[Remote] Director of Fleet Business Development
Note: The job is a remote job and is open to candidates in USA. ProDriven Global Brands is a leader in the commercial fleet segment, focusing on end users' needs through innovative products. The Director of Fleet Business Development will lead the strategy and enterprise-level growth across the commercial fleet segment, developing and executing fleet upfit strategies while managing national fleet relationships.
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:
- 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:
- 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:
- 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
Skills
- Bachelor's degree in Business, Marketing, Engineering, or a related field
- 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
- 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
- Willingness to travel 50–75% based on fleet account development, partner engagement, and national meetings
Company Overview