Business Development Director: Fleet

Business Development Director: Fleet
 

RPM is an international non-asset-based logistics and supply chain solutions company. RPM has recently partnered up with PARS to offer an expanded value to customers, now gaining access to RPM’s expansive carrier network and OE relationships, offering robust new solutions to address capacity and efficiency challenges across their supply chains.

PARS, Professional Automotive Relocation Services, is the fleet industry’s leading relocation provider, bringing together a unique combination of proven experience, service quality, and technologies to any relocation project no matter how complex. Working with a customer to understand every pain point, PARS develops a metrics-driven solution that can combine any or all of its services — vehicle driveaway, auto carrier service, storage management, license and titling, reconditioning & make-ready, detailing, body work, mechanical repair, and general maintenance services.
 

Your Role

The Business Development Director, Fleet is responsible for accelerating net new customer growth by identifying, developing, and winning fleet transportation, storage, and vehicle-readiness opportunities. This is a full-cycle new-business role with accountability from target selection and prospecting through discovery, qualification, solution development, negotiation, commercial commitment, and launch support.

The successful candidate will bring established fleet-industry experience and relationships, a proven history of producing measurable revenue growth, and the ability to convert market access into qualified pipeline and new customers. The role requires both strategic selling capability and the willingness to build from zero through disciplined outbound activity, industry networking, referrals, and coordinated executive access.

Success is measured by self-generated qualified pipeline, net new customer wins, annualized revenue won, recognized revenue, successful activation, initial-volume achievement, forecast accuracy, and commercial discipline.

Day-to-Day Responsibilities:
Net New Customer Acquisition

• Build and execute a target-account strategy focused on acquiring net new fleet customers and reactivating strategically valuable former customers.
• Generate qualified opportunities through direct outreach, established fleet-industry relationships, referrals, industry events, marketing follow-up, and coordinated executive introductions.
• Convert professional networks and market knowledge into active customer conversations, qualified pipeline, proposals, and commercial wins.
• Maintain consistent prospecting activity while prioritizing accounts against PARS ideal customer profile, revenue potential, service fit, access, and probability of success.
• Demonstrate personal ownership of new-business creation rather than relying primarily on inherited accounts, inbound demand, or existing company relationships. 

Fleet Market Development & Relationship Access

• Use fleet-industry experience and relationships to create access across corporate fleets, fleet management companies, mobility providers, automotive partners, and other relevant channels.
• Develop stakeholder maps across fleet leadership, procurement, Operations, Finance, Technology, and other decision-making functions.
• Monitor fleet-market developments, customer needs, competitive activity, and channel dynamics to identify new growth opportunities.
• Represent PARS credibly with executive, operational, procurement, and industry stakeholders.
   

Discovery, Qualification & Commercial Judgment

• Lead consultative discovery focused on transportation volume, storage requirements, vehicle profile, geography, current process, incumbent providers, service failures, decision authority, buying process, economics, and implementation timing.
• Apply PARS ideal customer profile, qualification, and go/no-go standards to determine where commercial resources should be invested.
• Distinguish verified customer needs and buying evidence from assumptions, general interest, or relationship activity.
• Disqualify, nurture, or redirect opportunities when access, economics, operational fit, urgency, timing, or probability of success is insufficient.
• Escalate unusual pricing, contracting, implementation, or delivery risks before making customer commitments.
   

Solution Development, Financial Selling & Negotiation

• Translate driveaway, carrier transport, storage, and ancillary services into measurable customer outcomes, including administrative efficiency, vehicle readiness, visibility, risk reduction, and reduced downtime.
• Build customer-specific value propositions, business cases, proposals, pilots, and commercial recommendations using supported volume, service, pricing, and implementation assumptions.
• Coordinate with Pricing, Finance, Operations, Technology, Account Management, Client Relations, Risk, and other subject-matter experts to validate feasibility and terms.
• Lead negotiations while protecting margin, contractual position, service feasibility, and operational credibility.
• Adapt the pursuit approach to opportunities ranging from direct-fleet needs to complex, multi-stakeholder or fleet-management-company-influenced opportunities.
   

