Local Business Development Manager Jobs

The Local Business Development Manager is the dealership's dedicated hunter and developer of business-to-business vehicle sales within a defined local or regional territory. While the broader fleet sales function manages national accounts and large corporate fleets, the Local Business Development Manager focuses on the SME and local corporate market - the businesses within the dealership's catchment area that run between two and fifty vehicles and whose vehicle purchasing decisions are made by a finance director, operations manager or owner who values a direct, knowledgeable relationship with a person they know and trust.

It is a role that requires the commercial instinct to identify prospect businesses, the persistence to develop relationships across a sales cycle that can run for months before a fleet is renewed, the product knowledge to advise on the right vehicle specification for diverse business applications and the ability to work independently across a territory without the structure of an inbound lead flow. The Local BDM who builds a portfolio of loyal SME business accounts - delivering consistent incremental fleet volume without dependence on manufacturer-led retail campaigns - creates a commercial asset for the dealership that outlasts any individual vehicle cycle.

Venatu recruits Local Business Development Managers for permanent and contract roles across franchised car and van dealerships, dealer groups building out their business sales functions and automotive fleet and leasing businesses throughout the UK. This role sits within our car dealership and truck and van recruitment divisions.

Who We Recruit For

We place candidates with:

• Franchised car and commercial vehicle dealerships building local fleet and business sales functions
• Multi-franchise dealer groups with dedicated SME fleet development programmes
• Van centre and light commercial vehicle franchise operations targeting local trades and businesses
• Automotive fleet and contract hire businesses with field-based local account development requirements
• Salary sacrifice scheme providers and employee benefit fleet businesses requiring local relationship development

Roles We Place

• Local Business Development Manager
• Local BDM (Automotive)
• SME Fleet Business Development Manager
• Territory Business Development Manager (Dealership)
• Local Fleet Account Manager
• Business Sales Executive (Local Accounts) - see also Fleet Sales Executive
• Local Corporate Account Manager (Automotive)

Who Can Apply

Strong Local Business Development Manager candidates typically come from:

• Experienced Local BDMs at franchised dealerships or automotive fleet businesses who want to move to a new employer, a different manufacturer brand, a better-supported territory or an improved package
• Fleet Sales Executives at franchised dealerships who have been handling incoming SME fleet enquiries and want to develop into a dedicated outbound business development role with a defined territory and a prospect-development focus
• Car Sales Executives or Commercial Sales Executives with strong relationship-building skills and an interest in fleet and business-to-business sales who want to move away from retail showroom selling into a territory-based development role
• Business Development Executives at dealerships or automotive suppliers who have been carrying out prospecting and account development activity and want to step up into an LBD Manager role with greater autonomy, a defined territory and a direct revenue accountability
• Field sales or account management professionals from B2B services, telecoms, financial services or logistics with a strong track record of new business development through face-to-face territory sales who want to apply their prospecting and relationship skills in the automotive fleet context and are prepared to develop vehicle product knowledge alongside the role
• Contract Hire Executives or fleet finance professionals who have been working in a vehicle funding context and want to broaden into a full business development role with vehicle specification and fleet management advisory scope

Strong candidates must demonstrate a verifiable track record of developing new business relationships from prospect to first order, managing a territory pipeline proactively and building account loyalty that generates repeat volume. Product knowledge of the employer's vehicle range and the vehicle taxation and funding landscape relevant to small business operators is the most valued sector-specific competency above the general B2B sales foundation. Venatu confirms the territory definition, employer support structure and package expectations with each employer before presenting candidates.

Local Business Development Manager Salary Guide

Packages universally include a demonstrator vehicle appropriate to the manufacturer's business range, fuel card, mobile phone and a commission structure linked to units delivered, fleet volume and finance or contract hire penetration within the territory account base. Venatu benchmarks total package and OTE expectations with each employer before beginning a search. Visit the HR Hub for broader context on automotive fleet and business sales role remuneration.

What the Role Involves

Prospect Development and New Business:

• Identifying and building a prospect pipeline of local businesses operating two or more vehicles within the defined territory, using a combination of data sourcing, LinkedIn, local business directories, referral and physical territory canvassing to develop a consistent flow of qualified business contacts
• Making initial contact with prospect businesses via telephone, email and in-person visits, establishing decision-maker relationships with owners, finance directors and operations managers and qualifying the size, composition and renewal timing of their vehicle fleet
• Developing relationships with prospects through consistent follow-up, product demonstration opportunities at the dealership or the customer's premises and the provision of relevant market information including vehicle tax, company car benefit-in-kind and total cost of ownership data
• Converting prospects into first orders by presenting the right vehicle solution for the business application, supported by competitive funding and fleet management proposals

Account Management and Retention:

