Business Development Specialist

Based in Santa Rosa, California, Interstate Batteries is seeking a Business Development Specialist to lead the Distributor’s growth efforts within an assigned territory. The role focuses on driving profitable expansion for existing accounts while pursuing new business opportunities, with on-site engagement at dealer locations and regular travel to maintain strong relationships. You will leverage Salesforce and other tools to manage prospecting, pipeline development, and closing activities, while collaborating with internal teams to ensure customer satisfaction and account growth.

Responsibilities

• Identify, qualify, pursue, and close new Traditional Independent Licensed Dealer (ILD) and Non-Mandated National Account (NAC) opportunities for the Distributor.
• Travel regularly throughout the assigned territory to engage dealer partners.
• Set up new customers with racks, batteries, point of purchase materials, and testers, ensuring they are on route, have proper documentation, and understand our programs, products, and services.
• Educate dealers on programs, products, development opportunities, and available Interstate training.
• Develop and maintain a growth dealer list of approximately 100 dealers.
• Maintain relationships with new and existing dealers through in-person meetings, site visits, and networking events.
• Conduct business reviews for growth dealers, covering current performance, opportunities, and recommended plans to capitalize on them.
• Support additional dealer visits beyond growth dealers as needed.
• Utilize Salesforce daily for prospecting, pipeline management, activity documentation, and closing deals.
• Communicate pricing actions to operation dealers by reviewing the monthly Gross Profit report and responding as required.
• Assist with Accounts Receivable collection calls or visits as needed.
• Maintain a minimum cadence of 15 prospect calls and 12 growth dealer meetings per week, each with a defined business purpose and plan.
• Visit NAC dealer locations within the market according to company needs.
• Meet or exceed targets for new unit sales, growth dealer goals, and average price per unit sold.
• Address and resolve dealer issues and complaints in a timely manner.
• Collaborate with Market General Managers, Route Sales Managers, and Office/Warehouse teams to ensure customer satisfaction and account growth.

Requirements

• 1–2 years of business-to-business sales experience preferred.
• Outside sales, business development, or field-based account management experience is a plus.
• Bachelor’s degree preferred.
• Proven ability to lead and develop sales initiatives.
• Strong analytical and problem-solving capabilities.
• Excellent customer service skills with a results-driven mindset.
• Robust negotiation and closing abilities with a track record of meeting or exceeding quotas.
• Ability to work independently and manage time effectively across a defined area.
• Clear, professional written, presentation, and verbal communication skills.
• Proficiency with MS Office and Excel is required.
• Experience with Salesforce, Concur, Workday, and/or Tableau is preferred.
• Comfort with a dynamic, fast-paced environment and frequent travel.
• Valid driver’s license and reliable transportation required.

Technologies

• Salesforce
• MS Office
• Excel
• Concur
• Workday
• Tableau

Benefits

• 401(k)
• 401(k) matching
• Dental insurance
• Health insurance
• Mileage reimbursement
• Paid time off

Compensation & Territory

The position is onsite in Santa Rosa, CA and covers a designated geographic territory with frequent travel to dealer sites. Compensation includes a base salary of USD 60,000–65,000 per year, with earnings tied to sales performance through a commission structure. The role requires maintaining a valid driver’s license and collaborating with internal teams to support account growth.

Work Environment

• Ability to lift up to 50 pounds.
• Frequent sitting and standing for up to eight hours each day.
• Capable of manual handling, communicating, and navigating premises throughout the day.
• Vision requirements include close vision, depth perception, and the ability to adjust focus.
• Exposure to battery warehouse environments, including moving equipment, fumes or airborne particles, and chemicals.
• Flexible schedule based on client availability, with occasional evening or weekend events.

Application Questions

• How many years of experience do you have selling into other businesses?
• This role will require on average two overnight trips to Eureka per month. Is that acceptable for you?