The Automotive Training Institute (ATI), the largest coaching and training company for Owners of Independent Repair Shops in the US and Canada. With over 1700 shops actively engaged in our program, we provide coaching, training and the largest buying program in the automotive aftermarket for Independent Shop Owners. Our members have cumulatively increased their Gross Profits by almost $3.0 Billion dollars through the ATI program.
JOB DESCRIPTION:
Automotive Training Institute (ATI) is the automotive aftermarket's premier performance improvement and coaching organization, helping independent shop owners build more profitable, efficient, and sustainable businesses. As a business unit of Driven Brands, North America's largest automotive services company, ATI combines the entrepreneurial energy of a specialized coaching firm with the resources and rigor of a world-class enterprise organization.
The Director of Business Development is a senior commercial leader responsible for driving incremental revenue through strategic partnerships, program development, and high-impact sales initiatives. This role owns the full business development lifecycle — from prospecting and negotiating partnership agreements to managing partner revenue performance and overseeing member-facing sales events. The Director will serve as a key growth driver for ATI, building the infrastructure and relationships that expand ATI's reach, deepen member value, and contribute directly to EBITDA expansion.
Identify, evaluate, and prioritize new strategic partnership opportunities aligned with ATI's member base, growth objectives, and Driven Brands' enterprise strategy.
Build and manage a pipeline of prospective partners across automotive suppliers, technology vendors, financial services providers, and adjacent industries.
Develop compelling partnership frameworks and value propositions that drive adoption among ATI's member shop network.
Serve as ATI's primary external-facing business development representative, cultivating senior-level relationships across the automotive aftermarket ecosystem.
Collaborate with the ATI President and cross-functional stakeholders to align partnership strategy with overall business priorities.
Lead end-to-end negotiation of partnership and vendor agreements, including deal structure, commercial terms, exclusivity provisions, and performance commitments.
Partner with legal and finance to structure agreements that protect ATI's interests while delivering clear mutual value.
Manage contract renewals and renegotiations, applying leverage based on performance data and market intelligence.
Ensure deal economics are modeled rigorously, with clear ROI thresholds and accountability checkpoints built into each agreement.
Own the partner revenue P&L, including revenue forecasting, performance tracking, and variance analysis against plan.
Establish and manage KPIs for each partner relationship; conduct regular business reviews to ensure partners are delivering on commitments.
Identify and execute revenue optimization opportunities within the existing partner portfolio, including upsell, cross-sell, and co-marketing initiatives.
Report partner revenue performance to senior leadership with transparency, accuracy, and actionable forward-looking insights.
Develop scalable processes for partner onboarding, performance management, and off-boarding when necessary.
Develop annual and quarterly sales program calendars in alignment with ATI's revenue goals and member engagement strategy.
Lead the strategy, planning, and execution of all ATI live sales events, including national conferences, regional workshops, partner showcases, and member summits.
Partner with marketing to develop event messaging, promotional materials, and pre/post-event engagement programs that maximize conversion and member satisfaction.
Establish event performance metrics — attendance, revenue generated, satisfaction scores, pipeline influence — and report results against targets.
Manage vendor relationships and budget for all events, ensuring high production value delivered within approved spend parameters.
Continuously evaluate and improve the mix, format, and ROI of the sales event portfolio.
Required
8+ years of progressive business development, strategic partnerships, or commercial sales experience, with a demonstrated track record of closing and managing complex deals.
Proven experience negotiating multi-party commercial agreements, with strong financial and legal acumen.
Experience owning a revenue budget or P&L with accountability for results.
Strong executive presence and ability to build trust with C-suite and senior operator-level stakeholders.
Demonstrated ability to build and scale programs in a fast-moving, performance-oriented environment.
Exceptional analytical skills; ability to model deal economics and communicate performance in financial terms.
Experience planning and executing large-scale professional events or sales programs.
Background in the automotive aftermarket, franchise services, or B2B membership-based businesses.
Experience working within a public company or large enterprise operating environment.
Familiarity with CRM platforms and business development pipeline management tools.
Bachelor's degree in Business, Marketing, or a related field; MBA a plus.
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Position Location:
North CarolinaCompensation Range:
$7.25 - $254,100.00Compensation Frequency:
AnnualBase pay offered may vary depending on actual location, job-related knowledge, skills, and experience. Supplemental pay types may include commissions or bonus incentives, depending on the role. Driven Brands offers a variety of health and wellness benefits including paid time off and holiday pay. Details regarding our benefits can be found here: https://www.drivenbrandsbenefits.com
Get early access to 50% of your earned wages at any time through our myFlexPay program.