Strategic Account Director - OEM Business
Affinitiv · Detroit
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Affinitiv is the largest provider of end-to-end, data-driven marketing and software solutions exclusively focused on the automotive customer lifecycle. Backed by 20+ years of automotive and marketing expertise, we pride ourselves on being the go-to experts in the industry. Not only do we work with over 6,500 dealerships and every major manufacturer in the country, we’re well-versed in OEM standards and the intricacies of a dealership or group’s local business.
Position Summary
The Strategic Account Director – OEM Business is responsible for developing, managing, and growing strategic relationships with automotive Original Equipment Manufacturers (OEMs). This senior-level role serves as a trusted advisor to OEM partners, aligning Affinitiv’s marketing technology, customer engagement, CRM, digital marketing, and data-driven solutions with OEM business objectives to drive measurable results across the OEM and dealer network.
The ideal candidate brings 10+ years of direct experience working with automotive OEMs and a deep understanding of the automotive retail ecosystem, including OEM corporate and regional/zone organizations, dealer networks, digital marketing programs, customer experience initiatives, and automotive technology providers.
The successful candidate will combine extensive automotive industry expertise with consultative sales, executive relationship management, strategic planning, and business development capabilities. Familiarity with key automotive industry partners and platforms, including Shift Digital and J.D. Power, is highly valued.
Key Responsibilities
Strategic OEM Account Management
- Develop and execute comprehensive strategic account plans for assigned OEM partners.
- Build and maintain trusted relationships with executive and senior-level stakeholders across OEM corporate, regional, and field organizations.
- Serve as a senior strategic point of contact and trusted advisor for assigned OEM accounts.
- Maintain a deep understanding of each OEM’s business objectives, retail strategies, dealer initiatives, customer experience priorities, and digital transformation efforts.
- Navigate complex OEM organizational structures and effectively engage multiple stakeholders and decision-makers.
- Drive customer satisfaction, retention, account growth, and long-term strategic partnership development.
Business Development & Growth
- Identify and develop opportunities to expand Affinitiv solutions across existing and prospective OEM programs.
- Translate OEM business challenges into strategic solutions leveraging Affinitiv’s marketing technology, CRM, customer engagement, data, and digital capabilities.
- Lead executive-level solution presentations, strategic planning sessions, business reviews, and program discussions.
- Develop proposals, business cases, pricing strategies, and contract renewal recommendations.
- Identify opportunities to expand programs across OEM dealer networks, regions, brands, and business units.
- Collaborate with leadership to achieve annual revenue, retention, and growth objectives.
OEM Digital & Automotive Retail Strategy
- Provide strategic guidance regarding automotive digital retail, dealer marketing, CRM, customer lifecycle management, retention, and customer experience.
- Maintain a strong understanding of OEM digital marketing programs, dealer digital ecosystems, lead management, performance measurement, and vendor integration.
- Demonstrate familiarity with automotive industry platforms, data providers, and strategic partners, including Shift Digital and J.D. Power.
- Understand how OEM corporate initiatives translate into regional/zone and dealer-level execution.
- Apply industry benchmarks, market intelligence, and performance data to identify opportunities and develop strategic recommendations for OEM clients.
Cross-Functional Leadership
- Partner with Product, Marketing, Operations, Customer Success, Analytics, Technology, and Implementation teams to deliver successful OEM programs.
- Coordinate internal resources to support OEM initiatives, program launches, integrations, and strategic priorities.
- Translate client objectives into clear internal requirements and action plans.
- Advocate for client needs while balancing Affinitiv’s strategic, operational, and product priorities.
- Provide internal leadership and automotive industry perspective to help shape solutions for OEM clients.
Executive Relationship Management
- Develop relationships across multiple levels of OEM organizations, including senior executives and key program stakeholders.
- Lead and facilitate Quarterly Business Reviews (QBRs), executive business reviews, and strategic planning sessions.
- Present performance metrics, industry insights, program results, and strategic recommendations to executive audiences.
- Build credibility as a strategic advisor through automotive industry expertise, business acumen, and consultative guidance.
- Proactively identify emerging client needs, risks, and opportunities.
Industry Expertise
- Maintain deep knowledge of automotive retail, OEM strategy, dealer operations, digital marketing, CRM, customer experience, and emerging automotive technologies.
- Stay informed about changes in OEM digital programs, dealer marketing strategies, customer engagement models, and automotive technology.
