Business Development Director: Fleet

RPM • Birmingham, MI

20h

About The Position

The Business Development Director, Fleet is responsible for accelerating net-new customer growth by identifying, developing, and winning fleet transportation, storage, and vehicle-readiness opportunities. This is a full-cycle new-business role, covering target selection and prospecting through discovery, qualification, solution development, negotiation, commercial commitment, and launch support.

The successful candidate will bring established fleet-industry experience and relationships, a proven history of measurable revenue growth, and the ability to convert market access into qualified pipeline and new customers. The role combines strategic selling with disciplined outbound activity, industry networking, referrals, and coordinated executive access. Success is measured by self-generated qualified pipeline, net-new customer wins, annualized and recognized revenue, successful activation, initial-volume achievement, forecast accuracy, and commercial discipline.

RPM is an international, non-asset-based logistics and supply chain solutions company. Through its partnership with PARS, Professional Automotive Relocation Services, it offers customers access to RPM’s carrier network and original-equipment relationships. PARS provides fleet relocation and related services, including vehicle driveaway, auto carrier service, storage management, licensing and titling, reconditioning and make-ready, detailing, body work, mechanical repair, and general maintenance.

Requirements

• Proven ability to originate, develop, and close net-new B2B customer opportunities.
• Demonstrated fleet-industry fluency and an active professional network that can create relevant market access.
• Consistent history of measurable revenue, pipeline, market-share, or customer growth.
• Strong consultative discovery, qualification, value-selling, negotiation, and executive communication skills.
• Ability to navigate direct-fleet, channel-influenced, procurement-led, and multi-stakeholder buying processes.
• Ability to translate operational services into supported customer value and commercial recommendations.
• Disciplined CRM, opportunity planning, pipeline management, and forecasting practices.
• Ability to work independently, build from zero, and coordinate cross-functional resources while retaining pursuit ownership.
• Ability to travel 35–50% for customer visits, industry events, and internal working sessions.

Nice To Haves

• Bachelor’s degree in Business, Sales, Marketing, Communications, or a related field; equivalent professional experience may be considered.
• 7+ years of progressive B2B sales or business development experience, with meaningful experience in fleet management, transportation, logistics, mobility, automotive, or an adjacent fleet-services market.
• Established relationships across corporate fleets, fleet management companies, mobility providers, automotive partners, or related fleet-industry channels.
• Experience selling to executive, procurement, operational, financial, and cross-functional stakeholders.
• Experience with CRM, structured qualification, opportunity planning, proposal development, forecasting, pricing coordination, and commercial negotiation.
• Experience coordinating customer onboarding or implementation planning following a commercial win.

Responsibilities

• Build and execute a target-account strategy to acquire net-new fleet customers and reactivate strategically valuable former customers.
• Generate qualified opportunities through direct outreach, fleet-industry relationships, referrals, industry events, marketing follow-up, and executive introductions.
• Convert professional networks and market knowledge into customer conversations, qualified pipeline, proposals, and commercial wins.
• Maintain consistent prospecting activity and prioritize accounts based on PARS’s ideal customer profile, revenue potential, service fit, access, and probability of success.
• Develop access across corporate fleets, fleet management companies, mobility providers, automotive partners, and relevant channels.
• Map stakeholders across fleet leadership, procurement, Operations, Finance, Technology, and other decision-making functions.
• Monitor market developments, customer needs, competitive activity, and channel dynamics to identify growth opportunities.
• Represent PARS with executive, operational, procurement, and industry stakeholders.
• Lead consultative discovery into customer volumes, storage requirements, vehicle profiles, geographies, processes, incumbent providers, service failures, decision authority, buying process, economics, and implementation timing.
• Apply customer-profile, qualification, and go/no-go standards; distinguish verified needs and buying evidence from assumptions or general interest.
• Disqualify, nurture, or redirect opportunities when access, economics, operational fit, urgency, timing, or probability of success is insufficient.
• Escalate unusual pricing, contracting, implementation, or delivery risks before making customer commitments.
• Develop customer-specific value propositions, business cases, proposals, pilots, and commercial recommendations using supported volume, service, pricing, and implementation assumptions.
• Coordinate with Pricing, Finance, Operations, Technology, Account Management, Client Relations, Risk, and other subject-matter experts to validate feasibility and terms.
• Lead negotiations while protecting margin, contractual position, service feasibility, and operational credibility.
• Own opportunities from target selection through commercial commitment and maintain clear customer and internal next actions.
• Maintain accurate CRM records covering stage, expected value, service mix, close timing, probability, stakeholders, buying evidence, next actions, first-revenue timing, and risks.
• Produce credible forecasts that distinguish anticipated award, contracting, onboarding, first-move, and revenue-recognition timing.
• Participate in pipeline inspection, opportunity strategy, forecast, and performance reviews; use activity and conversion data to improve targeting and win rates.
• Document implementation requirements, customer expectations, and internal responsibilities for commercial commitments.
• Remain engaged through onboarding, first move, and initial-volume validation, supporting risk identification and customer communication without replacing Operations or Account Management accountability.
• Transition ongoing relationship ownership after agreed stabilization criteria are achieved while remaining available for strategic expansion opportunities.
• Build collaborative cross-functional relationships, maintain a customer-first mindset while protecting company economics and delivery credibility, and operate with integrity, accountability, urgency, resilience, and professionalism.
• Travel for customer visits, industry events, and internal working sessions (35–50%).

Benefits

• Competitive base compensation plus variable compensation based on achieving company goals.
• BCBS medical insurance.
• Delta Dental insurance.
• VSP vision insurance.
• Life insurance paid by RPM.
• Short- and long-term disability insurance paid by RPM.
• Maternity and paternity leave.
• 401(k) with generous employer match.
• Unlimited PTO.

What This Job Offers

• Job Type: Full-time
• Career Level: Director