Director, Sales and Marketing Analytics

  About the Team/Role

We are seeking a highly analytical and results-oriented Director of Sales & Marketing Analytics to lead our efforts in data-driven decision-making. This role will be instrumental in providing actionable insights to optimize our sales and marketing strategies, drive revenue growth, and improve overall business performance. The ideal candidate possesses a strong analytical mindset, excellent communication skills, and a proven track record of success in leading analytics initiatives.

This position will work closely with team members to remove friction from segment focused sales and cross sell efforts, so that customers get the solution and value they need faster and our sales & marketing teams can derive more wins. 

This person is an innovative leader with a unique mix of sales & marketing, technical, and business proficiency, adept at developing data-driven holistic strategies to reach business goals. 

How you'll make an impact

• Consolidate and synthesize data and insights across WEX’s lines of business (Over the Road, North American Fleet, Corporate Payments, Health, International). Specific areas of focus will be:

  • Lead-to-Opportunity Conversion rates

  • Sales Revenue Forecasting

  • Sales Pipeline Management and Analytics

  • Sales Rep Performance (KPI’s and other key measurements)

• Partner with Digital, Tech & Marketing on the continued build out of a Salesforce Data Cloud (CDP), centralizing 1st party data, customer interactions, sales CRM data & marketing automation. Leverage the platform for next level reporting, customer comprehension, analytics and action

• Drive the evolution of our Sales/Marketing reporting & dashboards across Health/BenExpress, Fleet/OTR, CPS, Travel. Drive consistent BI output and easy accessibility across all lines of business

• Collaborate with internal clients and external partners to create a vision for how data and technology will be used to power the go-to-market strategy for WEX and its partner clients.

• Lead the use of business data and statistical methods to provide insight into the front end performance, identify areas of opportunity and suggest methods of improvement. 

• Implement analytical approaches and methodologies - lead the interpretation of results.

• Recommend evolutions to and help the orchestration of our 1st, 2nd and 3rd party data collection strategy to improve targeting and cross-sell/upsell. Work with leadership to define data acquisition strategies that ensure prospect database meets desired coverage and quality levels

• Translate data and technology dependencies needed to achieve business strategies working in tandem with fellow leaders to build a prioritized roadmap that will deliver against requirements and vision; including presentation development and delivery, vendor evaluations and recommendations and data flow and architecture design.

• Work with solutions engineers and architects to identify root causes of data flow issues across platforms and recommend solutions

• Develop and implement a comprehensive analytics strategy for sales and marketing, aligning with overall business objectives.

• Oversee the collection, processing, and analysis of data from various sources, including CRM, marketing automation platforms, web analytics, and other relevant systems.

• Develop and maintain key performance indicators (KPIs) to track sales and marketing effectiveness, identify trends, and measure ROI.

• Generate regular reports and dashboards to communicate insights and recommendations to key stakeholders, including executive leadership.

• Collaborate with sales and marketing leadership to identify opportunities for improvement, optimize campaigns, and drive revenue growth.

• Conduct in-depth analysis to understand customer behavior, segmentation, and market trends.

• Development of analytics, dashboards, ROI analyses, KPIs, propensity models, audience profiles to measure and drive effectiveness of sales & marketing initiatives

• Analysis of sales & marketing program requirements for data and conduct gap analysis to determine the status of existing data

• Development and implementation of a data quality strategy to support the development of our prospecting database and any data related initiatives

• Prioritization and road mapping of insights and data management initiatives

• Ongoing coordination with Sales Operations, Product, Finance and IT teams to ensure visibility into changes to data, tools, systems and architecture

• Collaboration with various internal technical partners to efficiently aggregate disparate data sources (BI/BO Data Warehouse, Snowflake, Oracle, Salesforce CRM, Salesforce Marketing Cloud, Salesforce Data Cloud, Adobe Analytics, Adobe Campaign, Google Analytics, Social Media Platforms) for analysis and reporting.

• Build and manage the team of skilled analysts, providing guidance, mentorship, and development opportunities.

• Stay abreast of industry best practices and emerging trends in sales and marketing analytics.

Experience you’ll bring

• 7-10 years’ relevant professional experience, with emphasis in solution development and delivery across sales, marketing, technology, and data

• In-depth expertise on the quickly evolving technology landscape, with subject matter expertise in one or more of the following areas: CDP’s, CRM data management & onboarding, application of 1st/2nd/3rd party data, analytics tools, data architecture, governance and data visualization

• Demonstrated effectiveness in breaking down complex challenges into clear opportunities, especially when communicating on highly technical subject matter

• Ability to provide an articulate point-of-view while speaking with diverse audiences – internally and externally

• The ability to independently lead multiple complex projects

• Analytical mindset with knowledge and passion for sales & marketing, data, and technology

• Outstanding consultative, critical thinking, analytical and communication skills with ability to operate strategically and build effective stakeholder partnerships

• Experience serving as a change agent and influencer helping leaders adopt new approaches to insights and the usage of data and technology

• Strong command of analytical techniques, methodologies and tools to help your team build and administer analytics dashboards and point out key insights in the data

• Familiarity/ experience working with BI and visualization tools such as Tableau, Alteryx, Power BI, Business Objects

• Familiarity/ experience with programming / database querying tools (SQL, SAS, R or Python)

• Understanding of statistics including the ability to explain statistical concepts to the layperson 

• Must have strong leadership, communication, execution, organization, and analytical skills. Ability to create and deliver executive level presentations showcasing insights or strategy clearly and concisely, 

• Must be able to facilitate cross-functional teams, lead and develop department and direct reports, foster a test, measure, learn culture.  

• Be an optimistic and a nice person who channels a “yes, and” attitude, instead of a “well, but”

The base pay range represents the anticipated low and high end of the pay range for this position. Actual pay rates will vary and will be based on various factors, such as your qualifications, skills, competencies, and proficiency for the role. Base pay is one component of WEX's total compensation package. Most sales positions are eligible for commission under the terms of an applicable plan. Non-sales roles are typically eligible for a quarterly or annual bonus based on their role and applicable plan. WEX's comprehensive and market competitive benefits are designed to support your personal and professional well-being. Benefits include health, dental and vision insurances, retirement savings plan, paid time off, health savings account, flexible spending accounts, life insurance, disability insurance, tuition reimbursement, and more. For more information, check out the "About Us" section.Pay Range: $158,000.00 - $210,000.00