About The Position
The Sr. Business Development Manager – Market & Fleet Strategy is responsible for owning market insight and translating it into disciplined, strategic growth decisions. This role operates at the intersection of market strategy, customer insight, and execution, serving as a core driver of Grote’s Business Development operating system. This is not a sales role and not a traditional product management role. The position is accountable for market truth, Voice of Customer (VOC) leadership, opportunity framing, and internal enablement. The role requires strong executive functioning, a Lean, process-driven mindset, and the ability to engage directly with commercial vehicle OE, Upfit /Body Builder, Aftermarket and fleet customers across the value chain to define problem spaces related to safety, security, and productivity systems. The role may work across multiple priority markets based on enterprise strategic needs and requires regular customer travel for field-based VOC and market validation.
Responsibilities
- Own assigned market segments as strategic portfolios, potentially spanning multiple priority markets based on company growth priorities
- Develop and maintain structured Market Sizing models grounded in real market dynamics
- Apply the Grow / Sustain / Improve (GSI) framework to identify and prioritize growth opportunities
- Identify cross-market patterns, platform opportunities, and strategic synergies
- Conduct regular on-site customer visits with fleets, OEMs, upfitters, and channel partners
- Lead structured VOC efforts to define: Jobs-to-be-done Pain points and unmet needs Value drivers, gains, and tradeoffs
- Observe real-world operations (go to the Gemba) to validate problem spaces beyond anecdotal feedback
- Translate VOC into structured outputs such as Value Proposition Canvases, opportunity briefs, and roadmap inputs
- Execute and reinforce Grote’s phase-gated BD process
- Prepare and support Go / No-Go decision forums with clear, fact-based recommendations
- Ensure opportunities entering NPI are properly governed, validated, sized, and strategically aligned
- Partner with Sales and Product Management to ensure roadmaps reflect market truth, not internal bias
- Operate with exceptional executive functioning and personal organization
- Execute BD work using defined, repeatable processes aligned with Grote’s BD operating model
- Apply Lean thinking to continuously improve BD workflows, decision cycles, and handoffs
- Proactively identify inefficiencies and recommend process improvements
- Maintain clear documentation and structured outputs that leadership can rely on
- Serve as a BD thought leader and educator across Sales, Product, and Leadership teams
- Lead internal training on: Market structure and segmentation VOC and customer insight & Problem Space definition Market Size thinking Value proposition logic
- Partner with Sales leadership to align market strategy to commercial execution without owning deals
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
