Business Development Manager

US-NJ-Jersey City | US-NJ-Paterson
Job ID
2017-2079
# of Openings
1
Category
Sales

Overview

We are CalAmp, the pure-play pioneering leader of the Connected Car, Connected Truck and broader Internet of Things (IoT) marketplace. Currently, we are seeking a Business Development Manager with at least 5 years experience. This is an exciting opportunity for those who wish to work for a stable, well-established company that builds transformational technologies within the revolutionary domain of IoT.

 

This position is remotely based in Northern New Jersey. The ideal candidate will be based somewhere north of Jersey City/North of the 78.

 

We believe that people are our greatest asset and we are committed to being an employer of choice in our industry. CalAmp offers an engaging and diverse work environment that permits our people to take pride in their contributions and share in the company’s success. Our employees can expect the space to showcase their talent, sharpen their skills, develop new capabilities, and be a part of a global team that develops revolutionary technologies. We proudly offer the stability and security of a large publicly-traded tech company without the rigidity and red tape.

In particular, we offer:

  • Meaningful work with the potential to disrupt an entire industry
  • Visionary leadership
  • Excellent compensation packages
  • An extensive suite of medical and retirement benefits
  • Flexible time off policy and accommodating work schedules
  • Education Assistance Program (Tuition Reimbursement)
  • Access to cutting-edge tools and technologies
  • Innovative, intelligent, collaborative teammates

Responsibilities

  • Responsible for achieving monthly, quarterly, and annual net revenue objectives of assigned territory, while managing to assigned expense budgets 
  • Undertakes strategic market initiatives at the direction of management.
  • Drives new business by acquiring new dealers to sell LoJack stolen vehicle recovery and telematics-based solutions
  • Focuses on the ongoing maintenance, retention and growth of assigned Pre-install dealerships
  • Generates maximum short term and long term net revenue from assigned territory
  • Increases sell-through penetration of SVR and telematics-based products and develops new business through acquisitions to increase higher revenue to both dealerships and LoJack
  • Maintains business relationships with existing automotive dealerships through consultative partnerships, thus adding value and impacting revenue Supports Pre-install accounts with business reviews using available metrics and / or data and recommends action plan to improve performance and profits
  • Develops sales action plans to improve dealership penetration results in order to increase LoJack revenue and profits 
  • Persuasively sells to dealers and employs the three step process of professional selling skills; advise GM of planned meeting objectives, execute meeting, recap to GM and appropriate parties meeting results and follow-up
  • Trains dealerships on how to successfully and profitably launch / execute / maintain a LoJack Pre-install program
  • Develops and executes on-going training plans for assigned dealerships, training dealership personnel to be effective and informed in selling all LoJack SVR and telematics products.
  • Partners effectively with account and operations professionals to provide a seamless experience for the customer
  • Leads and motivates dealer personnel with focus on initiatives that are identified and developed in conjunction with the account
  • Responsible for the collection of outstanding Accounts Receivables in assigned territory
  • Manages the agreed-to Expense Budget for line items under BDM control
  • Responsible for executing personal development plans for self-improvement as contained in her/his Individual Development Plan
  • Develops mutually beneficial business relationships in concert with National Account Vice Presidents for national account’s platform personnel as appropriate Ensures that all dealer agreements are consistent with the policies and procedures of the company
  • Participates in periodic meetings with Sales Management
  • Works collaboratively with LoJack Law Enforcement Liaisons to affect demo tracks and other activities to connect the value of LoJack to the consumer selling proposition
  • Ensures that LoJack Customer service is meeting the needs of customers in order to grow our business effectively and efficiently with focus on Pre-install and National Accounts
  • Provides regular status updates on assigned activities to the Area Business Director and other members of Sales Management
  • Reports and details competitive activity to the ABD and relevant corporate departments.
  • Responsible for penetrating the spheres of influence within their assigned dealerships to include the Dealer Principal, General Manager, General Sales Manager/Other Sales Managers, Controller, Fixed Operations Manager(s), and the Finance department in total
  • Explores and executes alternative sales and installation models for increased profitability at all dealers within their market
  • Executes all channel promotions within the policies and objectives as outlined by Field Sales Operations

Qualifications

Must Haves

  • Experience selling to and servicing a wide range of automotive dealerships
  • Knowledge of automotive telematics/connected car products relative to sales and training in the auto dealer channel is highly valued
  • Experienced in training to include automotive, telematics and/or F&I sales
  • Exhibits strong relationship building skills, determination, fortitude, and an ability to successfully influence and inspire others or gain consensus quickly. This person will connect quickly to others and be strongly motivated to build and leverage relationships to solve problems and deliver meaningful results to dealerships.
  • Provides engaging communication while being poised and capable of projecting enthusiasm and confidence to motivate others
  • Should be driven by a strong sense of urgency, initiative and competitive drive. S/he understands people well and uses that understanding effectively in influencing and persuading others to act. S/he is a self-starter who can also be skillful at training and developing others. S/he utilizes a style which is more "selling" than "telling". S/he learns and works at a faster-than-average pace and is able to adapt quickly to change. In general terms, this candidate is an ambitious and driven person who is motivated significantly by achieving customer satisfaction and results.
  • Excellent verbal and written communication skills
  • Proven track record of developing accounts and closing deals
  • Excellent computer skills, especially Microsoft Office suite (Excel, Word and PowerPoint)
  • 5+ years of prior related industry professional sales experience preferred
  • Related industry experience would include retail automotive/dealership as well as outside sales experience calling on automotive dealerships
  • Outside sales professionals with proven track records of success outside of related industry experience may be considered
  • Frequent travel by car. Overnight travel is/can be required
  • HS Diploma

Strong Pluses

  • Automotive/Telematics field sales experience highly desired
  • Bachelor’s degree preferred

 

If you are a talented Business Development Manager with at least 5 years of experience and an interest in the Internet of Things domain, we want to speak with you. Interviews are occurring this week and next so apply now if interested.

 

#L1-NR1

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