Drives new commercial fleet customer acquisition and conquest sales across the East Region. Responsibilities include territory strategy, prospecting, consultative selling, pipeline management, customer presentations, dealership and upfitter partnerships, forecasting, and achievement of sales and revenue targets. The role also executes value creation initiatives, tracks VCP benefits, maintains account forecasts, and collaborates with sales, operations, and finance stakeholders.
Job Summary & Responsibilities
The Self-Managed Business Development Manager (BDM) is a revenue-generating field sales position responsible for driving new customer acquisition and conquest fleet sales within an assigned territory. This role focuses primarily on identifying, prospecting, and securing new small to medium-size business commercial fleet customers that are not currently purchasing Stellantis products or working through a fleet management company.
The Business Development Manager develops and executes aggressive territory growth strategies designed to expand Stellantis' commercial market share through the sale of Chrysler, Jeep, Dodge, FIAT, and Ram commercial vehicles. This position requires significant prospecting activity, relationship development, lead generation, and consultative selling with decision-makers responsible for fleet purchasing and vehicle acquisition.
The BDM serves as a commercial growth expert, working closely with dealerships, upfitters, fleet operators, and business owners to introduce Stellantis products, demonstrate value propositions, overcome competitive obstacles, and convert prospects into long-term commercial customers.
Key Responsibilities:
- Identify, prospect, and acquire new commercial fleet and small business customers within the assigned territory.
- Develop and execute comprehensive new business acquisition strategies that increase market penetration and conquest sales.
- Generate sales opportunities through networking, referrals, cold outreach, industry events, trade associations, and targeted business development activities.
- Build and maintain a robust sales pipeline using Salesforce and other prospecting tools.
- Conduct customer needs assessments and present tailored fleet solutions based on business requirements.
- Position Stellantis products against competitive offerings through consultative selling and value-based proposals.
- Develop strategies to overcome customer objections and convert competitive fleet accounts.
- Collaborate with commercial dealerships to pursue new business opportunities and support commercial sales growth.
- Conduct fleet reviews, vehicle demonstrations, ride-and-drive events, and customer presentations.
- Develop relationships with upfitters, second-stage manufacturers, and key industry influencers.
- Support customers throughout the ordering, production, delivery, and implementation processes.
- Promote awareness of Stellantis fleet programs, incentives, VIP offerings, Service Net programs, and Pro One solutions.
- Maintain accurate opportunity tracking, forecasting, and reporting within Salesforce.
- Provide market intelligence and competitive insights to support commercial growth initiatives.
- Support local and regional commercial marketing events designed to generate leads and increase brand awareness.
- Achieve or exceed territory conquest, sales volume, and revenue objectives.
- Drive value creation initiatives across Fleet Sales by identifying process improvements, developing business cases, and executing initiatives that enhance customer satisfaction, operational effectiveness, and financial performance.
- Collaborate with stakeholders across sales, operations, finance, and related functions to implement value creation opportunities, track outcomes, and ensure successful delivery of strategic business objectives.
Stellantis Value Creation Program (VCP) Execution & Forecast Management
- Drive value creation initiatives across Fleet Sales by identifying process improvements, developing business cases, and executing initiatives that enhance customer satisfaction, operational effectiveness, and financial performance.
- Collaborate with stakeholders across sales, operations, finance, and related functions to implement value creation opportunities, track outcomes, and ensure successful delivery of strategic business objectives.
- Support the execution of Stellantis' Value Creation Program (VCP) initiatives by identifying, validating, and tracking revenue, volume, and profitability opportunities within assigned accounts and territories.
- Partner with leadership to provide timely and accurate shipment actuals, monitor initiative performance, and ensure VCP benefits are reflected in business results.
- Maintain ownership of account forecasts, proactively updating volume projections, opportunity pipelines, and recovery plans as market conditions, customer demand, or shipment performance changes.
- Deliver disciplined reporting and accountability for VCP commitments, ensuring forecast accuracy and alignment to enterprise targets.
Basic Qualifications:
- Bachelor's degree
- 5+ years of experience in business development, fleet sales, automotive sales, or B2B sales.
- Proven track record of securing new business and generating revenue growth.
- Experience working in an automotive, fleet, transportation, or commercial vehicle environment.
- Strong prospecting, consultative selling, and negotiation skills.
- Demonstrated success managing a sales pipeline and achieving growth targets.
- Excellent presentation, communication, and relationship-building skills.
- Self-motivated with demonstrated ability to achieve goals under minimal supervision.
- Must live in or be willing to relocate to the East Region territory (preferably the New England/NY/Boston area).
- Willing and able to travel up to 50% of the time.
- Experience utilizing Salesforce, CRM tools, and Microsoft Office applications.
- Valid driver's license required
Preferred Qualifications:
- Knowledge of dealership commercial sales processes.
- OEM field sales experience supporting fleet, commercial, or vocational markets.
- Commercial vehicle product expertise.
- Demonstrated success in conquest sales and territory expansion.
- Experience working with fleet operators, fleet management companies, and procurement decision-makers.
- Experience with fleet consulting, TCO analysis, and customer acquisition strategies.
- Experience working with commercial upfitters and bailment pools.
- Existing commercial market relationships within the assigned territory.
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