Business Development Manager
Posted on 3/22/2023

1,001-5,000 employees

Open platform telematics technology provider
Company Overview
Geotab is on a mission to advance technology, empower businesses and make the roads safer for everyone. The company connects vehicles to the internet and provide web-based analytics to help organizations manage their fleets.
United States
Experience Level
Desired Skills
  • 5-8 years experience in sales, business development or a similar role - Insurance Industry experience required
  • Proven track record in developing new sales and accounts
  • Experience in telematics, insurance, risk management, safety or claims preferred
  • Strong aptitude for understanding technical and business requirements
  • Able to anticipate and understand insurance partner's & customer's needs and provide viable solutions
  • A well-defined sense of diplomacy, including solid negotiation, conflict resolution, and relationship management skills
  • Excellent verbal and written communication skills, including comfort with delivering presentations and training
  • Strong project management skills; able to identify needs, develop effective solutions and manage projects through to completion
  • Strong analytical skills with the ability to problem solve to well-judged decisions
  • Strong time management skills, an effective multi-tasker
  • Must stay relevant to technology and should have the flexibility to adapt to the growing technology and market demands
  • Technical competence using software programs, including, but not limited to, Google Suite for business (Sheets, Docs, Slides), Customer Relationship Management (CRM) tools
  • Ability to travel internationally
  • Create, evaluate, and implement strategic business plans for the growth and development of opportunities within the assigned market
  • Initiate, lead and manage the end-to-end process as the subject matter expert (SME) to build, qualify and establish cooperative contracts for Geotab's sales channels to execute against
  • Devise and deploy all business development goals and objectives pertaining to the assigned market including the preparation of sales targets and budgets
  • Identify and convert fleet leads from business partners for assigned insurance companies and brokers
  • Monitor and update business development activity within associated tools and maintain a pipeline of activity through the development of partners, contracts, and resellers
  • Use knowledge of the market and competitors to identify and develop Geotab's unique selling propositions and differentiators
  • Provide expert leadership and guidance as SME: Develop a deep knowledge base of the insurance & claims industry and maintain top-of-mind awareness of trends and shifts; Effectively communicate the value of Marketplace to potential new Insurance Partners and persuade them to join the Marketplace ecosystem; Risk management direct-to-fleet sales support with BDMs, PAMs & Resellers; Stay informed on the current competitive landscape in the category including leaders and startups; Attend trade shows and speak at conferences to build relationships, brand presence, and thought leadership and identify potential new business opportunities; Be available to Partner Account Managers (PAMs) & Resellers to educate and share knowledge as SME
  • Manage and nurture the relationship with Insurance Partners: Engage and collaborate with the teams involved with Partner onboarding; Lead the Partner through the onboarding process; Encourage Partners to use Geotab's latest API's where applicable and to pursue deep integrations, keeping the end user experience at the forefront; Attend weekly shared services meetings; Continue to develop Partner relationships, schedule regular phone calls and touch point meetings post-launch activities
  • Drive Insurance Partner success in the Marketplace: Conduct quarterly business reviews with the Partners to review their performance on the Marketplace platform; Ensure Partners are held accountable to agreed upon standards during the onboarding process (e.g. security, support service levels, etc.); Review with Partners any escalations or feedback from Resellers, identify areas to improve the overall end customer experience; Drive collaboration between Partner and the Marketplace marketing team; Support CEMs and Resellers they engage with to understand Marketplace Partners and solutions