Fleet Business Development Manager

Factory Motor Parts Careers•Pittsburgh, PA

9d•Onsite

About The Position

The Fleet Business Development Manager solicits, acquires, and expands key fleet accounts—including commercial, municipal, delivery, and private fleets—within the Ohio/Pennsylvania market. The role promotes Factory Motor Parts’ fleet value proposition, builds sustainable relationships with fleet managers and procurement teams, and grows sales and gross profit margins. It is primarily field-based and requires up to 30% travel, including field visits and occasional overnight business travel.

Requirements

At least 2 years of successful B2B sales or business development experience in the automotive fleet, heavy-duty, commercial vehicle, or automotive aftermarket parts industry.
At least 2 years of cold calling and strategic prospecting experience targeting fleet operators, municipalities, and commercial accounts.
Proven negotiation and closing skills with complex, multi-site enterprise or fleet accounts.
Demonstrated ability to build executive-level relationships with fleet directors, maintenance managers, and procurement professionals.
Strong business acumen and professional demeanor when presenting FMP services to internal and external partners.
Deep understanding of automotive or commercial fleet maintenance operations, preventative maintenance schedules, and replacement-parts supply chains.
Outstanding communication, presentation, and contract negotiation skills.
Ability to work autonomously in a field environment and collaborate effectively across matrixed regional teams.
Strong analytical skills to assess fleet usage patterns, margin data, and market metrics and develop data-informed strategies.
Proficiency with CRM systems and Microsoft Office Suite.

Responsibilities

Lead and promote FMP’s value proposition across the Fleet channel, coordinating heavy-duty and commercial products, tailored delivery service levels, marketing programs, and technical training.
Meet Fleet channel sales targets and gross profit benchmarks across assigned regions through strategic planning and influence within a matrixed organization.
Analyze fleet account market opportunities and recommend strategic initiatives or tactical adjustments to capture market share.
Train field sales teams and regional account representatives on FMP’s consultative fleet selling process.
Develop sales tools, pricing strategies, and fleet management solutions to address sales obstacles and demonstrate FMP’s competitive advantages.
Partner with Marketing to create fleet-focused promotional and sales programs that encourage long-term purchasing commitments and customer retention.
Educate Customer Service, Operations, and General Managers on fleet account requirements, service-level expectations, and promotional campaigns.
Establish metrics for qualifying fleet prospects and identify high-potential commercial and government fleet leads not currently purchasing from Factory Motor Parts.
Develop strategic plans to win new fleet business, line-card placements, and category opportunities.
Negotiate contract pricing and fleet supply agreements and make competitive recommendations to Senior Leadership.
Participate in fleet industry trade shows, regional fleet associations, and customer vendor meetings to promote FMP’s brand and partnership capabilities.
Present to fleet management teams, procurement directors, and executive leadership groups.
Conduct quarterly business reviews with key fleet accounts to assess product performance, delivery efficiency, and cost-saving opportunities.