Director of Fleet Business Development

ProDriven Global Brands•,

16h•Remote

About The Position

The Director of Fleet Business Development is responsible for leading the strategy and enterprise-level growth across the commercial fleet segment by developing, executing, and scaling fleet upfit strategies for trucks and vans. This role owns national fleet relationships and opportunity development, working in close partnership with Fleet Management Companies (FMCs), major dealers, distributors, and upfitter networks to drive sustainable, profitable growth. This position operates as a strategic field leader, shaping fleet go‑to‑market strategy, influencing SIOP forecasting, and translating fleet demand into executable programs across sales, operations, engineering, and supply chain.

Requirements

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
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.
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

Responsibilities

Own and execute the national fleet upfit growth strategy, aligned to company revenue targets, margin expectations, and long-term market expansion objectives.
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.
Build and deepen senior-level relationships within Fleet Management Companies and large fleet operators, including but not limited to: Target FMCs: Wheels, Enterprise, Holman, Knapheide
Influence fleet specification decisions and preferred upfit solutions through consultative selling, data-driven insights, and solution design leadership.
Collaborate with internal stakeholders to develop fleet programs, pricing frameworks, and service models that improve win rates and long-term account retention.
Represent the voice of fleet customers internally to ensure product development, operations, and service capabilities align with evolving fleet needs.
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.
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
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.
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.