Director of Sales, OEM

CDK Global•Las Vegas, NV

10d•$170,000 - $200,000•Remote

About The Position

CDK Global is the leader in providing integrated technology solutions to automotive dealerships world-wide and is looking for a Director of Sales (DOS) for our OEM business team. The DOS is responsible for developing, managing, and executing strategic Account plans for assigned book of OEM business. This includes proactively selling CDK solutions that drive direct OEM revenue as well as overseeing success of OEM-governed dealer programs. The DOS carries direct OEM revenue responsibility as well as indirect dealer penetration objectives. Is responsible for developing strong executive-level OEM client relationships, influential dealer networks, and internal CDK partnerships. Leads a direct and indirect team responsible for executing OEM business initiatives that are aligned with CDK strategic priorities and sales objectives. Must be able a highly accountable sales leader with the ability to build effective teams, drive large-scale enterprise sales initiatives, and run account teams overseeing complex multi-component programs, all optimized against business resource priorities to exceed targets. Serves as voice of OEM into the organization, helping CDK product leaders identify priorities to drive growth through retaining and growing our dealer penetration.

Requirements

8+ years direct experience selling to executive level OEM decision makers.
3-5 years leading successful sales and account management teams.
Automotive technology expertise with an understanding of dynamics between OEMs and retailers required.
Knowledge of OEM governed dealer programs, incentives, and requirements.
Strong technology aptitude with understanding of product planning and development cycles.
Proven ability to use data and insights to manage client expectations, sell solutions, continuously demonstrate value.
Ability to manage large and complex contract negotiations, SOW development, and financial performance tracking.
Must be open to regular field travel and in-person presence at OEM clients.

Responsibilities

Build OEM account plans and corresponding team objectives needed to achieve annual objectives.
Establish and maintain executive level OEM relationships that enable CDK to bring new strategies to the table, effectively negotiate OEM requirements that are aligned with CDK strategies and ensure strong positioning in OEM-governed dealer programs.
Maintain strong expert knowledge of CDK technology stack and market solutions, the automotive retail landscape, and assigned OEM client priority initiatives. Use this to lead 1-1 client meetings, speak at industry events, and be a voice back into CDK.
Work closely with product and marketing teams to align around OEM focused sales priorities to include selling new solutions, collecting client input and feedback, and managing client expectations.
Partner with dealer sales organization to ensure enablement and successful penetration of OEM dealer programs. Includes co-selling and troubleshooting as needed. Use data, dashboards, and insights to raise awareness and to facilitate continuous improvement.
Cultivate strong network of influential dealers aligned with your assigned OEMs and partner with these dealers to influence OEM decision making.
Oversee the success of complex OEM dealer programs to include maintaining existing certifications, growing certifications when there is alignment with CDK priorities, driving internal prioritization, and negotiating terms with OEMs. Leverage OEM support and influence to help CDK win greater dealer penetration.
Serve as escalation point for dealers and OEMs and ensure resolutions are achieved across cross-functional CDK teams.
Build business cases, gain internal support and input, and successfully negotiate all terms with client. Partner with executive leadership as needed to navigate large-scale internal and external negotiations.
Develop and maintain strong partnerships across CDK organization, ensuring strong working collaboration to achieve OEM program success. This includes commercial, finance, legal, operations, and product & engineering teams.