5+ years in business development or account management in fleet services or related fields
Proven track record managing large, multi-location accounts
Strong negotiation skills for pricing and contract management
Excellent organizational skills for coordinating across teams
Effective communication skills for engaging senior decision-makers
Proficient in CRM systems and Microsoft Office/Excel
Valid driver's license with willingness to travel frequently
Responsibilities
Develop a robust pipeline of national and large fleet prospects
Negotiate and secure service agreements with multi-location customers
Maintain low account churn and high renewal rates through proactive engagement
Schedule service visits in advance to prevent vehicle downtime
Foster strong internal relationships to ensure customer commitments are met
Conduct needs assessments to create tailored service plans
Monitor pricing strategies to align with corporate margin targets
Benefits
Comprehensive health insurance
Paid holidays and vacation time
Opportunities for continuing education and professional development
Access to a network of mentors and industry connections
High-quality technology to enhance efficiency and customer service
Full Job Description
Overview
Model 1 Commercial Vehicles is looking for an experienced Business Development Manager to drive Service and Parts growth of Key National Accounts and Large Commercial Fleet clients. This role will be responsible for driving relationships with large fleets and key accounts to support the vehicle lifecycle and improve uptime by:
Identifying and earning new business opportunities with large regional and national fleets
Building tailored service plans designed to improve up-time, increase customer loyalty and drive retail revenue
Ensuring customers receive consistent communication and feedback on their requests
The ideal candidate combines an inquisitive mindset for new account acquisition with the relationship-management discipline needed to retain and expand large, complex customer relationships in the commercial vehicle fleet space. You will operate as both a strategic seller and an internal director to translate customer needs into operational commitments, making sure those commitments are consistently delivered on.
What You Will Gain
Competitive benefits, including health insurance, paid holidays, and vacation pay
Continuing education to provide you the opportunity to develop your full potential and be a true business partner
Access to an expansive network of mentors and networking opportunities
Top quality technology to assist in your daily responsibilities to allow for more efficiencies to deliver outstanding customer service
Responsibilities
A growing, well-qualified pipeline of national and large fleet prospects, with clear stage-by-stage progress in the CRM
Signed service agreements with multi-location or national customers that include documented service plans and agreed pricing
Low account churn and high renewal rates among assigned accounts, driven by proactive follow-up rather than reactive fire-fighting
Scheduled/future service visits booked ahead of due dates, not after a vehicle is already down
Pricing that is consistent across a customer's locations and defensible against corporate margin targets
Strong internal relationships with operations and service teams, so commitments made to customers are commitments the business can actually keep
Key Responsibilities
1. National Account & New Business Development
Prospect and qualify new national accounts and large commercial fleet customers (typically 25+ vehicles or multi-location operations) through outbound outreach, referrals, industry associations, trade shows, and warm introductions from existing customers or partners
Build and maintain a sales pipeline in the CRM with accurate stage tracking, close-date estimates, and deal size
Research prospective accounts' fleet composition, current service providers, pain points, and decision-making structure before engaging
Lead the full sales cycle: initial outreach, discovery calls, site visits, proposal development, contract negotiation, and close
Develop account-specific growth strategies to expand wallet share across a customer's existing locations, business units, or vehicle classes once a relationship is established
Represent Model 1 at industry trade shows, fleet conferences, and customer events to build brand visibility and generate leads
2. Service Plan Development
Conduct a needs assessment for each account covering fleet size, vehicle mix (light-duty, medium/heavy-duty, specialty), usage patterns, and current maintenance practices. Leverage this information do create personalized service solutions to improve and support customer uptime
Partner with operations, service managers, and technicians to design a customized service plan covering preventive maintenance intervals, DOT/inspection compliance, emergency/breakdown response, and parts availability
Ensure service plans are scalable and standardized across multiple sites for multi-location or national customers, while allowing for regional operational differences
Document service plans clearly (SLAs, response times, service frequency, escalation paths) and review them with the customer before rollout
Revisit and adjust service plans periodically based on utilization data, seasonal needs, or changes in the customer's fleet
3. Pricing Strategy & Alignment
Develop pricing proposals that balance competitiveness with corporate margin requirements, factoring in volume commitments, service frequency, and multi-site scale
Negotiate contract terms, rate structures, and volume discounts directly with customer procurement or fleet management contacts
Coordinate with finance and operations leadership to validate pricing against cost-to-serve and ensure consistency across regions and locations
Maintain pricing documentation and ensure any exceptions or custom terms are approved through the appropriate internal channels
Monitor pricing performance over time and proactively address margin erosion or competitive pressure
4. Account Coordination & Follow-Up
Serve as the primary point of contact and escalation lead for assigned national and large accounts
Coordinate between the customer and internal dispatch, service, and operations teams to ensure work orders are scheduled, staffed, and completed as agreed
Own resolution of service escalations, working with operations leadership to correct recurring issues
5. Relationship Management & Retention
Conduct regular (e.g., quarterly) business reviews with key accounts covering service performance, spend, upcoming fleet changes, and satisfaction
Build multi-threaded relationships within each account (fleet managers, procurement, regional operations contacts) to reduce single-point-of-contact risk
Act as the customer's internal advocate, flagging risks or dissatisfaction early and coordinating a response plan
Identify expansion opportunities within existing accounts (additional locations, vehicle types, or service lines) and lead the effort to grow those relationships
6. Reporting & Forecasting
Maintain accurate, up-to-date records of account activity, pipeline status, service plans, and pricing agreements in the CRM
Provide regular reporting to sales leadership on new business pipeline, forecasted close dates, account growth, retention/churn, and revenue performance
Track and report on key account health metrics (service on-time rate, renewal status, satisfaction feedback)
Support annual account planning and territory/quota-setting discussions with data-backed insights
Qualifications
Required
5+ years of business development, sales, or account management experience in fleet services, commercial vehicles, automotive service, transportation, or a related industry
Demonstrated success managing large, multi-location, or national accounts, including pricing negotiation and contract management
Strong negotiation skills with experience developing and aligning pricing structures across regions or business units
Excellent organizational and follow-up skills, with the ability to coordinate across multiple internal teams (operations, service, dispatch, finance) and external stakeholders
Strong communication and presentation skills, comfortable engaging with senior decision-makers (fleet managers, procurement leads, operations executives)
Proficiency with CRM systems (e.g., Salesforce, HubSpot) and Microsoft Office/Excel
Valid driver's license and ability to travel regularly to customer sites and company service locations
Preferred
Existing knowledge of or relationships within the commercial fleet, trucking, or vehicle maintenance/service industry
Experience with fleet maintenance software, service scheduling/dispatch systems, or telematics platforms
Familiarity with DOT regulations and commercial vehicle compliance requirements
Bachelor's degree in Business, Marketing, or a related field
Prior experience selling into or managing national/enterprise-level accounts with formal procurement processes
Company retains the sole discretion to change the duties of the position at any time.
