strong financial and quantitative modeling skills.
• Track record partnering with sales, pricing, or commercial organizations and presenting to executive leadership.
• Ability to translate complex analysis into clear narratives for executive and customer audiences.

Preferred

• Master’s degree (MBA, Analytics, Data Science, Statistics, Economics, or a related field).
• Experience in automotive, wholesale vehicle auctions, remarketing, fleet management, mobility, retail automotive, or marketplace businesses.
• Proficiency in Python or R for advanced analytics.
• Familiarity with cloud data platforms such as Snowflake, Azure, AWS, or Google Cloud.
• Experience with CRM platforms (Salesforce preferred).

Compensation & Benefits

• Compensation: The compensation range for this position is listed in the “Job Details” section at the bottom of this posting. Final compensation will be determined based on relevant experience, skill set, location, business needs, market demands, and other factors as permitted by law.

Benefits include:

• Multiple medical plans including a high deductible, low cost health plan
• Company-sponsored (paid) Short-Term Disability, Long-Term Disability, and Life Insurance
• Optional benefits such as Dental, Vision, Supplemental Life/AD&D, Legal/ID Protection, and Accident and Critical Illness Insurance
• Generous paid time off, including:
  • Uncapped vacation days
  • The greater of 3 paid sick days or in accordance with the applicable state or local paid sick leave law
  • 6 paid company holidays
  • 2 floating holidays
  • Parental leave, bereavement leave, jury duty leave, voting leave, and other forms of paid leave as required by applicable law or regulation
• Employee Stock Purchase Program with additional opportunities to earn stock
• Retirement planning through the Company’s 401(k)

Location

• No immigration or work visa sponsorship is provided for this position.