Note: The job is a remote job and is open to candidates in USA. Credit Acceptance is a leading provider of used and new car financing across the country, recognized for its award-winning culture. The Director of Sales Strategy & Analytics will lead analytics, business insights, and sales technology strategy to support data-informed decision-making across the Sales organization.
Responsibilities
- 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
- 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
- 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
- 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
- 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
- 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
- Continuously evaluate and improve the Sales Strategy & Analytics function using the company’s Organizational Health framework, including: Right People: Ensure the right team members are in the right roles and are performing at the expected level
- Right Number: Assess team capacity, workload, and resource allocation to support Sales analytics, reporting, strategy, technology, and business insight priorities
- Organizational Design: Ensure work is structured effectively to support Sales priorities, analytical support, strategic planning, technology ownership, and scalable reporting
- Clear Expectations: Confirm team members understand priorities, deliverables, role expectations, success measures, and execution standards
- Training and Development: Ensure the Sales Strategy & Analytics team has the skills, knowledge, and tools needed to support Sales leaders and business partners effectively
- Performance Management: Provide timely, direct, and consistent feedback; address performance gaps with clear action plans
- Measurement: Use relevant metrics, stakeholder feedback, reporting adoption, platform usage, and business impact indicators to monitor team effectiveness and analytical value
- Incentives and Recognition: Support recognition practices that motivate performance, reinforce desired behaviors, and celebrate impact across the Sales Strategy & Analytics team
- Right Environment: Build trust, engagement, communication, collaboration, and alignment within the team and with key partners
- Tools and Processes: Identify opportunities to improve analytics tools, reporting processes, data governance, platform usage, technology support, and decision-making capabilities
- 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
- 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
Skills
- 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
- 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
Company Overview