• Business Development Manager - LoJack (Massachusetts, Northern Rhode Island)

    Job Location(s) US-RI-Providence | US-MA-Canton | US-MA-Boston
    Job ID
    2018-2242
    # 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.

     

    LoJack is a CalAmp company. This opening is for LoJack. 

     

    The ideal candidate is located in Massachusetts, Northern Rhode Island or potentially Northern Connecticut. Your territory will include the New England Area (Maine, Vermont, New Hampshire, Massachusetts, Connecticut and Rhode Island)

     

    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 including a 401(k) plus match
    • 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

    Primary Duties:

    • Responsible for achieving monthly, quarterly, and annual net revenue objectives of assigned territory, thereof while managing to assigned expense budgets. 
    • Undertake strategic market initiatives at the direction of management. 
    • Focus on the maintenance, retention and growth of assigned pre-installation dealerships. This position will be covering all of New England.

    Essential Duties & Responsibilities

    • Generate maximum short term and long term net revenue from assigned territory.
    • Increases sell through penetration and develop new business through acquisitions to increase higher revenue to dealerships and LoJack.
    • Maintain business relationships with existing automobile dealerships through consultative partnerships adding value and impacting revenue. 
    • Support accounts with business reviews using available pre-installation metrics and / or data and recommend 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 sell to dealers and employ the three step process of professional selling skills: Advise GM of planned call objectives, execute same, recap to GM and appropriate parties call results and follow-up.
    • Train dealership personnel to be effective and informed in selling all LoJack products. 
    • Train dealerships on how to successfully and profitably launch /execute /maintain a LoJack pre-installation program. 
    • Develop and execute on-going training plan for assigned dealerships. 
    • Partner effectively with account and operations professionals to provide a seamless experience to the customer. 
    • Leading and motivate dealer personnel with focus on initiatives that are identified and developed with the account.
    • Responsible for the collection of outstanding Accounts Receivables in assigned territory.
    • Manage the agreed to Expense Budget for line items under BDM control. 
    • Plan and track within provided communication tools such as Market Summaries, Forecasting, CRM, and the like for the content of the BDM’s assigned territory. 
    • Responsible for executing their personal development plans for self-improvement as contained in their Individual Development Plan. 
    • Develop mutually beneficial business relationships in concert with National Account Vice Presidents for national account’s platform personnel as appropriate. 
    • Ensure that all dealer agreements are consistent with the policies and procedures of the company (e.g. Price Change Notification, programs, service level agreements, etc.).
    • Participate in periodic meetings with Directors. 
    • Work collaboratively with LoJack Law Enforcement Liaisons to affect demo tracks and other activities to connect the value of LoJack to the consumer selling proposition 
    • Ensure that LoJack Customer service is meeting the needs of customers in order to grow our business effectively while still efficiently with focus on pre-installation and national accounts. 
    • Utilize Dealer Development Funds in accordance with company policy to impact the net revenue of assigned territory. 
    • Provide feedback on the effectiveness of key initiatives to their Area Business Director and to the Sales Planning & Marketing Departments. 
    • Report and detail competitive activity to the ABD and Corporate. 
    • Responsible for penetration to the spheres of influence within their assigned dealerships to include but not limited to Dealer Principal, General Manager, General Sales Manager/Other Sales Managers, Controller, Fixed Operations Manager(s), and the Finance department in total. 
    • Explore and execute alternative installation methodologies for increased profitability at all dealers within their market. 
    • Execute all national and regional quarterly promotions within the policies and objectives for those quarterly promotions

    Qualifications

    Must Haves

    • Experience selling and servicing a wide range of automotive dealerships.
    • Experienced in training to include automotive and F&I sales
    • Exhibit 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. 
    • Provide engaging, stimulating 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 driving person who is motivated significantly by achieving customer satisfaction. 
    • Must be confident and persuasive in guiding the pre-installation process forward. Eager to keep the process moving along quickly; this person utilizes persuasion, not pressure, to close or maintain a deal. 
    • Adept at navigating the "politics" of an organization; finding the key players and resolving service issues. 
    • The incumbent of this position must have account management experience, a customer service mindset, and excellent organizational and communications skills
    • Extensive experience in account planning, presentation and negotiations 
    • Demonstrated ability to develop and implement and execute and effective sales strategy with and through a team 
    • Excellent verbal and written communication skills 
    • Proven track record for developing accounts and closing deals
    • Strong analytical skills 
    • Strong leadership skills 
    • Strong organizational skills 
    • Excellent computer skills, especially Microsoft Office suite (Excel, Word and PowerPoint)

     

    Strong Pluses

    • 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. 
    • Bachelor’s degree preferred. 
    • Frequent travel by car – 90% of work time. Overnight travel required for occasional meeting attendance

     

    If you are a talented Business Development Manger 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.

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