Regional Manager, Business Development

Caliber Collision•CSCS VA, SC

About The Position

The Business Development Manager ("Hunter") identifies, pursues, and closes new national and multi-location accounts to drive revenue growth across Caliber’s lines of business. The role develops and executes a strategic prospecting plan, engages executive-level decision makers, and positions Caliber as the preferred partner through consultative, value-based selling. The position leads complex sales cycles from initial outreach through contract execution, aligning client needs with Caliber’s capabilities and operational consistency. Success requires disciplined pipeline management, the ability to navigate multi-stakeholder organizations, and close partnership with Operations and internal support teams to ensure sales commitments can be delivered at scale. The role requires travel as needed for client meetings, onsite presentations, and industry events, typically 50% to 80% depending on territory and target account footprint.

Requirements

8+ years of B2B sales experience with proven success closing complex, multi-location or national accounts.
Demonstrated ability to build a pipeline from scratch through outbound prospecting and relationship development.
Proven track record of meeting or exceeding new business targets, including revenue, account wins, and pipeline coverage.
Experience managing long, multi-stakeholder sales cycles and navigating procurement, legal, and operational reviews.
Strong executive presence and ability to influence senior decision makers.
Experience negotiating contracts, pricing agreements, and performance-based service metrics.
Strong analytical mindset and ability to build business cases and ROI/value narratives.
Excellent presentation, communication, and negotiation skills.
Highly organized, self-motivated, results-driven, and able to demonstrate strong follow-through and urgency.
Proficiency in Microsoft Office (Excel, PowerPoint, and Word) and CRM tools, including Salesforce.
Professional demeanor and a “World Class” customer service approach.
Must be eligible to work in the U.S. with no restrictions.

Nice To Haves

Experience in automotive, fleet, insurance, or related services.

Responsibilities

Develop and execute a strategic prospecting plan to target and win new national and multi-location accounts.
Build and manage a robust pipeline, including lead generation, qualification, discovery, solution development, and closing.
Conduct executive-level outreach and develop relationships with C-suite, VP, and Director stakeholders.
Lead discovery to understand client objectives, pain points, service requirements, and vendor processes.
Create and present proposals that align Caliber’s capabilities with client needs, including service scope, coverage, and performance expectations.
Lead contract, pricing, and service-level agreement negotiations with internal stakeholders.
Coordinate with Operations, Finance, Legal, Billing, Implementation, and other support teams to ensure deal feasibility and onboarding readiness.
Drive internal alignment and obtain approvals for pricing, terms, and commitments.
Maintain accurate pipeline forecasts, activity reporting, and opportunity notes in CRM.
Represent Caliber at industry events, conferences, and client meetings to build brand credibility and generate opportunities.
Monitor market dynamics, the competitive landscape, and industry trends to refine targeting and value messaging.
Partner with Business Account Managers and account management teams on post-close handoffs, documenting commitments, scope, and success metrics.
Participate in QBRs to remain connected to existing clients.
Contribute to broader sales and company initiatives as needed.