• Managing the renewal cycle of the active SME fleet account base, proactively initiating fleet review conversations with existing business customers ahead of contract expiry or vehicle replacement timing to retain the account's volume and prevent competitor encroachment
• Providing first-class, responsive account management to SME fleet customers throughout the ownership cycle, liaising with the service team to ensure business customers' vehicles are prioritised appropriately and that the customer's experience of the dealership remains strongly positive
• Growing existing accounts by introducing new vehicle categories, additional fleet vehicles for new employees and funding products including contract hire, finance lease and salary sacrifice as appropriate to the business customer's requirements
• Processing fleet orders accurately and managing the delivery process in liaison with the sales administration and handover team, ensuring business customers receive the same quality of delivery experience as retail customers

Reporting and Planning:

• Maintaining accurate records of all prospect and account activity within the dealership's CRM system, ensuring the pipeline is kept current and that the Fleet Sales Manager or General Sales Manager has a clear, real-time view of territory activity and forecast volume
• Attending weekly sales meetings and presenting territory activity, prospect pipeline health and forecast fleet unit deliveries to the sales management team
• Identifying market developments in the territory including competitor dealer activity, local employer fleet renewals and employer EV transition plans that create development opportunity for the dealership

How the Process Works

For employers:

1. Submit a vacancy with the territory definition, manufacturer brand, target market segment, existing account base and supported OTE structure.
2. We confirm candidate availability and present a pre-screened shortlist within five working days.
3. Candidates are assessed for new business development track record, territory management discipline and SME fleet product knowledge.
4. Interview and offer supported by Venatu throughout.

For candidates:

1. Register your CV with your business development or fleet sales background, the territory covered, account base managed and any automotive sector experience.
2. A Venatu consultant will review your background and contact you directly.
3. Roles are matched to your sales background, preferred manufacturer brand and geography.
4. Venatu manages the process and advises on package and OTE expectations ahead of offer.

Browse current vacancies or create a job alert to be notified when relevant roles become available.

FAQ

What does a Local Business Development Manager do at a car or van dealership? A Local Business Development Manager develops and manages the dealership's SME and local corporate fleet sales within a defined territory. The role combines outbound prospecting to identify and develop new local business accounts, ongoing account management to retain and grow existing fleet customers and the provision of vehicle specification, funding and fleet management advice to local business decision-makers. The primary commercial measure is incremental fleet unit volume delivered from the territory account base.

What is the difference between a Local BDM and a Fleet Sales Executive? A Fleet Sales Executive typically handles inbound fleet enquiries and manages a mix of fleet and retail sales activity from within the dealership. A Local Business Development Manager operates primarily outbound, working a defined territory of prospect and account contacts away from the showroom, with a specific focus on developing new SME fleet relationships through face-to-face territory activity. The LBD Manager role requires greater independence, self-motivation and prospecting discipline than the inbound fleet sales function. In smaller dealerships the two functions may be combined in a single role. Venatu clarifies the precise scope with each employer before presenting candidates.

What product knowledge does a Local BDM need in automotive? Strong Local BDMs are knowledgeable about the manufacturer's full vehicle range relevant to business use, the company car and van benefit-in-kind tax framework, total cost of ownership comparisons between fuel types including EV whole-life cost, funding products including contract hire, finance lease and personal contract hire and the salary sacrifice company car scheme structure. Practical knowledge of how vehicles serve different business applications - from a single rep car to a mixed trades van fleet - is also valued. Much of this knowledge is developed on the job with the employer's support. Venatu identifies employers with structured BDM induction programmes for candidates moving into local fleet development from adjacent roles.

What does a Local Business Development Manager earn in the UK? Experienced Local BDMs at franchised dealers typically earn between £32,000 and £44,000 base with OTE of £46,000 to £64,000. LCV-focused and large dealer group roles carry OTE of £52,000 to £72,000. All packages include a demonstrator vehicle and fuel card. Venatu benchmarks total package and OTE expectations with each employer before beginning a search.

What is the progression from Local Business Development Manager? Common progression routes include Senior Local BDM, Fleet Sales Manager, Commercial Sales Manager and General Sales Manager. Local BDMs who build a consistently strong territory account base, develop fleet product knowledge depth and demonstrate the ability to manage and grow a complex pipeline of SME accounts are well positioned for sales management appointments. Read about how the commercial vehicle fleet market is evolving in How Rising Fuel Prices Are Impacting Automotive Recruitment In The UK.

Register or Enquire

Candidates - Register your CV with your business development or fleet sales background, territory managed, account base and any automotive sector experience. Venatu will match you to current Local Business Development Manager vacancies across franchised dealerships and automotive fleet businesses, including roles not publicly advertised. Browse live vacancies or create a job alert.

Employers - Submit a vacancy or visit the client hub to discuss your local business development requirements. Our team will respond within one working day.