If you're considering a career in sales, you might be surprised to learn that many of the skills that drive success have little to do with your college major. Communication, curiosity, confidence, and problem-solving can take you a long way, especially in Reynolds' Business Development Center (BDC), where associates work with dealerships across the country to improve their processes while hitting sales goals and earning commissions.
For a behind-the-scenes look at the role, we chatted with BDC Supervisor Dylan S. about what the job is really like, the skills that matter most, and what he looks for when interviewing candidates.
Q: What is a Business Development Center (BDC)?
Dylan: A Business Development Center is a common part of many dealerships. Their BDC teams handle a lot of customer communication, including answering incoming inquiries, making outbound calls, scheduling appointments, and following up with customers about sales and service opportunities. At Reynolds, we modeled our BDC after that concept because we saw a similar need. Our associates connect with dealerships across the country, identify opportunities, and help customers find the tools that best fit their business.
Q: What is the Business Development Center’s departmental structure?
Dylan: Most new hires join the Business Development Specialist team, where they focus on the fundamentals: talking with customers, developing their sales approach, and exploring different solutions and areas of the business. As associates gain experience, opportunities open to move into more specialized sales roles tied to specific product areas and customer needs.
Q: How does the BDC differ from a traditional outside sales role?
Dylan: Outside sales associates often spend their days traveling to dealerships and meeting customers face-to-face. In the BDC, associates work remotely with customers across the country from ourDayton office, which means they can interact with more dealerships, gain exposure to a wider range of Reynolds solutions, and deliver multiple presentations or demonstrations in a single day.
Q: Do you need a sales or business background to succeed?
Dylan: Not at all. My degree is in criminal justice, and before Reynolds I worked as a private investigator. As a PI, I spent a lot of time talking to people, asking questions, gathering information, and figuring out what was really going on beneath the surface. Sales is not that different. You're learning about a customer's situation, understanding their challenges, and determining whether you have a solution that can help.
I came in with no dealership experience and had never even stepped foot inside a dealership before joining the company – and now I’ve been here for 11 years! Reynolds taught me the industry fundamentals, which gave me the foundation to succeed in sales.
Q: What does a typical day look like?
Dylan: For new Business Development Specialists, the goal is gaining experience and exposure. They spend a lot of time connecting with customers, setting up meetings, and developing confidence in conversations. Associates also spend dedicated time in sales training to learn who works in a dealership, what those roles care about, how oursolutions fit into their day-to-day operations, and how to have productive conversations with customers.
As people move into specialist roles, the work becomes more consultative. Instead of making a high volume of calls, associates spend more time conducting demonstrations and delivering proposals.
Q: What do you look for when interviewing candidates?
Dylan: Enthusiasm is one of the biggest things. I often ask about a candidate's hobbies, partly because it's a good icebreaker and partly because it tells me a lot. If someone can talk passionately about something they enjoy, that excitement tends to carry into their work. I also look for confidence, curiosity, and authenticity. I'd much rather talk to someone having a real conversation than someone trying to give the "perfect" answer.
Q: What advice would you give a student or recent graduate interested in sales?
Dylan: Have a clearly defined “why.” The most successful salespeople I’ve worked with know exactly what they’re working toward, whether that’s paying off student loans, supporting their family, or reaching a financial goal. When things get challenging, having that motivation helps you stay focused and keep moving forward.
As Dylan's career journey shows, successful sales associates don't come from the same background. What they share is a drive to win, a desire to solve problems, and a clear sense of what they're working toward. For students and recent graduates exploring their options, the BDC can be a place to develop those skills, build confidence, and start a career in sales.
Ready to explore a career with Reynolds? Browse all open positions here or apply to a role within the BDC here.
