Regional Manager, Business Development

Service Center

CSCS VA Position Summary

The Business Development Manager ("Hunter") is responsible for identifying, pursuing, and closing new national and multi-location accounts to drive revenue growth across Caliber’s lines of business. This role develops and executes a strategic prospecting plan, engages executive-level decision makers, and positions Caliber as the preferred partner through consultative, value-based selling.

The Hunter leads complex sales cycles from first outreach through contract execution, aligning client needs with Caliber’s capabilities and operational consistency. Success requires strong pipeline discipline, the ability to navigate multi-stakeholder organizations, and close partnership with Operations and internal support teams to ensure commitments made in the sales process can be delivered at scale.

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 client objectives, pain points, service requirements, and vendor process

Create and present compelling proposals that align Caliber’s 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

Maintain accurate pipeline 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 you remain connected 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-location or national accounts (automotive, fleet, insurance, or related services preferred)

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

Proven track record of 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 (typically 50% 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)

Caliber uses E-Verify to confirm the identity and employment eligibility of all new hires.

Must be eligible to work in the U.S. with no restrictions.