Senior Business Development Representative Jobs in Springfield, MA

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.

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 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 daynot simply review the numbers at the end of the month.

• 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.

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.

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.

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.

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.

We're looking for an experienced leader who can build accountability without creating unnecessary complexity.

• 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

• 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.

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.