Job Description

Director of Business Development

KEY RESPONSIBILITIES

• Develop glass and calibration sales to attain revenue goals in all markets.
• Recruit, train, manage, ensure accountability, and support respective account executives.
• Provide ongoing coaching through ride-along, field visits, and performance management. Replace employees who fail to meet term sales goals.
• Develop and maintain sales expectations with monthly, quarterly, and annual reviews to measure results.
• Fill in for understaffed markets, including in person sales calls and territory blitzing.
• Conduct annual performance reviews and support compensation planning.

• Oversee customer referrals and issue resolution.
• Manage AE territories, agent lists, and service area mapping.
• Ensure CRM compliance/accuracy using company approved customer management tools.
• Assist AEs with planning and managing their customer list including replacing underperforming customers quarterly.
• Create branded materials, marketing campaigns, and digital assets.
• Ensure AEs maintain property marketing material inventory for preparedness.
• Calculate and validate commission earnings, approve payroll, manage paid time off (PTO), and review expenses of direct reports.
• Track monthly sales performance. Report sales timely to leadership for evaluation.

• Support industry events including trade shows, golf tournaments, community events, and insurance conferences.
• Lead planning calls and coordinate on-site needs.

• Evaluate and identify markets for new AE roles and staffing needs.
• Develop and maintain staffing levels to meet and surpass monthly and annual revenue budgets.
• Develop customer list with direct reports to target and close new sales with all customer segments.
• Lead Classic Collision & UAGE brand integration including co-branded materials, messaging, SOPs, and territory alignment.
• Pursue national insurance and fleet agreements, dealership partnerships, and cross-selling opportunities.

• Develop and implement AE training to keep staff current with operations practices and credibility to customers.

• Monitor pricing and insurance approval challenges.

• Participate in I-CAR committees, technical school boards, and annual events.
• Other duties as assigned.

REQUIREMENTS

• Experience working with senior leadership to shape sales strategy.
• Proven success in new business development, negotiation, and revenue growth.
• Corporate/business-focused experience.
• Ability to travel up to 50%. Overnight travel required.
• Valid driver’s license.
• Minimum 5 years of outside B2B Experience.
• Advanced Microsoft Office skills.
• Strong written and verbal communication skills.
• The ability to present and train effectively in large group settings, as well as comfort with public speaking to larger audiences.

COMPETENCIES

• Integrity & accountability
• Customer service excellence
• Innovation & continuous improvement
• Teamwork and cross-functional collaboration

PHYSICAL DEMANDS

• Frequent standing, walking, bending, and lifting up to 50 lbs required.

Ultimate Auto Glass and Electronics welcomes diversity and is an EEO Employer.