- Monitor competitive activity, industry benchmarks, and market developments to identify strategic opportunities.
- Maintain awareness of major automotive data, technology, and digital ecosystem providers, including Shift Digital and J.D. Power.
- Represent Affinitiv at automotive industry conferences, OEM meetings, dealer meetings, and strategic partner events.
Forecasting & Reporting
- Maintain accurate revenue forecasts, opportunity pipelines, and account plans within CRM.
- Track account revenue, program performance, account health, retention risks, and expansion opportunities.
- Develop executive-level reporting and business updates for Affinitiv leadership.
- Maintain clear visibility into upcoming OEM initiatives, renewals, RFPs, and potential growth opportunities.
Qualifications
Required
- Bachelor’s degree in Business, Marketing, Communications, or a related field, or equivalent professional experience.
- 10+ years of professional experience working directly with automotive OEMs, including OEM account management, strategic partnerships, enterprise sales, digital marketing, automotive technology, consulting, or related disciplines.
- Demonstrated understanding of OEM corporate, regional/zone, and dealer network structures and operations.
- Proven experience developing and managing senior and executive-level OEM relationships.
- Demonstrated success managing large, complex automotive accounts and multi-stakeholder engagements.
- Strong understanding of automotive retail, dealer operations, digital marketing, CRM, customer engagement, and performance measurement.
- Experience developing and presenting strategic recommendations, business reviews, and performance results to executive audiences.
- Proven ability to navigate complex sales cycles, contract negotiations, renewals, and enterprise-level business development opportunities.
- Excellent communication, presentation, negotiation, and executive relationship-management skills.
- Ability to travel approximately 30–50%.
Preferred
- Experience developing, managing, or supporting OEM-sponsored dealer marketing, digital, CRM, customer engagement, or retention programs.
- Direct experience working with OEM corporate and regional/zone teams.
- Familiarity with Shift Digital, including its role within OEM and dealer digital marketing programs and ecosystems.
- Familiarity with J.D. Power, including automotive data, analytics, consumer insights, and industry benchmarking.
- Experience working with other automotive technology, data, digital marketing, or customer experience platforms.
- Experience with Salesforce or similar enterprise CRM platforms.
- Experience with SaaS, marketing technology, data-driven marketing, or automotive technology solutions.
Core Competencies
- Executive Presence
- Automotive OEM Expertise
- Strategic Thinking
- Consultative Selling
- Executive Relationship Management
- Customer-Centric Leadership
- Business Acumen
- Communication & Presentation
- Negotiation & Influence
- Cross-Functional Leadership
- Strategic Account Planning
- Data-Driven Decision Making
- Problem Solving
- Revenue Growth & Business Development
Success Measures
During the first 12 months, the Strategic Account Director will:
- Establish strong, credible relationships with key stakeholders across assigned OEM accounts.
- Develop comprehensive strategic account plans identifying priorities, risks, stakeholders, and growth opportunities.
- Grow assigned OEM account revenue and achieve or exceed annual sales and retention targets.
- Maintain high levels of customer satisfaction and executive engagement.
- Successfully lead executive business reviews and Quarterly Business Reviews.
- Identify and develop new OEM program and expansion opportunities.
- Expand Affinitiv’s footprint across existing OEM relationships and dealer networks.
- Deliver strategic recommendations supported by performance data, automotive industry insights, and market intelligence.
- Strengthen cross-functional collaboration to deliver exceptional OEM and dealer outcomes.
Work from Here
At Affinitiv, we have the best of both worlds. Our team members have embraced remote work and our Work from Here program allows for remote working and the utmost flexibility while keeping in person collaborating thriving in a safe work environment. Our Work from Here approach gives team members a choice to work on campus or remote, leaders can hold in person or virtual team meetings to collaborate and cultivate relationships.
Affinitiv knows you have interests outside of work, which is why we offer a comprehensive benefits package that includes medical, dental, vision and 401K effective day 1 just to name a few. We also offer generous PTO so you can enjoy off time with family and friends.
At Affinitiv, we celebrate diversity, equality, and an inclusive environment.
Affinitiv is committed to providing an environment of mutual respect where equal employment opportunities are extended to all employees and applicants for employment. We prohibit discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.
All aspects of employment are decided on the basis of qualifications, competence, merit, and business needs. Affinitiv is proud to be an equal opportunity employer.