Director, Digital & Segment Marketing Channel Marketing

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!