Client Relationship Executive, Automotive/Captive Finance

Business Development & Sales | CLIENTS, INDUSTRIES & INSIGHTS
Same job available in 37 locations

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Position Summary

Deloitte Services LP is seeking high performing candidates to pursue strategic relationships at our largest and most sophisticated Captive Finance industry accounts. Candidates should have an entrepreneurial spirit, relevant industry experience within Financial Services, strong relationship management skills and a proven track record in selling professional services. In this role, candidates will focus on one to three specific clients and have responsibility for relationship management and business development at those designated clients for the wide range of services offered by Deloitte's US subsidiaries.

The Client Relationship Executive (CRE) is responsible for building the relationship between Deloitte and the client, helping to market Deloitte's services and capabilities to the client, and the strategic planning and penetration of all areas within the client's organization. The role involves:

  • Driving targeted campaigns across the breadth of a client's business units and functions
  • Developing strategic and tactical plans to generate revenue
  • Build and maintain relationships with key executives to generate and develop ideas, pursue opportunities, and close sales
  • Identifying and influencing key decision-makers at all levels within the client organization
  • Assisting the account team with qualifying, pursuing and closing opportunities
  • Playing a leadership role in pursuits and an oversight role in the development of proposals
  • Identifying and developing unique programming that helps reinforce Deloitte’s partnership with clients, including alignment of core values and supports client stakeholder career growth plans
  • Supporting and mentoring junior members of the Deloitte team in the art of relationship development
  • Supporting development of community and non-profit connections between the client, Deloitte and the broader community
  • Building connections with the global Deloitte teams supporting the client and helping enable Deloitte to serve its client teams globally
  • Coordinating the efforts of Deloitte's cross-disciplinary teams during the sales process
  • Working closely with Deloitte's Lead Client Service Partner (LCSP) to ensure that the client business and financial plan is developed, monitored and that sales processes are consistently executed across the account


The ideal candidate will have a significant level of relationship and business development experience within Retail Financial Services, and a proven track record in selling professional services. The candidate will understand how to develop an integrated marketing plan that targets sophisticated captive finance organizations and their service needs. The candidate should have a sound understanding of the professional service delivery process and ideally will have experience delivering engagements at some point within their career. The typical candidate will have 10-15 years of experience within the FSI marketplace.

Required Qualifications:

  • 10+ years’ experience as a named account relationship and/or business development manager serving Fortune 500 clients within the Financial Services Industry marketplace.
  • Previous experience delivering a breadth of consulting and advisory services to Financial Services
  • Strong professional services sales management knowledge and experience.
  • In-depth understanding of the Financial Services, Retail Lending industry.
  • Fluency in key sector domains, especially areas of increased client prioritization including but not limited to: Captive Finance, Corporate Social Responsibility and DE&I, Risk & Regulatory, Tax Digital Transformation, Mobility Services, Customer Agenda, and Cloud
  • Strong global, cross-business teaming skills
  • Proven ability to develop and secure relationships at all levels within a client organization.
  • Strong focus on diversity, equity and inclusion initiatives, including career retention and advancement
  • Experience in relationship building that increases account penetration and leads to increased revenue opportunities with new and existing clients.
  • Demonstrable ability to leverage pre-existing network of clients or contacts in the marketplace
  • Ability to foster connections between and among diverse sets of clients or contacts
  • Ability to work in a collaborative and diverse team environment
  • Success in playing a leading role within an account team framework (i.e., working effectively with Lead Client Service Partners, Service Line/Industry leaders, practitioners, and other business development professionals).
  • Ability to influence and lead cross-functional teams in client pursuits
  • Poise, executive presence, and high articulacy. A strong background in crafting and delivering proposals is also a requirement.
  • Bachelor's degree required, MBA is desirable
  • Limited immigration sponsorship may be available
  • Ability to travel 20-60%, on average, based on the work you do and the clients and industries/sectors you serve

The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Deloitte, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $153,110 - $314,390.

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Our people and culture

Our diverse, equitable, and inclusive culture empowers our people to be who they are, contribute their unique perspectives, and make a difference individually and collectively. It enables us to leverage different ideas and perspectives, and bring more creativity and innovation to help solve our client most complex challenges. This makes Deloitte one of the most rewarding places to work. Learn more about our inclusive culture.

Professional development

From entry-level employees to senior leaders, we believe there’s always room to learn. We offer opportunities to build new skills, take on leadership opportunities and connect and grow through mentorship. From on-the-job learning experiences to formal development programs, our professionals have a variety of opportunities to continue to grow throughout their career.


As used in this posting, "Deloitte" means Deloitte Services LP, a subsidiary of Deloitte LLP. Please see www.deloitte.com/us/about for a detailed description of the legal structure of Deloitte LLP and its subsidiaries.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.

We will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, where applicable. See notices of various ban-the-box laws where available.

Requisition code: 134242

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