Director of Fleet Business Development

WHY PRODRIVEN BRANDS? BECAUSE WE ARE THE PRO'S CHOICE! You will find our market leading products and brands on trucks and job sites all over the world. Focusing on end users' needs drives our success. Our entire product development process—from research to engineering to manufacturing to commercialization—creates products that ensure ease of use, productivity, durability and safety for the end user. On jobsites across America and the world, ProDriven brands are most preferred.

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.

Fleet Strategy & Market Leadership

• 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.

Fleet Management Company & Key Account Focus

• 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.

Distributor, Dealer & Upfitter Leadership

• 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.

Pipeline Ownership, Forecasting & SIOP Influence

• 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

Cross-Functional Leadership & Execution

• 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.

Executive Presence & Deal Leadership

• 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.

Experience & Education

• 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.

Key Competencies (Director-Level)

• 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

Travel Requirement

• Willingness to travel 50–75% based on fleet account development, partner engagement, and national meetings.

ProDriven Brands is committed to fostering, cultivating, and preserving a culture of diversity, equity and inclusion. WernerCo is an equal opportunity employer and prohibits discrimination and harassment of any kind. All qualified applicants to ProDriven Brands are considered for employment without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status or any other protected characteristic. ProDriven Brands will not tolerate discrimination or harassment of any kind based on these characteristics.

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