Business Development Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of acquiring new dealers within the designated territory.

• Manage the complete sales process from prospecting and qualification to presentation, negotiation, and closing.

• Develop and sustain a robust pipeline with clear expectations for coverage, opportunity creation, stage advancement, conversion, and revenue generation.

• Conduct daily prospecting through outbound calls, executive outreach, field visits, referrals, networking, and targeted conquest initiatives.

• Create territory and account plans that identify priority prospects, whitespace opportunities, competitive displacement targets, and revenue pathways.

• Build relationships with dealership owners, executives, general managers, sales leadership, F&I, fixed operations, and other key decision-makers.

• Deliver value-based selling strategies that highlight dealer economics, operational impact, customer retention benefits, and quantifiable ROI.

• Position LoJack and relevant Solera solutions in comparison to competitive offerings.

• Collaborate with sales leadership, solution advisors, product teams, implementation, operations, and customer success to advance and finalize opportunities.

• Discover opportunities to deepen customer relationships across the Solera ecosystem.

• Set up regular business review meetings to strengthen partnerships, identify growth opportunities, and support retention efforts.

• Keep accurate forecasts and maintain updates in Salesforce CRM.

• Achieve or surpass activity, pipeline, productivity, and revenue objectives.

• Participate in customer, partner, and internal status meetings.

• Work together on customer requirements, integrations, certifications, and strategic initiatives.

• Maintain a comprehensive understanding of the automotive industry, dealer operations, competitive landscape, technological trends, and customer needs.

• Pursue, create a pipeline, acquire customers, finalize business deals, and ensure sustainable revenue growth.

⛳️ Requirements

• Bachelor’s degree or equivalent professional experience.

• Over 5 years of proven success in sales or business development.

• Demonstrated history of surpassing quota and achieving measurable new business revenue targets.

• Expertise in conquest selling and acquiring net-new customers.

• Strong record in identifying, cultivating, negotiating, and closing sales opportunities.

• Ability to independently source opportunities instead of relying mainly on inbound leads.

• Consistent capability to build a pipeline and convert opportunities into revenue.

• Strong discipline in territory management, forecasting, and pipeline management.

• Preferred experience in selling to dealership operators, ownership groups, or senior executive decision-makers.

• Background in the automotive industry, including familiarity with dealership technologies such as CRM, DMS, F&I, inventory, telematics, or related solutions.

• Effective presenter and communicator with a strong executive presence.

• Exceptional negotiation and closing skills.

• Excellent active listening, discovery, presentation, and consultative selling abilities.

• Proven Challenger-style selling capabilities.

• Ability to comprehend customer business models, identify underlying challenges, and link solutions to measurable business outcomes.

• Strong organizational, project management, and multitasking skills.

• Experience collaborating across multiple departments.

• Competitive, resilient, self-motivated, and highly accountable.

• Strong work ethic, integrity, and personal accountability.

• Comfortable working in a high-performance, metrics-driven sales environment.

• Ability to operate independently, create urgency, solve problems, and deliver results with minimal supervision.

🏝️ Benefits

• Competitive benefits package.

• Opportunity for career advancement and professional development.