Opportunity Leadership, CRM & Forecasting

• Own opportunities from initial target selection through commercial commitment and maintain clear customer and internal next actions.
• Maintain accurate CRM records, including stage, expected value, service mix, close timing, probability, stakeholders, buying evidence, next action, first-revenue timing, and key risks.
• Produce credible forecasts that distinguish anticipated award, contracting, onboarding, first-move, and revenue-recognition timing.
• Participate in regular pipeline inspection, opportunity strategy, forecast, and performance reviews.
• Use activity and conversion data to improve targeting, prospecting, qualification, proposal quality, and win rates.

Launch Support & Growth Handoff

• Translate commercial commitments into documented implementation requirements, customer expectations, and internal responsibilities.
• Remain engaged through onboarding, first move, and initial-volume validation without replacing Operations or Account Management accountability.
• Support early risk identification, customer communication, and resolution coordination.
• Transition ongoing relationship ownership after agreed stabilization criteria are achieved while remaining available for strategic expansion opportunities. 

Performance Expectations

• Self-generated qualified net new customer pipeline
• Net new customer wins and strategic customer recapture
• Annualized revenue won and recognized revenue
• Prospecting-to-meeting, meeting-to-opportunity, proposal-to-win, and win-to-launch conversion
• Successful onboarding, first revenue activity, and initial-volume achievement
• Fleet-industry network activation and creation of qualified customer access
• Forecast accuracy, CRM discipline, and evidence-based opportunity progression
• Commercial quality, pricing discipline, and cross-functional execution

Organizational Competencies

• Demonstrates commitment to organizational goals and growth priorities.
• Builds collaborative relationships across Commercial, Operations, Pricing, Finance, Technology, Account Management, Client Relations, and Customer Support teams.
• Maintains a strong customer-first mindset while protecting company economics and delivery credibility.
• Acts with integrity, accountability, urgency, resilience, and professionalism.
• Operates effectively in a developing commercial environment and is comfortable building process, pipeline, and market presence.
• Balances customer needs with company objectives, policies, commercial standards, and operational feasibility.

Job Competencies

• Proven ability to originate, develop, and close net new B2B customer opportunities.
• Demonstrated fleet-industry fluency and an active professional network that can create relevant market access.
• Consistent history of measurable revenue, pipeline, market-share, or customer growth.
• Strong consultative discovery, qualification, value selling, negotiation, and executive communication skills.
• Ability to navigate direct-fleet, channel-influenced, procurement-led, and multi-stakeholder buying processes.
• Ability to translate operational services into supported customer value and commercial recommendations.
• Disciplined CRM, opportunity planning, pipeline management, and forecasting practices.
• Ability to work independently, build from zero, and coordinate cross-functional resources without losing pursuit ownership.
• Ability to travel for customer visits, industry events, and internal working sessions (35 – 50%).

Preferred Qualifications

• Bachelor's degree in Business, Sales, Marketing, Communications, or a related field; equivalent professional experience may be considered.
• 7+ years of progressive B2B sales or business development experience, with meaningful experience in fleet management, transportation, logistics, mobility, automotive, or an adjacent fleet-services market.
• Demonstrated record of personally creating qualified pipelines, acquiring net new customers, and delivering measurable commercial growth.
• Established relationships across corporate fleets, fleet management companies, mobility providers, automotive partners, or related fleet-industry channels.
• Experience selling to executive, procurement, operational, financial, and cross-functional stakeholders.
• Experience with CRM, structured qualification, opportunity planning, proposal development, forecasting, pricing coordination, and commercial negotiation.
• Experience coordinating customer onboarding or implementation planning following a commercial win preferred.

Compensation and Benefits

• Competitive Base + VC (based on achieving company goals)
• BCBS (medical), Delta Dental & VSP (vision)
• Life insurance, short & long-term disability – paid by RPM
• Maternity & Paternity Leave
• 401(k) with generous employer match
• Unlimited PTO

Come as You Are
RPM is an Equal Opportunity Employer. RPM does not discriminate based on race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status, or any other basis covered by appropriate law. All employment is decided based on qualifications, merit, and business need. This job description is intended to define the general nature of the work performed by employees assigned to this role. It is not intended to be an exhaustive list of all responsibilities, duties, and skills of employees in this role. All our employees may be required to perform duties outside of their normal responsibilities from time to time.

Recruitment Agency Notification
RPM does not accept unsolicited agency resumes. Do not forward resumes to our careers email address, RPM employees, or any other company location. RPM is not responsible for any fees related to unsolicited resumes.