Industry Specialist - Heavy Truck Market

CDK Global•Charlotte, NC

6d•Remote

About The Position

The Industry Specialist operates in a “a pre-sale” capacity and/or environment. Creating, managing, and growing business relationships with key layers and players within the various heavy truck segments. Fosters external and Internal cross-functional collaboration. Formulates, implements, and nurtures strategies, specific to the heavy-duty truck industry, with the goal of creating most optimal conditions to the generation and completion of successful sales cycles, as well as actively assisting in the acceleration of existing sales cycles.

Requirements

Bachelor’s Degree or equivalent experience
5-10 years software project, program, and/or engagement management
5+ years external client relationship management with demonstrated ability to grow revenue
Expert in Heavy Duty Truck workflows and experience working with OEMs and Dealerships alike
Hands-on ability to successfully navigate complex business environments
Strong communication, presentation, and organization skills
Excellent analytical skills including the ability to model scenarios and manage to financials
Demonstrated ability to coordinate cross-functional engagement for complex client program success while continuously driving improvement and seeking to reduce complexity
Ability to anticipate and adapt to changing conditions, risks and opportunities
Expert with MS Word, MS Excel, MS Project and Vision

Nice To Haves

Knowledgeable on CDK applications – Preferred, but not required
PMP or other industry certification a plus
Ability to travel 25% - typically once per month

Responsibilities

Build positive momentum, advancing CDK’s position
Explore new opportunities for growth
Collaborate internally to help develop and prioritize product road maps
Develop reference accounts back to OEMs in collaboration with front line sales
Identify existing workflows within CDK’s offering, where affinities exists to fuel growth
Tap existing customers within segment to expand relationships upstream
Share Customer concerns related to specific OEMs through OEM/Dealer councils and otherwise
Maintain and grow integrations with industry specific ISVs
Build and sustain strong relationships with potentially beneficial industry partners
Gather customer insights, and leverage Industry Expertise to identify new opportunities
Facilitate “Truckproofing” of Sales Enablement Consultants by Developing understanding of key industry differences and challenges, as well as coaching on hot buttons, and dos and don’ts
Collaborate with front line & internal sales to capitalize on segment expansion by developing specific segment knowledge. (i.e.: upfitting dealerships challenges in fixed operations differ from that of traditional OEMs)
Assist with new market opportunity meetings and sales calls
Generate new sales lead sources
Manage business relationship and program service delivery tied to the agreed upon statement of work as well as growth to existing program
Organize and run quarterly business updates, weekly program update meetings, and other ad hoc functional client facing engagements
Facilitate presentation, communication, and approval of OEM program invoices
Serve as escalation point as needed to help resolve large range of program related inquiries tied to enrollments, data, reporting, billing, invoicing, product, systems, legal, and contracting
Helps in the negotiation of project resources, deliverables and cost
Identifies new OEM business opportunities with existing clients and facilitates executive level engagements to pursue growth paths for CDK
Enrollment: interface with client and internal contract teams as needed for buy-sells, conversions, terminations, and related internal change administration
Service: works with internal teams to develop, implement and maintain processes and program service levels
Go to Market: serve as program expert to support internal teams with successful pilots, launches, pricing, dealer adoption and communication, implementations, and ongoing support
Product: partner with product & technology teams for new feature development
SOW: manage new SOW and CR development, internal approvals, and execution
Contractual obligations: ensure CDK compliance with client technical requirements