Fleet Business Development Manager

Factory Motor Parts; Ohio; On-site; USD 85,000 - 125,000; Full time

Job summary

Factory Motor Parts is seeking a Fleet Business Development Manager to solicit, acquire, and expand key Fleet accounts in the Ohio/Pennsylvania market. You will focus on delivering FMP’s fleet value proposition and building strong relationships with fleet managers and procurement teams.

You will lead efforts to achieve regional sales targets, develop fleet-specific promotions, and train field teams on consultative selling. This role requires field-based work with travel.

Qualifications

• 2+ years of B2B sales or business development in automotive fleet or aftermarket.
• 2+ years of cold calling and prospecting targeting fleet operators and municipalities.
• Proven negotiation and closing skills with multi-site accounts.
• Ability to build executive-level relationships with fleet directors and procurement.
• Strong business acumen and professional demeanor for presenting services to partners.

Responsibilities

• Lead and promote FMP’s fleet value proposition across the Fleet channel, coordinating heavy-duty/commercial product offerings, fleet delivery service levels, and training.
• Attain Fleet channel sales targets and GP% benchmarks across regions through strategic planning and influence.
• Analyze fleet market opportunities and recommend strategic initiatives to capture market share.
• Train field sales teams and regional reps on FMP’s consultative fleet selling process.
• Develop and implement specialized sales tools, pricing strategies, and fleet management solutions.
• Partner with Marketing to create fleet-targeted promotions driving long-term commitments and retention.
• Ensure Customer Service, Operations, and General Managers are educated on fleet requirements and SLAs.
• Establish metrics for qualifying fleet prospects and identify high-potential leads not currently purchasing from FMP.
• Formulate strategic plans to conquest new fleet business and category opportunities.
• Negotiate contract pricing and fleet supply agreements with Senior Leadership.
• Participate in fleet tradeshows and vendor meetings to promote Factory Motor Parts’ capabilities.
• Deliver high-impact sales presentations to fleet management teams and procurement leaders.
• Conduct quarterly business reviews with key fleet accounts to evaluate performance and cost-savings opportunities.

Skills

B2B sales

Fleet industry knowledge

Executive relationships

Negotiation & closing

Prospecting & cold calling

Tools

CRM systems

Microsoft Office

Job description

The Fleet Business Development Manager is responsible for soliciting, acquiring, and expanding key Fleet accounts (including commercial, municipal, delivery, and private fleets). This position focuses on delivering FMP’s fleet specific value proposition, building sustainable relationships with fleet managers and procurement teams, and incrementally growing sales and gross profit margins within the Ohio/Pennsylvania market.

DUTIES & RESPONSIBILITIES:

• Lead and promote FMP’s value proposition across the Fleet channel, including the coordination of heavy-duty/commercial product offerings, tailored fleet delivery service levels, dedicated marketing programs, and specialized internal/external technical training.
• Attain Fleet channel sales targets and Gross Profit (GP%) benchmarks across assigned regions through strategic planning and effective influence within a matrixed organization.
• Analyze fleet account market opportunities across all regions 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 and implement specialized sales tools, pricing strategies, and fleet management solutions designed to overcome sales obstacles and highlight FMP’s competitive advantages over traditional fleet suppliers.
• Partner with the Marketing department to create fleet-targeted promotional and sales programs that drive long-term purchasing commitments and customer retention
• Ensure Customer Service teams, Operations, and General Managers are fully educated on fleet account requirements, SLA expectations, and active promotional campaigns.
• Establish metrics for qualifying fleet prospects, identifying high potential commercial and government fleet leads not currently purchasing from Factory Motor Parts.
• Formulate comprehensive strategic plans to conquest new fleet business, line-cards, and category opportunities.
• Negotiate contract pricing and fleet supply agreements, making competitive recommendations to Senior Leadership.
• Participate in fleet industry tradeshows, regional fleet associations, and customer vendor meetings to promote Factory Motor Parts’ brand visibility and partnership capabilities.
• Deliver high impact sales presentations to fleet management teams, procurement directors, and executive leadership groups.
• Conduct regular quarterly business reviews (QBRs) with key fleet accounts to evaluate product performance, delivery efficiency, and cost-savings opportunities.

MINIMUM REQUIREMENTS:

• 2+ years of successful B2B sales or business development experience within the automotive fleet, heavy-duty, commercial vehicle, or automotive aftermarket parts industry.
• 2+ years of cold calling and strategic prospecting experience target marketing fleet operators, municipalities, and commercial accounts.
• Proven negotiation and closing skills with complex, multi-site enterprise or fleet accounts.
• Demonstrated ability to build strong, executive-level relationships with fleet directors, maintenance managers, and procurement professionals.
• Strong business acumen and professional demeanor for presenting FMP services to internal and external partners.

QUALIFICATIONS:

• Deep understanding of automotive/commercial fleet maintenance operations, preventative maintenance schedules, and replacement parts supply chains.
• Outstanding communication, presentation, and contract negotiation skills.
• Ability to operate autonomously in a field environment while collaborating effectively across matrixed regional teams.
• Strong analytical skills to analyze fleet usage patterns, margin data, and market metrics to drive data informed strategies.
• Proficiency with CRM systems and Microsoft Office Suite.
• Up to 30% travel required (including field visits and overnight business travel).

WORK ENVIRONMENT:

• This is primarily a field-based position with frequent driving
• Some overnight travel may be required
• Will require frequent computer and cell phone communication from the field
• Lifting up to 75 lbs. on occasional basis may be required

We are an EEOC/AA Employer. An industry leader, FMP offers well-balanced compensation and benefits programs, which may include medical, dental, vision, life, 401K, profit sharing, paid holidays/vacation/sick time, STD/LTD, + much more. Salary is based on experience and job performance.