Business Development Manager

Automotive Business Development Manager (BDM) Scranton Motors | Vernon, CT Full-Time | On-Site Start Date: October 2026 Lead the Team That Creates the Opportunity 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 1952 For 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 Opportunity The 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 Lead Team Leadership & Development Lead, motivate, and develop the Business Development team Establish clear daily, weekly, and monthly expectations Provide ongoing coaching and performance feedback Conduct regular individual and team performance reviews Train new Business Development Representatives Provide continued training for existing team members Develop communication, appointment-setting, and customer follow-up skills Recognize strong performance and address performance concerns quickly Help create a positive, accountable, and team-oriented culture Participate in recruiting, interviewing, onboarding, and employee development This 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 Process You'll ensure your team consistently: Responds to incoming internet leads Handles customer phone inquiries Communicates with customers by phone, text, and email Schedules showroom appointments Confirms upcoming appointments Follows up on missed appointments Re-engages unsold customers Maintains appropriate long-term customer follow-up Contacts customers approaching lease maturity Reconnects with previous and unassigned customer opportunities Maintains accurate customer records and notes Provides professional and consistent communication throughout the customer journey Your responsibility isn't simply making sure the activity happens. It's making sure it happens well. Performance & Accountability The 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 time Customer contact rate Appointment-setting rate Appointment confirmation Appointment show rate Lead follow-up completion Unsold customer follow-up Lead aging CRM activity Individual representative performance Department performance and trends You'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 Management The Business Development Manager will be responsible for maintaining strong CRM discipline throughout the department. You'll: Monitor daily CRM activity Review lead status and aging Ensure customer notes are accurate and complete Maintain consistent follow-up processes Review overdue and untouched opportunities Monitor appointment activity and outcomes Ensure representatives follow established processes Identify gaps in workflow Develop and implement improvements Maintain accurate reporting for dealership leadership The goal is simple: No legitimate customer opportunity should be lost because of poor follow-up or an inconsistent process. Partner With Sales Leadership Business Development doesn't operate independently from the showroom. You'll work closely with Sales Management to: Coordinate customer appointments Improve the transition from initial contact to showroom visit Review appointment results Identify opportunities requiring management involvement Improve communication between Business Development and Sales Analyze customer and lead trends Support dealership sales objectives Develop strategies to improve appointment volume and show rates Ensure customers receive a consistent Scranton Motors experience from first contact through their dealership visit This 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 For We're looking for an experienced leader who can build accountability without creating unnecessary complexity. Required Previous management, supervisory, or team-lead experience Demonstrated ability to coach and develop employees Strong verbal and written communication skills Excellent organizational and follow-up abilities Comfortable managing performance through measurable goals and KPIs Strong computer and technology skills Experience working with CRM or customer-management systems Ability to identify performance issues and coach toward improvement Strong customer-service mindset Professional leadership presence Ability to work effectively with dealership management Dependable, accountable, and results-oriented Preferred Automotive BDC management experience Automotive dealership management or supervisory experience Previous experience managing internet leads and customer follow-up Experience with automotive CRM platforms Experience recruiting, onboarding, training, and developing employees Familiarity with dealership sales processes and performance metrics Experience managing appointment-setting and customer-engagement teams Automotive 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 Here We'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. Someone who can celebrate a win without becoming complacent and address a problem without creating unnecessary drama. And someone who understands that accountability and a positive workplace culture can—and should—exist together. Training Is Part of the Job The BDM will take an active role in developing the Business Development team. That includes ongoing coaching in: Customer communication Phone skills Text and email communication Appointment setting Objection handling CRM usage Follow-up techniques Product knowledge Customer experience Time management Lead prioritization Professional communication We want our representatives to understand not only what they're expected to do, but why they're doing it. Why Scranton Motors? The Family-Owned Difference There's a difference between managing for a large corporation and helping lead a company where the family's name has been on the building for generations. Scranton Motors was founded in 1952 and today continues under its third generation of family leadership . That history creates a different kind of opportunity. You’ll have the ability to work closely with dealership leadership, influence how your department operates, develop your team, and see the impact of your decisions. We believe good managers maintain processes. Great managers develop people and improve the business. That's the kind of Business Development Manager we're looking for. What We Offer Competitive management compensation Performance-based earning opportunities Medical insurance Dental insurance Vision insurance 401(k) Paid time off Employee discounts Leadership development Ongoing professional training Established dealership technology and CRM resources Supportive dealership leadership Opportunity to build and develop your own team Career advancement opportunities Long-term stability with an established family-owned organization More Than Managing a Department This role provides an opportunity to have a meaningful impact on dealership performance. You'll have ownership of: People. Process. Performance. Customer Experience. And you'll work directly with dealership leadership to continually improve each one. For a high-performing BDM, this position can also provide valuable exposure to broader dealership sales operations and future leadership opportunities. Join Us in October 2026 If you're an experienced leader who enjoys developing people, creating accountability, improving processes, and seeing your team's performance translate directly into dealership results, we'd like to meet you. Come lead Business Development for a dealership that's been family-owned and operated since 1952 —and help us build the next generation of the Scranton Motors team. #J-18808-Ljbffr