[Remote] New Account Acquisition Lead (West)

Note: The job is a remote job and is open to candidates in USA. Protective Life is hiring a New Account Acquisition Lead to expand its direct sales channel by identifying, developing, and securing dealership relationships in the West territory. The role leads complex sales opportunities from prospecting through negotiation and contracting, then coordinates the handoff and transition of new accounts.

Responsibilities

• Develops and executes a regional new-account acquisition plan aligned with Direct Channel growth priorities, target-market strategy, and assigned revenue objectives
• Identifies and cultivates high-potential dealership prospects through market research, referrals, strategic networking, industry events, targeted outreach, and other lead-generation activities
• Qualifies prospects and opportunities by assessing strategic fit, business potential, buyer priorities, decision processes, competitive position, implementation requirements, and likelihood of success
• Owns a disciplined acquisition pipeline, maintains accurate CRM records, prioritizes opportunities, and provides reliable forecasts, risk assessments, and updates to the Regional Sales Director
• Conducts consultative discovery with dealership owners and senior decision-makers to understand business objectives, customer needs, economics, F&I practices, operational requirements, and pain points
• Develops customized opportunity strategies and value propositions that align Protective’s vehicle protection products, dealer participation programs, training, technology, marketing, and service capabilities with prospect priorities
• Prepares and delivers persuasive presentations, business cases, and solution proposals that clearly communicate differentiation, financial value, implementation considerations, and expected outcomes
• Builds trusted relationships with senior dealership stakeholders, mobilizes internal sponsors, and navigates complex buying groups to advance opportunities and secure commitment
• Designs negotiation plans and negotiates pricing, incentives, program structures, service expectations, and contractual terms within delegated authority, escalating exceptions with clear commercial rationale
• Coordinates cross-functional due diligence, solution development, approvals, contracting, onboarding readiness, and issue resolution for complex or high-value opportunities
• Maintains deep knowledge of Protective’s product portfolio, dealer solutions, competitive positioning, market conditions, and relevant regulatory requirements to support credible consultative selling
• Partners with the Sales Lead to transition newly acquired accounts through a structured handoff that preserves relationship continuity, documents commitments, and establishes clear onboarding and early-growth priorities
• Monitors early account performance and resolves acquisition-related issues during the transition period to support successful activation, adoption, and long-term growth
• Shares market intelligence, prospect feedback, win/loss insights, and emerging competitive trends with regional leadership and internal partners to improve acquisition strategy and sales effectiveness
• May provide subject-matter guidance to colleagues on prospecting, discovery, opportunity qualification, proposal development, and complex deal execution without direct people-management responsibility

Skills

• Bachelor's degree in Business, Marketing, or a related field, or equivalent practical experience
• 7+ years of progressive B2B sales or business-development experience, including ownership of complex, high-value opportunities and individual revenue or quota accountability
• Demonstrated success generating, qualifying, and closing new business through consultative selling, solution development, executive engagement, and disciplined pipeline management
• Experience selling directly to dealership stakeholders
• Demonstrated ability to develop compelling proposals, present to senior decision-makers, manage objections, and negotiate pricing and commercial terms
• Strong understanding of CRM practices, sales forecasting, opportunity analytics, and data-driven prioritization
• Ability to coordinate complex pursuits across multiple internal functions and guide colleagues through opportunity-development activities without direct supervisory responsibility
• Strong business and financial acumen, sound judgment, and the ability to operate within applicable sales-governance and compliance requirements
• Knowledge of dealership economics, F&I sales processes, and dealer participation programs preferred

Benefits

• Remote work; this position covers the West territory and the person must live in California.
• Comprehensive health, dental and vision insurance
• Mental health benefits and an employee assistance program
• Paid time off
• Paid parental leave
• Short-term disability
• A cultural observance day
• Contributions to healthcare accounts
• A pension plan
• A 401(k) plan with Company matching
• ProHealth Rewards, Protective’s platform to improve wellbeing while earning cash rewards

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