Regional Manager, Business Development

Essential Job Duties

• 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 clientobjectives pain points service requirements andvendorprocess

• Create and present compelling proposals that align Calibers 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

• Maintainaccuratepipeline 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 youremainconnected to existing clients

• Contribute to broader sales and company initiatives as needed

Preferred Skills and Experience

• 8 years of B2B sales experience with proven success closing complex multi-locationor national accounts (automotive fleet insurance or related services preferred)

• Demonstrated ability to build pipeline from scratch through outbound prospecting and relationship development

• Proventrack recordof 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

• Travel: as needed to support client meetings onsite presentations and industry events (typically50% to 80% based on territory and target account footprint)

Performance Measures

• New account wins (national and multi-location)

• New revenue growth (bookings) and ramp to production volume

• Pipeline health (coverage stage progression conversion rates)

• Sales cycle effectiveness (time to close win rate forecast accuracy)

• Quality of handoff and onboarding readiness (clear scope SLAs documentation internal alignment)