Inside the Role

The New Business Development Lead is responsible for originating integrated product and program concepts, securing funding for pilots, validating the most promising propositions through time-boxed market pilots, and delivering complete implementation packages to the Revenue, Marketing, Operations and Credit teams for execution — then exiting and moving to the next opportunity. The role operates in close partnership with DTNA and serves as a bridge between strategy, commercial execution, credit, operations and customer value creation.

This role exists inside a company undergoing a major strategic shift, where business development is an uphill effort against competing priorities and organizational resistance. Success therefore requires someone who is comfortable being uncomfortable — who gets energy from a blank page, chases funding for unproven ideas, and keeps momentum when priorities move mid-flight. Strong adaptability, influence without authority, resilience, and hands
on execution are non-negotiable.

The role has direct responsibility for the US and Canadian markets, and provides backup coverage for the Mexico Business Development Lead, as required.

Posting Information

We provide a scheduled posting end date to assist our candidates with their application planning. While this date reflects our latest plans, it is subject to change, and postings may be extended or removed earlier than expected.

We Take Care of Our Team

Pay offered dependent on knowledge, skills, and experience

Benefits include:

• Annual bonus program

• 401K company contribution with company match up to 6% as well as non-elective company contribution of 3-7% depending on age

• 4 weeks paid vacation to start

• 13+ calendar holidays

• 8 weeks paid parental leave

• Employee Assistance Program

• Comprehensive healthcare plans and wellness programs

• Onsite fitness (at some locations)

• Tuition assistance

• Volunteer paid time off

• Short-term and long-term disability plans

What You Drive at DTFS

• Secure sponsorship and funding for pilots. Build the investment case for each opportunity, identify and win over the budget owner, and drive the funding go/no-go decision. Business development at DTFS is an uphill effort — the job holder is expected to actively source the budget to test ideas, not assume funding exists.

• Identify and originate opportunities at the intersection of DTNA vehicles, DTFS financing, extended warranty, service contracts, telematics, and aftermarket programs for the US and Canadian markets. Combine commercial instinct, customer/dealer empathy, and competitive observation to generate propositions and maintain a rolling portfolio of time-boxed opportunities we test and exit.

• Define, scope, and personally execute market pilots in the US and Canada to validate the most promising propositions; set clear success criteria and KPIs upfront; capture learnings; and deliver a complete package (rollout plan, business case, pricing, operational requirements, KPIs, dealer enablement, customer-facing collateral inputs) to Revenue, Marketing, Operations and Credit for implementation.

• Serve as primary NPD/BD interface with DTNA leadership for US and Canadian programs; operate as liaison across DTNA CSG, New Truck Pricing, Used Truck, and Parts & Warranties; use that proximity to detect emerging opportunities early.

• Build the business case hands-on — NPV, IRR, sensitivity analysis, multi-entity margin projections — with Analyst support. Source and validate inputs with Finance, Treasury, Remarketing, DTNA (residuals) and Pricing; challenge assumptions where they constrain opportunity viability.

• Run continuous competitive benchmark analysis of captive finance, commercial banking, insurance, and aftermarket competitors; identify white-space and translate insights into fundable opportunities for the portfolio.

• Coach and develop one direct report (Analyst); set goals, review performance, and foster a culture that pairs analytical rigor with entrepreneurial ownership.

• Partner with IT, Operations, Engineering, Credit, Risk, Compliance and Legal to translate pilot designs into specs and operational readiness; engage Legal early on US/Canadian regulatory implications. Partner with the Mexico Lead on tri-country synergies.

Knowledge You Should Bring

• Bachelor's degree in Business Administration, Economics, Engineering; Finance or Marketing.

• Minimum of 5 years of overall work experience.

Required Knowledge

• Track record of originating opportunities and securing funding/sponsorship for new initiatives in an ambiguous, change-intensive environment (3+ years)

• Commercial finance, captive finance, equipment finance, or commercial banking, including product economics and deal structures (3+ years)

• Cost of funds, hurdle/discount rates, and funding sources relevant to business case construction (2+ years)

• Concept-to-pilot execution; opportunity validation; time-boxed experimentation (3+ years)

• Commercial truck segments, dealer-OEM captive sales models, floorplan dynamics, customer profiles, truck lifecycle

• Working knowledge of OEM parts programs, warranty products (extended warranty, full-service contracts), and service contract economics as bundle components

Required Skills

• Entrepreneurial drive & bias to action

• Opportunity origination / commercial vision

• Funding & stakeholder persuasion (influence without authority)

• Comfort with ambiguity & resilience under shifting priorities

• Analytical & problem-solving skills

• Facilitation & presentation skills

• Hands-on project management

• Ability to identify opportunities at the intersection of multiple products and partners (3+ years) Ability to land ideas with rigorous business cases and KPIs (3+ years)

• Navigation of unstructured and change-intensive environments (3+ years)

• Securing funding/sponsorship for new initiatives (2+ years)

• Embedded cross-organizational collaboration with OEM partners (2+ years)

• Written and verbal communication

• Experience in presenting proposals to an audience of senior leaders

Exceptional Candidates Might Have

• Master's degree in Business Administration or Finance

• Commercial truck segments, dealer-OEM captive sales models, floorplan dynamics, customer profiles, truck lifecycle (2+ years)

• Commercial insurance and fee-income products as components of bundled value propositions (2+ years)

• Credit/residual/operational risk; US and Canadian financial services regulation (TILA/Reg Z, provincial lending) (1+ years)

• Used commercial truck market, residual value dynamics, trade cycles (1+ years)

Where We Work

This position is open to applicants who can work in (or relocate to) the following location(s)-

Charlotte, NC US. Relocation assistance is not available for this position.

Schedule Type:

Hybrid (4 days per week in-office / 1 day remote). This schedule builds our #OneTeamBestTeam culture, provides an unparalleled customer experience, and creates innovative solutions through in-person collaboration.