Who We Are
Solera is a global leader in vehicle lifecycle management, data, software and technology-enabled services. We transform critical touchpoints across the vehicle lifecycle into connected digital experiences that help our customers operate more efficiently, make smarter decisions and achieve stronger business
outcomes.
Solera processes more than 300 million digital transactions annually for approximately 235,000 partners and customers across more than 90 countries. Our 6,500 team members foster an innovative,performance-driven culture focused on delivering meaningful results for our customers. For more information, visit solera.com.
The Role
The National Director of Business Development for Solera's LoJack business will be a producing executive and hands-on leader responsible for the performance, development and execution of the national Business Development Manager sales team.
This leader will own the national sales strategy, establish a disciplined operating cadence and create an uncompromising culture of accountability, urgency and achievement. The National director will coach the team, inspect pipeline activity, strengthen sales execution and ensure opportunities consistently advance from initial engagement to closed revenue.
This is not a purely administrative leadership position. The National Director will lead from the front by developing executive relationships, pursuing strategic dealer groups, helping close complex opportunities
and carrying an individual revenue objective while ensuring the national team consistently meets or exceeds its goals.
The successful candidate will bring a verified track record of building exceptional sales teams, elevating individual performance and delivering sustained, measurable revenue growth.
What You'll Do
National Sales Leadership
- Lead, coach and develop the national Business Development Manager team.
- Own national new-business strategy, execution and revenue performance.
- Establish clear daily, weekly, monthly and quarterly expectations aligned with Solera's growth objectives.
- Create a high-performance culture grounded in preparation, accountability, urgency, teamwork and results.
- Lead national sales meetings, pipeline reviews, forecasting calls, account-strategy sessions and individual coaching meetings.
- Provide clear direction on priorities, target accounts, customer engagement and opportunity progression.
- Identify performance gaps early and implement measurable action plans to improve execution and results.
- Recruit, develop and retain high-performing sales professionals capable of representing LoJack at the highest level.
- Recognize exceptional performance while maintaining consistent accountability across the organization.
- Ensure the national sales team consistently meets or exceeds revenue, activity, retention and growth objectives.
Sales Execution and Accountability
- Serve as a producing leader with direct responsibility for strategic accounts and an individual revenue objective.
- Drive disciplined prospecting, timely customer follow-up and consistent advancement of qualified opportunities.
- Inspect pipeline quality, deal velocity, close probability and next-step accountability.
- Maintain accurate and dependable national sales forecasts.
- Hold Business Development Managers accountable for Salesforce accuracy, customer documentation and timely execution of commitments.
- Coach the team on executive-level selling, value-based presentations, negotiation, objection handling and closing strategy.
- Partner directly with team members on high-value and complex opportunities to improve win rates.
- Establish measurable performance standards and use data to guide coaching, resource allocation and business decisions.
- Remove obstacles that prevent the team from executing at the highest level.
Strategic Growth and Customer Leadership
- Build and expand relationships with leading automotive dealer groups at both the corporate and dealership levels.
- Develop trusted partnerships with dealer principals, C-suite executives, general managers and departmental leaders.
- Identify new markets, strategic partnerships and national growth opportunities.
- Expand LoJack's presence across existing dealer groups by increasing adoption, account penetration and departmental engagement.
- Create and deliver compelling executive presentations, proposals, business reviews and sales agreements.
- Translate LoJack's capabilities into clear financial, operational and customer-experience value.
- Ensure an exceptional customer experience from the initial sales process through implementation, onboarding, training and ongoing support.
- Manage strategic accounts through structured business reviews, executive relationships and measurable performance expectations.
- Represent Solera and LoJack at national dealer-group meetings, industry conferences and strategic events.
Cross-Functional Leadership
- Partner closely with sales operations, customer success, implementation, product, finance and marketing to deliver a consistent national customer experience.
- Ensure commitments made during the sales process are clearly communicated and executed.
- Provide field intelligence regarding customer priorities, competitive activity, market trends and product opportunities.
- Help shape go-to-market strategy, sales processes, training programs and future product development.
- Create alignment across the organization and ensure every team supporting the customer understands the objective, timeline and expected outcome.
What You'll Bring
- A verified record of building, leading and developing high-performing national sales teams.
- Demonstrated success consistently exceeding aggressive individual and team revenue objectives.
- Experience selling to and managing relationships with large automotive dealer groups at the corporate and dealership levels.
- Strong knowledge of automotive retail operations and the complete vehicle transaction, including sales, F&I;, service and retention.
- Executive presence and the ability to establish immediate credibility with dealer principals and C-suite leaders.
- A leadership philosophy grounded in accountability, transparency, coaching, urgency and consistent follow-through.
- The ability to turn strategy into daily execution and execution into measurable revenue.
- Proven experience managing complex pipelines, forecasting accurately and closing enterprise-level opportunities.
- The ability to raise performance standards and inspire talented sales professionals to achieve at a higher level.
- Strong business judgment, financial acumen and negotiation skills.
- A competitive, resilient and solutions-oriented mindset with the ability to lead effectively through change.
- Excellent presentation, communication, organizational and relationship-management skills.
- Proficiency with Salesforce, Microsoft Word, Excel, PowerPoint, Zoom, LinkedIn and other sales-enablement technologies.
- High school diploma or GED required; bachelor's degree preferred.
- Ability to travel up to 75%, including overnight travel.
- Flexibility to work extended hours and remain available outside normal business hours when customer or business needs require it.
- A valid driver's license and driving record that meet Solera's requirements.
This job description describes the primary responsibilities and qualifications of the position and is not comprehensive or
exhaustive. Responsibilities and business needs may evolve, and Solera reserves the right to modify, add to or remove
responsibilities as necessary
EQUAL OPPORTUNITY EMPLOYER
The Solera group is an equal opportunity employer and complies with all applicable federal, state, and local fair employment practices laws.