Business Development Manager

Solera

26d

About The Position

The Business Development Manager is responsible for acquiring new dealership and dealer-group customers in an assigned territory and producing sustainable revenue growth. This is a production-oriented sales role focused on self-sourced prospecting, disciplined pipeline development, opportunity progression, accurate forecasting, and closing new business. The manager owns the full sales cycle and builds relationships with dealership owners, executives, general managers, sales leaders, F&I, fixed operations, and other decision makers. The role involves presenting value-based solutions, positioning LoJack and applicable Solera offerings against competitors, and working with internal teams to advance opportunities and support customer acquisition, implementation, and ongoing success. The manager also identifies opportunities to expand dealer relationships across Solera’s broader portfolio. Success is measured by activity, pipeline health, conversion, forecast accuracy, new-customer acquisition, quota attainment, and revenue results.

Requirements

Bachelor’s degree or equivalent professional experience.
At least 5 years of successful sales or business-development experience.
Proven history of exceeding quota and measurable new-business revenue targets.
Demonstrated expertise in conquest selling and net-new customer acquisition.
Strong track record of identifying, developing, negotiating, and closing sales opportunities.
Ability to self-source opportunities rather than relying primarily on inbound leads.
Ability to consistently build pipeline and convert opportunities into revenue.
Strong territory-management, forecasting, and pipeline-management discipline.
Automotive industry experience, including familiarity with dealership technology such as CRM, DMS, F&I, inventory, telematics, or related solutions.
Strong presentation and communication skills, including executive presence.
Strong negotiation and closing capabilities.
Excellent active-listening, discovery, presentation, and consultative-selling skills.
Demonstrated Challenger-style selling capabilities.
Ability to understand customer business models, identify underlying challenges, and connect solutions to measurable business outcomes.
Strong organizational, project-management, multitasking, and workplace-efficiency skills.
Experience collaborating across departments to support customer acquisition, implementation, and ongoing support.
Competitive, resilient, self-motivated, and highly accountable.
Strong work ethic, integrity, and personal ownership.
Comfort operating in a high-performance, metrics-driven sales environment.
Ability to work independently, create urgency, solve problems, and deliver results with limited oversight.

Nice To Haves

Automotive technology, SaaS, or software sales experience.
Experience selling to dealership operators, ownership groups, or senior executive decision makers.

Responsibilities

Identify, penetrate, and close new dealership and dealer-group opportunities within the assigned territory.
Own the full sales cycle, from prospecting and qualification through solution presentation, negotiation, and closing.
Build and maintain a healthy pipeline and manage opportunity creation, coverage, stage progression, conversion, and revenue production.
Conduct daily outbound prospecting through calls, executive outreach, field visits, referrals, networking, and targeted conquest activity.
Develop territory and account plans covering priority prospects, whitespace, competitive displacement, and paths to revenue.
Build relationships with dealership owners, executive leadership, general managers, sales leadership, F&I, fixed operations, and other decision makers.
Present value-based sales strategies that communicate dealer economics, operational impact, customer-retention benefits, and measurable ROI.
Position LoJack and applicable Solera solutions against competitive offerings.
Partner with sales leadership, solution advisors, product, implementation, operations, and customer success to advance and close high-value opportunities.
Identify opportunities to expand customer relationships across the Solera ecosystem and coordinate introductions to relevant solutions.
Establish customer business-review cadences to strengthen relationships, identify growth opportunities, and support retention.
Maintain accurate forecasts and Salesforce records, including next steps, close dates, decision makers, deal strategy, and opportunity progression.
Meet or exceed daily, weekly, monthly, quarterly, and annual activity, pipeline, productivity, and revenue targets.
Take ownership and act with urgency throughout the sales cycle, proactively removing obstacles and advancing opportunities.
Inspect performance against goals and adjust activity, strategy, or execution when results fall below expectations.
Attend necessary customer, partner, and internal status meetings.
Collaborate with product management and other internal teams on customer requirements, integrations, certifications, and strategic initiatives when appropriate.
Maintain knowledge of automotive industry conditions, dealership operations, competitive dynamics, technology trends, performance indicators, and customer needs.
Continue learning about the industry, customers, competitors, and Solera’s broader portfolio.