New Account Acquisition Lead

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

📋 Description

• Create and implement a regional strategy for acquiring new accounts that aligns with the growth priorities of the Direct Channel and revenue goals.

• Identify and nurture high-potential dealership prospects through market analysis, referrals, networking, industry events, and targeted outreach initiatives.

• Evaluate prospects by examining their strategic alignment, business potential, buyer priorities, decision-making processes, competition, implementation needs, and chances of success.

• Manage the acquisition pipeline, ensure accurate CRM documentation, prioritize opportunities, and deliver forecasts, risk assessments, and updates to the Regional Sales Director.

• Engage in consultative discovery sessions with dealership owners and key decision-makers.

• Formulate customized strategies and value propositions for Protective’s vehicle protection products and dealer solutions.

• Prepare and present presentations, business cases, and solution proposals effectively.

• Establish relationships with senior dealership stakeholders and navigate intricate buying groups.

• Develop negotiation strategies and negotiate pricing, incentives, program structures, service expectations, and contract terms.

• Oversee cross-functional due diligence, solution development, approvals, contracting, onboarding readiness, and resolution of issues.

• Stay informed about Protective’s products, dealer solutions, competitive landscape, market conditions, and regulatory standards.

• Facilitate the transition of newly acquired accounts to the Sales Lead through organized handoffs.

• Monitor the initial performance of accounts and address acquisition-related challenges.

• Share insights on market intelligence, prospect feedback, win/loss analysis, and competitive trends.

• Provide expert guidance to colleagues without direct managerial responsibilities.

⛳️ Requirements

• Bachelor’s degree in Business, Marketing, or a related discipline, or equivalent practical experience.

• Over 7 years of progressive experience in B2B sales or business development.

• Proven track record in managing complex, high-value opportunities and individual revenue or quota responsibilities.

• Demonstrated success in generating, qualifying, and closing new business through consultative selling, solution development, executive engagement, and disciplined pipeline management.

• Experience selling directly to dealership stakeholders.

• Preferred knowledge of dealership economics, F&I sales processes, and dealer participation programs.

• Ability to craft compelling proposals, present to senior decision-makers, manage objections, and negotiate pricing and commercial terms effectively.

• Strong understanding of CRM practices, sales forecasting, opportunity analytics, and data-driven prioritization.

• Capability to coordinate complex pursuits across various internal functions and to guide colleagues without direct supervisory authority.

• Solid business and financial acumen, sound judgment, and the ability to operate within sales governance and compliance frameworks.

• Willingness to travel frequently to prospective dealerships, industry events, field offices, and company meetings.

• Residency in California is required.

🏝️ Benefits

• Comprehensive health, dental, and vision coverage.

• Access to mental health benefits.

• Employee assistance program available.

• Paid time off for employees.

• Paid parental leave offered.

• Short-term disability benefits.

• Cultural observance days included.

• Contributions to healthcare accounts provided.

• Pension plan available.

• 401(k) plan with company matching.

• ProHealth Rewards platform offering cash rewards.