Manager, Client Development (Auto)

Overview Manager, Client Development (Auto)

As a Client Development Manager at Capital One, you will apply your strategic and analytical skills to create and strengthen relationships in the auto space. You will work with senior leaders to systematically identify and evaluate opportunities to establish, structure, and foster relationships that drive adoption of our products. You'll expand our reach and provide opportunities to proactively engage our partners shaping future developments to deliver a better customer experience. You'll do it all in a collaborative environment that values your insight, encourages you to take on new responsibility, promotes continuous learning, and rewards innovation.

In your role, you will:

• Strategic Account Remediation: Act as the primary owner for high-risk account churn, tasked with independently diagnosing root causes, forming cross-functional "hot house" teams, and negotiating strategic exceptions or service adjustments to retain enterprise revenue.

• Operational Workflow Architecture: Partner directly with clients to identify and map "friction points" in their daily operations—observing how tools (like CRMs) actually function in the field vs. intended design—to provide actionable feedback for the product roadmap.

• Industry Leadership: Architect and facilitate executive-level industry forums (e.g., 20 Groups) to deepen enterprise-level relationships, position Capital One as a thought leader, and create proprietary pipelines for market insights.

• Product Feedback Loop Management: Act as a critical liaison between product pilot teams (e.g., Chat, SMS products) and dealership field staff, facilitating feedback loops that prioritize roadmap enhancements based on real-world adoption and utility. 

• Use strategic and analytical skills on project and product development in order to successfully bring new digital tools and products to the market nationally.

• Manage product research interactions with the field sales associates to help refine the target audience in the development of Capital One projects, programs and products that positively impact the customer/dealer experience.

• Work closely with colleagues across Capital One including: IT, Sales, Operations, Finance and others to identify opportunities to drive improvement in quality, volume, service, and profitability.

• Contribute with Strategy and Execution for important projects and initiatives that help drive our Go-To-Market strategy.

• Coordinate across the line of business to manage and sequence delivery of business intent, build business requirements and execute against the partnership strategy. Oversee multiple projects and programs concurrently.

• Travel up to 50%.

Skills and Competencies:

• Strategic Agility : A "CEO mindset" regarding account ownership. Proven ability to pivot from tactical troubleshooting to long-term strategic planning, ensuring that day-to-day interactions align with broader enterprise goals.

• Operational Empathy: The ability to look beyond the "task" to the "Job-to-be-Done." Expert in identifying "workarounds" (physical paper usage, browser tab switching) that signal where digital tools are failing to meet the customer’s needs.

• Matrix Navigation & Influence: Exceptional skill in navigating internal cross-functional matrix structures (IT, Sales, Ops, Finance) to drive consensus and resource allocation without direct authority over those functions.

• Professional Resilience: The capacity to maintain objective, executive presence during high-friction, high-stress dealer interactions while simultaneously advocating for the dealership and the firm.

• Strategic : proven track record of making holistic assessments of our current state, defining an end state vision, and the audacity to articulate the path to get there. Conceptual thinking skills must be complemented by a strong orientation towards continuous improvement, given the complexity of our execution environment.

• Strong communication, negotiation and influencing skills: Impeccable written and oral communication credentials, coupled with strategic influencing skills and the ability to drive agreement through intellect, interpersonal and negotiation skills.

• Strong judgment, leadership and integrity: be a tenacious decision maker, able to bring a responsible approach to business while in a leadership position guiding execution resources.

• Clear results orientation: focused on achieving both short and long-term goals. Be able to drive and execute an agenda in an uncertain and fluid environment while overseeing multiple projects and programs concurrently.

Basic Qualifications:

• High School Diploma, GED, or equivalent certification

• At least 3 years of experience in the Auto Industry

• At least 3 years of experience in partner management or corporate development
  

Preferred Qualifications:

• Bachelor’s Degree or military experience

• 5+ years of experience working with Senior Executives at OEMs or Captives

• 5+ years of experience in partner management or corporate development

• 2+ years of experience giving sales presentations to clients and senior leaders

At this time, Capital One will not sponsor a new applicant for employment authorization for this position.

The minimum and maximum full-time annual salaries for this role are listed below, by location. Please note that this salary information is solely for candidates hired to perform work within one of these locations, and refers to the amount Capital One is willing to pay at the time of this posting. Salaries for part-time roles will be prorated based upon the agreed upon number of hours to be regularly worked.

Plano, TX: $138,100 - $157,700 for Manager, Client Development

Candidates hired to work in other locations will be subject to the pay range associated with that location, and the actual annualized salary amount offered to any candidate at the time of hire will be reflected solely in the candidate’s offer letter.

This role is also eligible to earn performance based incentive compensation, which may include cash bonus(es) and/or long term incentives (LTI). Incentives could be discretionary or non discretionary depending on the plan.

Capital One offers a comprehensive, competitive, and inclusive set of health, financial and other benefits that support your total well-being. Learn more at the Capital One Careers website . Eligibility varies based on full or part-time status, exempt or non-exempt status, and management level.

This role is expected to accept applications for a minimum of 5 business days.

No agencies please. Capital One is an equal opportunity employer (EOE, including disability/vet) committed to non-discrimination in compliance with applicable federal, state, and local laws. Capital One promotes a drug-free workplace. Capital One will consider for employment qualified applicants with a criminal history in a manner consistent with the requirements of applicable laws regarding criminal background inquiries, including, to the extent applicable, Article 23-A of the New York Correction Law; San Francisco, California Police Code Article 49, Sections 4901-4920; New York City’s Fair Chance Act; Philadelphia’s Fair Criminal Records Screening Act; and other applicable federal, state, and local laws and regulations regarding criminal background inquiries.

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Capital One Financial is made up of several different entities. Please note that any position posted in Canada is for Capital One Canada, any position posted in the United Kingdom is for Capital One Europe and any position posted in the Philippines is for Capital One Philippines Service Corp. (COPSSC).