Business Development Manager

Automotive Business Development Manager (BDM)Scranton Motors is seeking an experienced, motivated Business Development Manager (BDM) to lead our Business Development team in Vernon, Connecticut, beginning in October 2026.This is a true management position for someone who knows how to lead people, create accountability, improve processes, and turn customer engagement into measurable dealership results.The Business Development Manager will oversee the day-to-day performance of our Business Development Representatives while working closely with dealership Sales Management to ensure every lead and customer opportunity receives timely, professional, and consistent follow-up.Your team starts the conversation. You make sure the process works.Family-Owned & Operated Since 1952For more than 70 years, Scranton Motors has been a family-owned and operated Connecticut dealership.Today, we're proud to continue that tradition under our third generation of family leadership.Our size gives us the systems, technology, resources, and opportunities of an established automotive organization while allowing us to maintain something increasingly difficult to find in the industry: a dealership where leadership is accessible, employees are known, and individual performance makes a visible difference.We're looking for a BDM who wants to become an important part of that environment.The OpportunityThe Business Development Manager will take ownership of the people and processes responsible for converting customer inquiries and follow-up opportunities into dealership appointments.You'll lead the BDC team, monitor performance, coach employees, manage workflow, maintain CRM accountability, and work directly with Sales Management to continuously improve results.This position requires someone who is comfortable being both a leader and a hands-on manager.You'll be expected to understand what's happening in the department every day—not simply review the numbers at the end of the month.What You'll LeadTeam Leadership & DevelopmentLead, motivate, and develop the Business Development teamEstablish clear daily, weekly, and monthly expectationsProvide ongoing coaching and performance feedbackConduct regular individual and team performance reviewsTrain new Business Development RepresentativesProvide continued training for existing team membersDevelop communication, appointment-setting, and customer follow-up skillsRecognize strong performance and address performance concerns quicklyHelp create a positive, accountable, and team-oriented cultureParticipate in recruiting, interviewing, onboarding, and employee developmentThis is a working manager position.We want a leader who is present, engaged, approachable, and willing to coach in real time.Own the Customer Contact ProcessYou'll ensure your team consistently:Responds to incoming internet leadsHandles customer phone inquiriesCommunicates with customers by phone, text, and emailSchedules showroom appointmentsConfirms upcoming appointmentsFollows up on missed appointmentsRe-engages unsold customersMaintains appropriate long-term customer follow-upContacts customers approaching lease maturityReconnects with previous and unassigned customer opportunitiesMaintains accurate customer records and notesProvides professional and consistent communication throughout the customer journeyYour responsibility isn't simply making sure the activity happens.It's making sure it happens well.Performance & AccountabilityThe BDM will establish and maintain a results-driven environment without losing sight of the customer experience.You'll monitor key performance indicators such as:Lead response timeCustomer contact rateAppointment-setting rateAppointment confirmationAppointment show rateLead follow-up completionUnsold customer follow-upLead agingCRM activityIndividual representative performanceDepartment performance and trendsYou'll use this information to identify opportunities, coach the team, and improve results.We don't believe in managing people solely from a spreadsheet.Numbers tell you where to look.Great leadership determines what you do next.CRM & Process ManagementThe Business Development Manager will be responsible for maintaining strong CRM discipline throughout the department.You'll:Monitor daily CRM activityReview lead status and agingEnsure customer notes are accurate and completeMaintain consistent follow-up processesReview overdue and untouched opportunitiesMonitor appointment activity and outcomesEnsure representatives follow established processesIdentify gaps in workflowDevelop and implement improvementsMaintain accurate reporting for dealership leadershipThe goal is simple:No legitimate customer opportunity should be lost because of poor follow-up or an inconsistent process.Partner With Sales LeadershipBusiness Development doesn't operate independently from the showroom.You'll work closely with Sales Management to:Coordinate customer appointmentsImprove the transition from initial contact to showroom visitReview appointment resultsIdentify opportunities requiring management involvementImprove communication between Business Development and SalesAnalyze customer and lead trendsSupport dealership sales objectivesDevelop strategies to improve appointment volume and show ratesEnsure customers receive a consistent Scranton Motors experience from first contact through their dealership visitThis partnership is an important part of the position.The strongest candidate will understand that BDC success and showroom success are connected.What We're Looking ForWe're looking for an experienced leader who can build accountability without creating unnecessary complexity.RequiredPrevious management, supervisory, or team-lead experienceDemonstrated ability to coach and develop employeesStrong verbal and written communication skillsExcellent organizational and follow-up abilitiesComfortable managing performance through measurable goals and KPIsStrong computer and technology skillsExperience working with CRM or customer-management systemsAbility to identify performance issues and coach toward improvementStrong customer-service mindsetProfessional leadership presenceAbility to work effectively with dealership managementDependable, accountable, and results-orientedPreferredAutomotive BDC management experienceAutomotive dealership management or supervisory experiencePrevious experience managing internet leads and customer follow-upExperience with automotive CRM platformsExperience recruiting, onboarding, training, and developing employeesFamiliarity with dealership sales processes and performance metricsExperience managing appointment-setting and customer-engagement teamsAutomotive experience is strongly preferred for this management position, but exceptional leaders with relevant customer engagement, inside sales, or business development management experience will also be considered.The Leader Who Will Succeed HereWe're not looking for someone who simply distributes leads, checks reports, and creates schedules.We're looking for a people leader.Someone who knows when an employee needs coaching.Someone who can listen to a customer interaction and immediately recognize an opportunity to improve it.Someone who can look at yesterday's numbers, understand why the team missed a goal, and have a plan for today.Someone who sets expectations clearly and then follows through.