Business Development Director: Fleet
RPMRPM 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. …