Fleet Business Development Manager - Southwest

## About Us 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. ## Overview The Fleet Business Development Manager is responsible for developing and growing commercial fleet business within an assigned region by identifying, pursuing, and converting fleet opportunities among end-users, dealerships, upfitters, and fleet influencers. This role serves as the primary field-based fleet growth leader, driving specification selling, customer engagement, and solution development for truck and van upfit programs. Working closely with distributors, dealerships, upfitters, FMCs, and internal teams, the Director develops repeatable fleet opportunities that increase market share, accelerate adoption of Weather Guard solutions, and create scalable growth ## Responsibilities **Fleet Strategy & Market Leadership** - Execute the regional fleet growth strategy, identifying high-potential fleet accounts and market opportunities across key verticals including construction, utilities, telecommunications, government, service, and delivery fleets - 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. - Develop regional fleet account plans targeting large end-users and fleet operators. **End-User Fleet Growth** - Develop direct relationships with commercial fleet end-users operating trucks and vans. - Conduct fleet assessments and vehicle workflow evaluations. - Understand customer operational challenges and recommend productivity-enhancing upfit solutions. - Influence vehicle specifications before procurement and bid processes occur. - Drive conversion opportunities through product demonstrations, ride-alongs, fleet reviews, and pilot programs. - Create and maintain a prioritized regional target list of fleet prospects and active opportunities **Fleet Management Company & Key Account Focus** - Build productive working relationships with regional FMC representatives. - Participate in customer fleet reviews and specification discussions involving FMC partners. - Support FMC-driven opportunities by providing product expertise, solution recommendations, and regional execution support. - Collaborate with FMCs to increase Weather Guard visibility within fleet recommendation processes - **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 assu…