Regional Manager, Business Development
About The Position
The Regional Manager, Business Development is responsible for developing and executing a strategic prospecting plan to target and win new national and multi-location accounts. This role involves building and managing a robust pipeline, conducting executive-level outreach, and leading negotiations for contracts, pricing, and service level agreements. The position requires cross-functional coordination to ensure deal feasibility and smooth onboarding, as well as maintaining accurate pipeline forecasts and CRM data. The Regional Manager will also represent the company at industry events and monitor market dynamics to refine strategies. Collaboration with account management teams for clean handoffs and participation in QBRs are also key aspects of the role.
Requirements
- 8+ years of B2B sales experience with proven success closing complex, multi-location or national accounts (automotive, fleet, insurance, or related services preferred)
- Demonstrated ability to build pipeline from scratch through outbound prospecting and relationship development
- Proven track record of meeting or exceeding new business targets (revenue, account wins, pipeline coverage)
- Experience managing long, multi-stakeholder sales cycles and navigating procurement, legal, and operational reviews
- Strong executive presence with the ability to influence senior decision makers
- Experience negotiating contracts, pricing agreements, and performance-based service metrics
- Strong analytical mindset; ability to build business cases and ROI/value narratives
- Excellent presentation, communication, and negotiation skills
- Highly organized, self-motivated, and results-driven; strong follow-through and urgency
- Proficient in Microsoft Office (Excel, PowerPoint, Word) and CRM tools, Salesforce
- Professional demeanor with a “World Class” customer service approach
- Must be eligible to work in the U.S. with no restrictions.
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 relationship development with C-suite, VP, and Director stakeholders
- Lead discovery to understand client objectives, pain points, service requirements, and vendor process
- Create and present compelling proposals that align Caliber’s capabilities to client needs, including service scope, coverage, and performance expectations
- Lead contract, pricing, and service level agreement (SLA) negotiations in partnership with internal stakeholders
- Coordinate cross-functionally (Operations, Finance, Legal, Billing, Implementation, and other support teams) to ensure deal feasibility and smooth 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, competitive landscape, and industry trends to refine targeting and value messaging
- Partner with Business Account Managers / account management teams to ensure clean handoffs post-close, including documentation of commitments, scope, and success metrics
- Participate in QBRs to ensure you remain connected to existing clients
- Contribute to broader sales and company initiatives as needed
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
