Director Fleet Sales - Networks

Grote Industries•Madison, IN

About The Position

The Fleet Sales Director will be the first senior commercial leader for Grote Networks, the advanced technologies and telematics division of Grote Industries, responsible for defining and executing the go-to-market strategy, driving early revenue, and building a Fleet Account Executive team over time. This role operates in a startup-like environment within an established industrial company, requiring an entrepreneurial, adaptable leader who can navigate ambiguity while leveraging Grote’s brand and resources. The ideal candidate will focus on winning and growing relationships with top commercial trucking fleets across North America, managing complex 12–18 month enterprise sales cycles involving multiple stakeholders, and applying a disciplined, process-driven approach to build executive relationships, drive organizational alignment, and establish scalable sales processes.

Requirements

8+ years of B2B sales experience
3+ years in a player/coach or sales leadership role
Strong track record of closing complex, multi-stakeholder enterprise deals with 6–18 month sales cycles
Demonstrated success selling into large commercial fleets (Tier 1/Tier 2)
Established relationships with C-suite and VP-level fleet buyers
Disciplined, consultative seller
Well-versed in value-based methodologies (e.g., MEDDIC, Challenger, Sandler)
Skilled at building ROI-driven business cases
Ability to carry a personal quota and develop high-performing Fleet Account Executives
Strong CRM and pipeline rigor
Comfort with technical complexity
Ability to translate telematics/IoT solutions into clear customer value

Nice To Haves

Selling fleet-related technology or capital equipment
Prior roles at leading fleet or telematics companies
Formal sales methodology training
Familiarity with fleet management, ELD/compliance, or connected vehicle platforms

Responsibilities

Carry and attain a personal quota while leading the Fleet Account Executive team to revenue targets
Personally identify, qualify, and develop new fleet accounts through direct outreach, events, referrals, and channel partnerships
Lead complex, multi-stakeholder sales processes involving fleet ops, IT, safety, and C-suite buyers
Develop and deliver ROI-based business cases tailored to each customer's operational challenges
Build and implement a scalable, value-based sales playbook for Grote Networks' telematics solutions
Conduct regular pipeline reviews, deal coaching, and ride-alongs with Fleet Account Executives
Recruit, onboard, and develop a high-performing FAE team; set performance expectations and conduct structured reviews
Partner with VP & GM to define quarterly/annual commercial strategy, territory design, and quota allocation
Serve as the commercial voice of the customer internally, sharing market intelligence and win/loss insights
Maintain rigorous CRM hygiene and pipeline reporting standards across the team