Title:  Principal, OEM Business Development

About I-CAR:

The Inter-Industry Conference on Auto Collision Repair (I-CAR) is a growing, not-for-profit organization, headquartered in Hoffman Estates, Illinois, serving the automotive collision repair industry globally. The organization was established by representatives of the collision repair, automotive, and insurance industries in 1979 and has doubled its revenue over the last six years.


Today, the I-CAR brand is stronger than it has been in 40 years of operation and has gained a worldwide reputation. There is momentum and excitement among its committed workforce, instructors and volunteers to continue to help the organization grow and expand its breadth of reach and scale. I-CAR leadership believes that the future of the organization will be importantly influenced by its continuing innovation and relevance of its products, technical programs and services.


Job Summary:


Strategically manage assigned OEMs to achieve defined objectives; extend reach and cultivate a more collaborative/productive/value-based relationship with working and senior level stakeholders. Importantly, grow OEM Network I-CAR requirements and commitments, deepen OEM Technical and Training collaborations, as well as OEM Training Alliance and Sustaining Partner Agreements. Coordinate internally with other Segment peers, Technical Operations, Product Management, Marketing, IT and Finance teams when working with OEM partners. Represent I-CAR professionally within the segment and across the industry to advance I-CAR’s vision, mission, and strategies. Performs other duties as assigned.


Primary Responsibilities include, but are not limited to, the following.  Additional duties not listed herein may be assigned.

  • Build and deepen relationships with assigned OEMs across multiple departments including Parts and Service Sales, Marketing, Training, Technical and preferably Vehicle Line Sales & Marketing and Product Development/Planning departments.
  • Identify opportunities for I-CAR to assist the OEMs with definition and distribution of knowledge and information across the industry through early involvement in new vehicle/technology launch planning. Coordinate, as required across the customer, to build awareness, demand, and secure programs for I-CAR products and services. Lead contract writing and financial analysis as required.
  • Coordinate with the Collision Repair Segment and Segment Sales Support to ensure network shops remain current on Gold Class renewal requirements and OEM network initiatives are properly supported and executed. Promote Gold Class for OEM network and liaise with related partners where needed.
  • Achieve sales department and individual SDM (Strategy Deployment Management) metrics and targets including annual budgeted revenue and project targets. Responsible for accurately forecasting future projects and revenue.
  • Apply a structured key account management selling process to advance segment goals, applying value and consultative selling methods.
  • Work closely with Segment Sales Support to orchestrate and prioritize amongst other organization priorities to assure proper and timely internal support for OEM customer programs and initiatives. Provide the Segment Support team with the necessary data for lead reviews, proposals, and programs output.
  • Work effectively and closely with cross functional teams (Product Management, Marketing, Technical Operations, Delivery, IT and Finance) to inform, collaborate and execute support programs for the OEMs. Ensure all OEM customer activity and opportunities are optimally coordinated.
  • Contributes to I-CAR product and service enhancement initiatives, and continuous improvement initiatives, based on insights from Segment Voice of the Customer, and general market trends and needs awareness.
  • Performs and/or leads special projects that may be assigned.


Skills and Aptitudes:

  • Sales/ Marketing/ Strategic Planning experience that demonstrates an ability to effectively perform this role.
  • Experience selling services, value selling, and consultative selling preferred.
  • Detailed knowledge of the technical vocabulary common to this industry role.
  • Disciplined in key account managing principles.
  • Demonstrated ability to apply project-management concepts.
  • Experience with contract writing and financial analysis preferred.
  • Working knowledge of industry and segment issues, needs, and problems.
  • Working knowledge of segment focused business processes and factors, with ability to convert this knowledge into strategic stakeholder dialogs and I-CAR action plans.


Experience and Education:

  • Bachelor’s Degree in a technical, business, or related field from an accredited program, or equivalent demonstrable industry experience.
  • 5+ years related OEM industry work experience required.
  • 10+ years related role relevant work experience required.
  • Collision industry work experience preferred.
  • Ability to travel up to 30%+


EEO Statement: 

I-CAR is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity / expression, national origin, protected veteran status, or any other characteristic protected under federal, state or local law, where applicable. Those with criminal histories will be considered in a manner consistent with applicable state and local laws.