Overview

The Fleet Business Development Manager is responsible for developing and growing commercial fleet business within an assigned region by identifying, pursuing, and converting fleet opportunities among end-users, dealerships, upfitters, and fleet influencers.

 

This role serves as the primary field-based fleet growth leader, driving specification selling, customer engagement, and solution development for truck and van upfit programs. Working closely with distributors, dealerships, upfitters, FMCs, and internal teams, the Director develops repeatable fleet opportunities that increase market share, accelerate adoption of Weather Guard solutions, and create scalable growth

Responsibilities

Fleet Strategy & Market Leadership

• Execute the regional fleet growth strategy, identifying high-potential fleet accounts and market opportunities across key verticals including construction, utilities, telecommunications, government, service, and delivery fleets
• Serve as a subject matter expert and strategic partner for commercial fleets, FMCs, and national accounts, influencing upfit standards, specifications, and purchasing behavior.
• Identify, prioritize, and develop high-value fleet opportunities that flow through distributor and upfitter partners at scale.
• Monitor market trends, fleet procurement models, competitor activity, and regulatory considerations to maintain competitive advantage and inform strategic planning.
• Develop regional fleet account plans targeting large end-users and fleet operators.

End-User Fleet Growth

• Develop direct relationships with commercial fleet end-users operating trucks and vans.
• Conduct fleet assessments and vehicle workflow evaluations.
• Understand customer operational challenges and recommend productivity-enhancing upfit solutions.
• Influence vehicle specifications before procurement and bid processes occur.
• Drive conversion opportunities through product demonstrations, ride-alongs, fleet reviews, and pilot programs.
• Create and maintain a prioritized regional target list of fleet prospects and active opportunities

 

Fleet Management Company & Key Account Focus

• Build productive working relationships with regional FMC representatives.
• Participate in customer fleet reviews and specification discussions involving FMC partners.
• Support FMC-driven opportunities by providing product expertise, solution recommendations, and regional execution support.
• Collaborate with FMCs to increase Weather Guard visibility within fleet recommendation processes
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Distributor, Dealer & Upfitter Leadership

• Lead strategic engagement with top-performing distributors and upfitter partners stocking Weather Guard Truck and Van products.
• Own or co-own Annual Joint Business Planning (JBP) with key partners, aligning on revenue targets, fleet pursuits, pipeline health, and execution cadence.
• Enable distributor and upfitter success through:
• Sales strategy alignment
• Fleet-focused training and education
• Product and solution positioning at scale
• Serve as a senior escalation point to resolve complex fleet opportunities that span multiple partners or regions.

 

Pipeline Ownership, Forecasting & SIOP Influence

• Own and maintain a robust, national Fleet Opportunity Pipeline, ensuring visibility, accuracy, and disciplined opportunity management.
• Provide strategic forecasting inputs to the SIOP process, connecting fleet demand signals to production planning, inventory strategy, and capacity assumptions.
• Drive KPI performance across:
• Revenue and margin
• Fleet conversion rates
• Pipeline quality and velocity
• Program adoption and retention

Cross-Functional Leadership & Execution

• Partner closely with engineering, operations, production, supply chain, and field sales leadership to ensure seamless execution of fleet programs and upfit solutions.
• Influence internal prioritization decisions by clearly articulating fleet opportunity size, timing, and strategic importance.
• Support pilot programs, new product launches, and scalable fleet solutions that improve speed-to-market and customer outcomes.

Executive Presence & Deal Leadership

• Lead complex sales pursuits involving multi-vehicle, multi-region, or multi-year fleet opportunities.
• Develop and deliver executive-level sales proposals and presentations, articulating differentiated value propositions backed by operational feasibility.
• Negotiate commercial terms, pricing frameworks, and program agreements that balance customer value with company profitability.

Qualifications

Experience & Education

• Bachelor’s degree in Business, Marketing, Engineering, or a related field (preferred).
• 5–10+ years of progressive experience in one or more of the following:
• Fleet Management Companies (FMCs)
• Direct aftermarket upfit sales to commercial fleets
• Truck and van upfit manufacturers or adjacent commercial vehicle industries
• Direct exposure to or experience with organizations such as:
• FMCs: Wheels, Enterprise, Holman, Knapheide
• Cap Companies: Leer, ARE, Real Truck, etc
• Competitors / Adjacent Companies: Adrian, Ranger, Legends, Welfit, Masterack
• Proven success leading enterprise fleet accounts, national programs, or scalable fleet solutions.
• Deep understanding of commercial truck and van upfits, fleet specifications, distributor economics, and installation workflows.
• Demonstrated ability to influence without authority and operate effectively in a matrixed, cross-functional environment.

Key Competencies

• Strategic and analytical thinking with strong business acumen
• Executive presence and communication skills (internal and external)
• Advanced negotiation and deal structuring capabilities
• Ability to translate market insight into actionable strategy
• Strong pipeline discipline and forecasting rigor
• Collaborative leadership style with high accountability
• Self-directed, results-oriented, and comfortable operating with ambiguity

Travel Requirement

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

 

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