Director of Fleet Business Development

This is a fully remote position, open to applicants in United States.

📋 Description

• Implement the regional fleet growth strategy across sectors including construction, utilities, telecommunications, government, service, and delivery fleets.

• Establish direct connections with commercial fleet end-users who operate trucks and vans.

• Perform fleet assessments and evaluate vehicle workflows.

• Suggest productivity-enhancing truck and van upfit solutions.

• Influence vehicle specifications prior to procurement and bidding processes.

• Promote conversion opportunities through product demonstrations, ride-alongs, fleet reviews, and pilot programs.

• Cultivate relationships with representatives from regional fleet management companies and support FMC-driven initiatives.

• Lead strategic interactions with distributors and upfitters that stock Weather Guard Truck and Van products.

• Take ownership or co-ownership of annual joint business planning with key partners.

• Maintain a national Fleet Opportunity Pipeline and contribute forecasting inputs to the SIOP process.

• Drive revenue, margin, fleet conversion, pipeline growth, program adoption, and retention KPIs.

• Collaborate with engineering, operations, production, supply chain, and field sales leadership.

• Support pilot programs, new product launches, and scalable fleet solutions.

• Lead complex sales pursuits involving multi-vehicle, multi-region, or multi-year fleet agreements.

• Develop executive-level sales proposals and presentations.

• Negotiate commercial terms, pricing frameworks, and program agreements.

⛳️ Requirements

• Bachelor's degree in Business, Marketing, Engineering, or a related field (preferred).

• 5–10+ years of progressive experience in fleet management companies, direct aftermarket upfit sales, truck and van upfit manufacturing, or related commercial vehicle sectors.

• Proven track record in leading enterprise fleet accounts, national programs, or scalable fleet solutions.

• In-depth knowledge of commercial truck and van upfits, fleet specifications, distributor economics, and installation workflows.

• Demonstrated capability to influence without authority and effectively navigate a matrixed, cross-functional environment.

• Strategic and analytical mindset with strong business acumen.

• Executive presence and excellent communication skills.

• Advanced negotiation and deal structuring skills.

• Ability to convert market insights into actionable strategies.

• Strong discipline in pipeline management and forecasting accuracy.

• Collaborative leadership approach with a high level of accountability.

• Self-motivated, results-driven, and comfortable working in ambiguous situations.

• Willingness to travel 50–75% based on fleet account development, partner engagement, and national meetings.

🏝️ Benefits

• Equal opportunity employment.

• Commitment to diversity, equity, and inclusion.