The On-Road Business Development Representative is a field-focused role responsible for driving engagement and adoption of account manager programs through frequent in-person visits, in-store training, joint calls, and trade event participation. The goal is to activate programs, increase sales, and expand reach to new and existing store locations.

Success in this role requires consistent, high-volume field activity.

BDRs are hunters - their ability to develop pipeline, onboard new stores, and drive program adoption depends on sustained presence in the field.

Roles and Responsibilities

Make regular in-person store visits, delivering training sessions and representing the company at trade shows and events

Support store staff in adoption and expansion of manager-designed programs and new product launches

Target and onboard new stores not yet participating in existing programs, driving enrollment

Participate in joint calls with Inside Sales Representatives to increase downstream engagement

Track all activities and point values (by call type) in the CRM for performance measurement and behavioral motivation

Collaborate with Account Managers and Inside Sales Representatives to optimize coverage and ensure consistent program delivery

Deliver product education and training to maximize program "pull-through" at store level

KPIs

50% new customer acquisition

50% segment performance

Minimum of 90% activity target required to be eligible for bonus

Core Requirements

B2B sales experience (preferably in an automotive/heavy duty aftermarket environment)

Strong hunter mindset (active prospecting, resilience, execution discipline)

Ability to navigate and close complex multi-stakeholder deals

Structured approach: pipeline management, CRM discipline (Salesforce), rigorous planning

Availability for a field-based role (75-80% travel)

Impeccable work ethic

Integrity and rigor in execution and relationship management

What Will Set You Apart

Excellent communication, presentation and influencing skills

Ability to balance persuasion and credibility with technical and decision-making stakeholders

Strong autonomy and ownership of the territory

Proven ability to perform in a demanding, results-driven environment