Business Development Manager - Automotive F&I

The Friedkin Group•Houston, TX

6d•Hybrid

About The Position

The Business Development Manager (BDM), under the direction of the Director, Dealer Performance, is responsible for driving finance and insurance (F&I) performance, profitability, and product penetration across an assigned portfolio of dealerships within the National Sales Division. The BDM partners closely with dealership leadership to develop and execute strategies that increase the adoption of GSFS products and services, improve dealership performance metrics, and enhance overall F&I profitability. Key areas of focus include increasing product and service market penetration, identifying opportunities to improve sales volume, Product Production Index (PPI), units under management, Vehicle Service Agreement (VSA) penetration, and dealership F&I income, while supporting the successful implementation and management of both new and existing programs. This role is centered on delivering three primary, measurable outcomes: Drive F&I and sales process improvements that contribute to increased vehicle deliveries and overall dealership performance. Foster strong dealership relationships and customer loyalty through ongoing development, coaching, and strategic partnership. Provide innovative programs, products, training, and services that position both our dealer partners and GSFS as leaders in profitability and performance within the automotive industry.

Requirements

Bachelor's degree from an accredited four-year college or university.
5–8 years of relevant experience and/or training, or an equivalent combination of education and experience.
Minimum of 5 years of experience serving as a Sales Manager, Finance Manager, or General Manager within dealership operations.
Demonstrated ability to work independently, manage budgets effectively, and lead teams to achieve financial objectives.
Proficiency in Salesforce, with the ability to maintain accurate records and complete required reporting in a timely manner.
Working knowledge of Financial Services sales menus and dealership management systems (DMS) preferred.
Positive, results-oriented leader who is committed to helping team members and clients exceed their goals while maintaining personal accountability for outcomes.
Excellent verbal and written communication skills.
Strong negotiation and relationship management skills.
Proficiency with business and sales software applications.
Strong planning, organizational, and project management capabilities.
Sound business and financial acumen.
Knowledge of Fixed Operations processes, performance standards, and key performance indicators (KPIs).
Ability to facilitate meetings, drive accountability, and influence positive business outcomes.
Understanding of the factors that motivate Service Advisors and Technicians and drive performance.
Knowledge of business strategy, customer acquisition and retention, leadership challenges, and financial performance metrics.
Proven track record of driving sales growth and achieving business objectives.
Exceptional time management skills with the ability to prioritize competing responsibilities effectively.
Valid driver's license and ability to meet applicable driving requirements.
Must be legally authorized to work in the United States.

Responsibilities

Organize and schedule dealership visits to drive production, employee development, and sales performance through in-store coaching, skills modeling, and income development initiatives. Support dealership commitment to and production of Triton products.
Conduct dealership visits that include meetings with the F&I Department, Service Department, Sales Department, Accounting Department, and Dealer Executive Leadership.
Assist dealership management in establishing sales performance standards and holding personnel accountable for behavioral and performance expectations.
Prepare and distribute a written summary and recap email following each dealership visit to dealership management, the GSFS Director, and Triton Management.
Provide F&I recruiting and interview support as requested.
Utilize dealership reporting tools to assess performance, identify opportunities, and monitor progress toward objectives.
Attend identified Triton meetings, including but not limited to regularly scheduled staff meetings, quarterly business reviews, update sessions, and annual meetings.
Coordinate with the GSFS Training & Development team to deliver additional dealership training and development opportunities within the assigned market.
Analyze and report monthly and quarterly performance metrics and skill development objectives for each dealership in a timely manner.
Build loyalty and strengthen customer relationships by helping dealerships develop and implement solutions that improve sales productivity, volume, and profitability.
Assess dealership needs and effectively communicate recommendations and opportunities to all stakeholders, including Triton National Management, Dealer Group Leadership, and the GSFS Training & Development team.
Develop and communicate recommendations for 90-day dealership development plans utilizing GSFS resources and support.
Model and demonstrate GSFS sales and F&I process best practices within the retail dealership environment.
Inspire growth and development among both new and experienced dealership personnel.
Learn, train, and support the implementation of designated F&I menus, sales processes, and performance reporting platforms.
Maintain a thorough understanding of automotive legal and regulatory requirements and consistently promote ethical and compliant business practices.