The work we do has an impact on millions of lives, and you can be a part of it.

We help protect our customers against life’s uncertainties. Regardless of where you work within the company, you’ll be helping provide protection and peace of mind when our customers need it most.

The New Account Acquisition Lead is accountable for identifying, developing, and securing new dealership relationships that expand Protective’s direct channel presence within an assigned region. Reporting to the Regional Sales Director, this role leads complex and strategically significant sales opportunities from initial prospecting and qualification through solution design, negotiation, contracting, and transition to the Sales Lead for ongoing account development. The role develops tailored acquisition strategies, builds trusted relationships with senior dealership decision-makers, and coordinates with Product, Underwriting, Marketing, Operations, Finance, Sales Operations, Sales Enablement, Legal, and Compliance to deliver profitable growth and a strong prospective-dealer experience. This position covers our West territory and the person must live in California.

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

Employee Benefits

We aim to protect the wellbeing of our employees and their families with a broad benefits offering. In addition to offering comprehensive health, dental and vision insurance, we support emotional wellbeing through mental health benefits and an employee assistance program. Work/life balance is important and Protective offers a variety of paid time away benefits (e.g., paid time off, paid parental leave, short-term disability, and a cultural observance day). The financial health of our employees is just as important as physical and emotional health. Some of the financial wellbeing benefits include contributions to healthcare accounts, a pension plan, and a 401(k) plan with Company matching. All employees are encouraged to protect their overall wellbeing by engaging in ProHealth Rewards, Protective’s platform to improve wellbeing while earning cash rewards.

Eligibility for certain benefits may vary by position in accordance with the terms of the Company’s benefit plans.

Accommodations for Applicants with a Disability

If you require an accommodation to complete the application and recruitment process due to a disability, please email eric.hess@protective.com. This information will be held in confidence and used only to determine an appropriate accommodation for the application and recruitment process.

Please note that the above email is solely for individuals with disabilities requesting an accommodation. General employment questions should not be sent through this process.

We are proud to be an equal opportunity employer committed to being inclusive and attracting, retaining, and growing an inclusive workforce.